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DRIVE-Spring
2015
PROGRAMMBADS
(SEM 3/SEM 5)MBA FLEX/ MBAN2 (SEM 3)PGDMMN (SEM 1)
SUBJECT
CODE & NAME-MK0010- Sales, Distribution and Supply Chain Management
BK
ID-B1721
CREDIT
& MARKS-4 Credits, 60 marks
Q1.
Designing the marketing channel involves the decisions pertaining to the size
of the channel, its coverage and number of levels. These decisions are
significant since it ensures the availability of goods and services to
customers at locations suitable for procurement. Discuss the factors like
channel structure, breadth and costs involved which principally determines the
Channel design. (Definition of marketing channel, Channel structure, Channel
breadth or intensity, Costs involved) 2, 2, 3, 3
Answer:
Marketing Channels: Marketing channels ensure availability of goods and
services to customers at locations suitable for procurement. While
finalizing marketing channels, decisions regarding the most suitable
Q2.
Explain the various steps involved in the personal selling process. (Definition
of personal selling process, Steps involved) 2, 8
Answer:
Personal Selling:
The key
to the development of the sales force is the finalization of the appropriate sales processes by each organization.
Sales processes differ across products as well as approaches and strategies
followed by an organization. For example, the process usually adopted in a
consumer product business is significantly different from that found in an industrial
product or institutional selling. Even in consumer product sales, the approach
could
Q3
An organization needs to be extremely cautious in making investments in various
types of inventories. The extent of control required to be maintained on all
items is not the same. Explain some important tools of Inventory management
like ABC analysis, Just-In-Time & Economic order quantity model.
(Definition
of Inventory and Inventory Management, ABC analysis, Just-In-Time &Economic
Order Quantity Model) 3, 7
Answer.
Inventory and Inventory Management
Inventory
The term ‘inventory’
means any stock of direct or indirect material (raw materials or finished items
or both) stocked in order to meet the expected and the unexpected demands in
the future.
Q4
Explain the SCOR model with a diagrammatic representation.
(SCOR
model, Focusing Aspects with diagram) 5, 5
Answer.
SCOR model
The SCOR model is used
to understand simple or complex supply chains through common set of terms.
Consequently, different industries can be related teach other to interpret any
supply chain. SCOR is based on five
Q5
When one member of distribution channel tries to maximize its profits at the
expense of rest of the members, it will create conflicts, resulting in the
decline of profits. To avoid these conflicts, now retail firms have started
forming vertical Marketing systems (VMS). Explain the three types of VMS
through which goods and services are usually distributed to customers.
(Definition
of VMS, Three types of VMS) 2, 8
Answer.
Vertical Marketing systems (VMS)
A Vertical Marketing
System (VMS) is
a system in which almost all the members of distribution channel such as
manufacturers, wholesalers and retailers work together to satisfy human needs
and wants by facilitating the smooth flow of goods and services from
manufacturer to the ultimate consumer. In traditional marketing system,
Q6
Describe the supply chain Benchmarking Procedure.
Answer.
Benchmarking
Benchmarking has been
used variedly to refer to several activities. Several definitions have
described as ‘benchmarking’. Some of these definitions are discussed to
emphasize the diversity:
•
‘A
continuous
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we will revert you within 2-3 hour or immediate
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