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DRIVE Winter
2016
PROGRAM Master
of Business Administration- MBA
SEMESTER 3
SUBJECT CODE &
NAME
MK0010 –Sales, Distribution & Supply Chain
Management
1 Briefly 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
2 Why relationship marketing is being used in
present business scenario?
Use of relationship marketing
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
3 What are the functions of a wholesaler?
functions of a wholesaler
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 the customers. This function of the wholesaler
enables:
• The producers
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
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 their supplies based on this information.
If a supplier has a large lead time, it
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 an external organization.
‘Outsourcing’ involves transfer, or sub-contracting, the
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