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DRIVE SPRING 2016
PROGRAM Master of
Business Administration- MBA
SEMESTER 3
SUBJECT CODE &
NAME
MK0010 –Sales, Distribution & Supply Chain Management
1
Discuss the importance of Time and Territory management.
importance of
Time management
importance of
Territory management
Answer: Importance
of Time Management
Some
of the tasks that a salesperson would be involved in normally comprise meeting
customers, handling complaints, developing customer relationship, booking
orders, collecting payments, gathering competitive intelligence, meeting channel
partners and completing
2
What are the benefits of using relationship marketing?
benefits of
using relationship marketing 10
Answer: Relationship
Marketing
It is
a form of marketing which recognizes the long lasting relationships with the customers.
It is not limited to advertising and sales promotional messages but much beyond
that. Relationship marketing gives emphasis on customer retention and
satisfaction rather than a dominant focus on selling part. The term
relationship marketing is designed to build up strong connections with
3
What are the functions of a wholesaler?
functions of a
wholesaler 10
Answer: The wholesaler
essentially purchases the goods from the producer, stocks them, and
redistributes these to the other intermediaries like the retailers who subsequently
sell them to the end-users or
4
Explain the demand management model.
demand
management model
Answer: Demand
Management Model
In
the present highly competitive business environment you need every advantage to
succeed. There is a need to add value to the firm’s operations. This can be
done through managing demand
5
Briefly describe the different processes involved in the purchase cycle.
processes
involved in the purchase cycle 10
Answer: Processes involved in the purchase cycle
1.
Purchasing receives the requisition: Orders
are dependent on the manufacturer’s production schedule and the manufacturer,
in turn, draws up this schedule on the basis of distributors’ orders and the
current availability of finished goods in its warehouse. Suppliers are linked
to the manufacturer’s production schedule – thus enabling them to plan
6 Write short notes on:
a)
Outsourcing Supply Chain Operations
b)
Co-Makership
Answer: Outsourcing
Supply Chain Operations
Of late,
there has been a shift in the concept of procurement to strategic procurement.
‘Sourcing’ and ‘Outsourcing’ are its two components. Sourcing is the
procurement of products or services from
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if urgent then call us on 08791490301, 08273413412
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