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PROGRAM
Master of Business Administration -
MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT301
SALES DISTRIBUTION & SUPPLY
CHAIN MANAGEMENT
SET 1
Qus:1
Define Sales Management. Enlist the various decisions Sales planning primarily
deals
with.
Answer: The American Marketing Association (AMA) defines sales
management as pertaining comprehensively to the planning, direction, and control
of the personal selling activities of a business unit, including recruiting,
selecting, training, equipping, assigning, routing, supervising, paying,
Qus:2
Explain the types of Compensation Plans. What are the steps involved in
Compensation
Plan?
Answer: Compensation plans can be varied to suit the purpose. We
shall now look at the different types of plans and their rationale:
(i)
Straight
salary: When a compensation plan is fixed for a given period of time and has no
relationship to the
(ii)
Qus:3
Explain Marketing Channels. What are the various functions
of Marketing
Channels?
Answer: Marketing
channels ensure availability of goods and services to customers at locations
suitable for procurement. While finalizing marketing channels, decisions
regarding the most suitable modes
SET2
Qus:1
Write short notes on Supply Chain Management and four stages of policy
integration.
Answer: Supply chain management is the process of planning,
implementing and controlling operations for serving customers as efficiently as
possible. It includes all activities involved in sourcing, procurement,
conversion and logistics. A number of definitions are available in literature
for Supply Chain Management. All these have a common theme – they reflect the
idea of
Qus:2
Explain the Procurement Cycle.
Answer: Procurement and inventory management is a critical component
of contemporary supply chain. With the increase in division of labour to
facilitate speed, process integration and response to customer preferences,
there is a burgeoning need for a modern sourcing system. The amount of
expenditure involved in procurement is an indispensable component of an
organization’s
Qus:3
Explain Benchmarking. What are the various types of
Benchmarking?
Answer: 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: Get fully solved assignment. Buy online from website
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if urgent then call us on 08791490301, 08273413412
PROGRAM
Master of Business Administration –
MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT302
Consumer Behaviour
SET 1
Qus:1
Define Consumer Behaviour. What are the various Buying Roles in the Individual
Consumer Buying Decision Process? What are the various categories of
Organisational buyers?
Answer: “Consumer behaviour refers to the actions and decision
processes of people who purchase goods and services for personal consumption.”
James
F Engel, Roger D
Qus:2
What do you mean by Motivational Conflict? Give reasons in support of the
statement “motivated behaviour never ends.”
Answer: “Variety is the spice of life.” Hardly anybody is likely to
disagree with this saying. For most of us, too
Qus:3
What are the various components of Learning? Explain
Classical Conditioning.
Answer: Four components are fundamental to
most learning situations.
Motivation
– Motivation
is the driving force that impels individuals to action and is based on needs
and goals. Motivations function as a spur to learning with needs and goals
acting as stimuli. For example, a
SET 2
Qus:1
Explain various characteristics of culture.
Answer: Culture has the following features:
Culture
is cultivated – Culture is not something that just “exists” and waiting to
be discovered. People are responsible for cultivating or nurturing their
culture and this process consists of three interdependent components:
o Ideological component
Qus:2
Explain the Consumer Decision Making process.
Answer: Generally it is believed that decision-making is the
cognitive process of selecting a course of action from among multiple
alternatives. The most common examples are shopping and deciding what to eat.
Decision-making is said to be a psychological
construct. It means that although one can never "see" a decision, one
can infer from observable behaviour that a decision has been made. Therefore,
we can conclude that a psychological event called "decision-making"
has occurred. It is a construction that imputes commitment to action. That is,
based on observable actions, it is assumed that people have made a commitment to
effect the action.
Qus:3
Explain Organisational Buying Behaviour. What are the
various factors influencing Organisational Buyer Behaviour?
Answer: Organisational buyers/business markets have characteristics
that differ sharply from individual consumers/consumer markets. Fewer Buyers:
Buyers in a business market are much fewer as compared to
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