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PROGRAM
Master of
Business Administration - MBA
SEMESTER
III
SUBJECT
CODE & NAME
MK0010
Sales,
Distribution and Supply Chain
Qus:1 Explain the process of
Personal selling.
Answer: 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
Qus:2 What are the various recent
trends in International Sales Management?
Answer: Following are the recent trends in
the area of sales management:
(i)
Intense Competition: Due to liberalization, privatization
and globalization (LPG), the sales environment of today’s organizations has
changed a great deal. The selling firms are not competing with new
Qus:3 i. Define Wholesaler
ii. Explain the functions of
Wholesaler
iii. Explain the applications of IT
in various areas of wholesaling
Answer: i. Define Wholesaler
Wholesalers are also known as middlemen since they purchase
merchandise from manufacturers and sell them again to the retailers. The
responsibility of a wholesaler entails financial risk as well. After purchasing
products from the manufacturers, the wholesaler keeps the products in his
warehouse and at times, has to make arrangements for transport of products to
Qus:4 Write short notes on Vertical
Marketing System (VMS) and Horizontal Marketing System (HMS)
Answer: 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
Qus:5 What do you mean by Demand Management? Explain Demand
Management Model.
Answer: Demand Management
The concept of demand management has been an evolving
concept, i.e., it has been changing over time. The reasons for the changes that
are taking place in demand management are because
Qus:6 Explain Logistics Management. What are the various
Determinants of Designing Logistical System?
Answer: The technique of controlling and
managing the flow of goods, information, energy and other resources such as
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