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DRIVE-Winter 2015
PROGRAMMBADS (SEM 3/SEM
5) MBAFLEX/ 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. Describe the supply
chain Benchmarking Procedure.
(Definition of Benchmarking,
Procedure for supply chain benchmarking)2, 8
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
systematic process for evaluating the products, services and work of
organizations that are
Q2. Explain the recent
trends in Sales Management. (Definition of sales management, trends in sales
management) 2, 8
Answer:
Definition of sales
management
Goods
were produced either only after receiving the sufficient orders or for which
sufficient demand existed. Further, there existed little or no competition in
those days. But in the modern days, sales and distribution system is a complex
Q3.Briefly discuss
about the nature and responsibilities of a Sales manager. (Goal setting,
Planning and budgeting, Organizing and implementing, Controlling and
evaluating) 3, 3, 2, 2
Answer:
Goal Setting
The role of the
sales manager in goal setting can broadly be classified into two areas:
• Role
played in supporting the organizational goal setting
• Role
played in enumerating the goals of the sales force
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 a
common set of terms. Consequently, different industries can be related to each
other to interpret any supply chain. SCOR is based on five unique management
methods. These are: Plan, Source, Make, Deliver and Return.
(i)
Plan: It
includes methods
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
Q6. 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
Get fully solved assignment. Buy online from website
online store
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we will revert you within 2-3 hour or immediate
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if urgent then call us
on 08791490301, 08273413412
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