DRIVE
SPRING 2019
PROGRAM
Master of Business Administration - MBA
SEMESTER
III
SUBJECT
CODE & NAME MKT301
Sales,
Distribution and Supply Chain Management
Assignment
Set -1
Q.1 Explain Sales Quota. What are the different
methodologies used to finalize sales quota?
Sales Quota 4
Methodologies used to finalize sales quota 6
Answer :
Sales Quota :
The
sales targets in the form of sales territory, districts or branches are
assigned to sales personnel are referred to as sales quota. Essentially, sales
quotas are assigned for individual sales personnel, for a team, a region and
for the entire sales function as a whole. It is used to design, organize and
assess the
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Q.2 What are the various elements of physical distribution
system?
Various elements of physical distribution system 10
Answer :
Elements of Physical Distribution :
The
overall objective of any physical distribution system is to provide right
quality of goods to the customers in right time and at right place. The various
elements of a physical distribution system are:
1. Customer service
It
is defined as a form of service which a seller plans to provide to its
customers with a view of satisfying its
Q.3 Define Wholesalers. Explain various types of
Wholesalers.
Definition of Wholesaler
3
Types of Wholesalers
7
Answer :
Definition of Wholesalers :
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 to concentrate on their core function of manufacturing the goods
•
The retailers, consisting of the supermarkets or the departmental stores, to
concentrate on meeting the
Assignment
Set -2
Q.1 Explain the concept of Demand Management. What are the
various importance of Demand Management?
Concept of Demand Management 4
Various importance of Demand Management
6
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 of the geographical expansion of both the ‘market’ and
the ‘supply ecosystems’ new technologies that are
Q.2 What do you mean by Procurement? What are the major
steps in the
Procurement cycle?
Procurement 4
Steps in Procurement Cycle 6
Answer :
Procurement :
To define procurement broadly,
‘Procurement’ is the overarching function that describes the activities and
processes to acquire goods and services. Importantly, and distinct from
‘purchasing’, procurement involves the activities involved in establishing
fundamental requirements, sourcing activities such as market research and
vendor evaluation and negotiation of contracts. It can also include the
purchasing activities required to order and receive goods. The
Q.3 Explain Benchmarking. What are the various types of
Benchmarking?
Benchmarking 3
Various types of Benchmarking 7
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 recognized as representing best practices for the purpose of organizational
improvement’ (Spendolini, 1992).
●
‘A continuous search
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ASSIGNMENT
DRIVE
SPRING 2019
PROGRAM
Master of Business Administration - MBA
SEMESTER
III
SUBJECT
CODE &
NAME
MKT302
Consumer
Behaviour
SET-I
Q.1 Explain Product Positioning.
What are the various steps needed to be taken to arrive at a decision about
positioning?
Product Positioning. 3
Various steps needed to be taken to
arrive at a decision about positioning
7
Answer:
Product Positioning :
Positioning is the perception of a brand or product in the
mind of a target consumer and reflects the essence of that brand or product in
terms of its functional and non-functional benefits as judged by the consumer.
“7Up” was projected as the “un-cola” positioned as an alternative to the colas.
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Q.2 What do you mean by Perceptual
Interpretation? Explain the factors that distort individual perception.
Perceptual Interpretation
4
Factors that distort Perceptual
Interpretation. 6
Answer:
Perceptual Interpretation :
Similar to perceptual selection and organisation, perceptual
interpretation is a uniquely individual process as it results from what
individuals expect to see based on their prior experience, on the various
conceivable explanations they can imagine, and on their motives and interests
at the time of perception. When stimuli are vague, individuals decipher them in
such a manner that they match their needs, wishes, interests, etc. Perception
is the most important psychological factor that affects human behavior. It is
process consisting of several sub-processes. These are stimulus, registration,
interpretation,feedback and reaction. The first step is the presence of
stimulus, or the situation which an individual faces. This is followed by
registration which affects the psychological organs. Thus,the individual
interprets (attaches meaning to the stimulus) and learns. Factors like learning
help in the perceptual process. Feedback is the fourth
Q.3 Explain various models in brief
that depict stages that a consumer may go through in moving from a state of
being unaware about a company, product or brand to purchase behavior.
Brief explanation of various
models 10
Answer :
Various models :
The AIDA model : This model shows the buyer as
successively going through attention, interest, desire and action. The
salesperson must first get the customer’s attention and then create desire to
purchase. Strong levels of interests should create desire and finally action
implies purchase action.
Hierarchy of effects model : This model suggests that the
consumer passes through the following steps in sequential order – awareness,
knowledge, liking, preference, conviction and purchase. The model proposes that
advertising does not immediately lead to purchase rather a stepwise process
follows before the ultimate
SET-II
Q1. Explain the Problem Recognition
stage of purchase decision making process.
What are the different kinds of
problems that stimulate problem recognition and stimulate purchase behavior?
Problem Recognition stage
Different kinds of problems that
stimulate problem recognition and stimulate purchase behavior
Answer:
The buying behavior
model is one method used by marketers for identifying and tracing the decision
making process of a customer from the start to the end. The process is
categorized into 5 different stages which are
Q.2 What do you mean by Social
Class? What are the various nature of social class?
Explain Social Class. 3
Various nature of social class. 7
Answer :
Social Class :
Social class can be defined as “the division of members of a
society into a hierarchy of distinct status classes, so that members of each
class have relatively the same status and members of all other classes have
either more or less status”. Social class (also referred to as a social
standing) means societal rank, which is one’s position relative to others on
one or more dimensions valued by society
Q.3 Write short notes on
Types of decision or buying
situation in an organisation 5
Roles played by Buying Centre
Members 5
Answer :
Types of decision or buying
situations :
The buying situations in organizations involve greater
complexity as compared to individual or household buying decisions and can be
categorized into three types as depicted in Table :
|
Buying
situation
|
Level of
effort
|
Risk
|
Buyers
involved
|
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ASSIGNMENT
DRIVE
Spring 2019
PROGRAM
Masters of Business
Administration - MBA
SEMESTER
III
SUBJECT CODE & NAME
MKT303
RETAIL MARKETING
Set-I
Q.1 Explains the difference between
Organized and Unorganized retailing in India.
Organized Retailing 5
Unorganized
Retailing 5
Answer-
Organised retail – Includes retailers who
operate their business as a professionally
managed commercial entity. They have professionally managers running the business, and maintain proper account books
as per standards. Examples of
organized retailers include Big Bazaar, Star Bazaar. Organized retail in India is small, currently estimated to be around
7% of the total retail, however, it
is growing much faster compared to unorganized retail. Figure shows the projected growth of the share of
organized retailing
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Q.2 Detail the importance of Market
Segmentation in Retail
Importance of Market Segmentation
in Retail 10
Answer-
Importance of
Market Segmentation in Retail-
A market segment is a portion of a larger market in which the
individuals, groups, or organisations share one or more characteristics that
cause them to have relatively similar product needs. Segmentation studies are used to uncover needs and wants of
specific groups of consumers for whom the marketer develops suitable products
and services. Marketers also use these studies to guide them in redesigning,
repositioning, or targeting new segments for the existing product. For example,
the heavy user adult market has been targeted for Johnson baby
shampoo. For sensitive
Q.3 Explain Michael Porter’s five
basic competitive forces
Michael Porter’s five basic
competitive forces 10
Answer-
Michael Porter suggests that
there are five basic competitive forces, which influence the state of
competition in an industry. He calls the ‘structural determinants of the
intensity of competition’, which collectively determine the profit potential of
the industry as a whole. Some industries have a bigger profit potential than
others, since
Set-II
Q.1 Define activities of a
Merchandiser
Activities of a Merchandiser 10
Answer-
Activities of a
Merchandiser-
Retail merchandising refers
to the various activities which contribute to the sale of products to the
consumers for their end use. Every retail store has its own line of merchandise
to offer to the customers. The display of the merchandise plays an important
role in attracting the customers into the store and prompting them to purchase
as well. Merchandising helps in the attractive display of the products at the
store in order to increase their sale and generate revenues for the retail
store. Merchandising helps in the sensible presentation of the products
available for sale to entice the customers and make them a
Q.2 Explain upcoming tools of IMC
Upcoming tools of IMC 10
Answer-
Upcoming tools of
IMC -
Event management
and sponsoring events-
Event management
is the application of the management techniques of
project management to the creation of events. Event management involves
studying the intricacies of the brand, identifying the target audience,
devising the event concept, planning the logistics and coordinating the
technical
Q.3 Discuss the components of CRM
Components of CRM 10
Answer-
Components of
CRM-
Operational CRM: Operational CRM supports the various processes
of a business such as marketing, sales and service. A record of all
communications with the customer is maintained on the customer’s contact
history which can be retrieved when required. The main advantage of this
contact history is that customers can interact with different people or contact
channels in the future and their history will not have to Its half solved only
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ASSIGNMENT
DRIVE SPRING 2019
PROGRAM Masters of Business
Administration - MBA
SEMESTER III
SUBJECT CODE &
NAME
MKT304
MARKETING RESEARCH
SET - 1
Q.1
List the Research Characteristics
Research
Characteristics 10
Answer:
Research Characteristics :
Research
has following characteristics:
●
originates with a
question or problem
●
requires the clear
articulation of a goal
●
often divides the main
problem into sub- problems
●
guided by specific problem, question, or hypothesis
●
accepts certain critical
assumptions
●
follows a specific plan
or procedure
●
requires systematic
collection and interpretation of data
●
cyclical in nature;
meaning that the answers we get from research often
Q.2
What are the challenges & Benefits associated with Cross-sectional research
design?
Benefits 5
Challenges 5
Answer
–
Benefits associated with Cross-sectional research design :
● It is an affordable study method : Cross-sectional studies
are much cheaper to perform than other options that are available to
researchers. That is because there is no follow-up required with this type of
research. Once the information is collected from the entire study group, it can
be analyzed because only that single time reference is being considered. That
allows for useful information to be obtained without a potentially risky
initial
Q.3 Explain the questionnaire design
process
Questionnaire
Design Process 10
Answer:
Process of Questionnaire Design :
Basically,
there are seven steps in designing the questionnaire as shown in Figure:
These
are explained as follows:
Decide the information required: Decide the things which should be collected from the
respondents. Thus, a small number of informal interviews should be taken from
the respondents which help in
SET - 2
Q.1
Detail the process of sampling design.
Process
of Sampling Design 5 x 2
Answer-
Process of Sampling Design :
Before
you study the process of sampling design you must be aware of the stages of the
sampling. There are basically two stages of
Q.2 What is data entry? Define three
methods of data entry.
Data Entry 2.5
1. Manual data entry 2.5
2. Optical scanners 2.5
3. Electronic data entry 2.5
Answer:
Data Entry :
Data entry is considered a non–core process for most
organizations and is usually performed on data forms such as spreadsheets,
handwritten or scanned documents, audio or video. Addition, modification and
deletion are the three modes of operation in data entry. Data entry jobs do not
require any special qualifications, knowledge or talent, and only require
accuracy and fast turnaround. As such, data entry jobs are frequently
outsourced in order to lower costs. Computers are also used in automated data
entry, as they are highly accurate and can be programmed to fetch and
transcribe
Q.3
Compare ANOVA with covariance analysis
ANOVA 5
Covariance
Analysis 5
Answer :
ANOVA :
ANOVA is a
statistical technique that assesses potential differences in a scale-level
dependent variable by a nominal-level variable having 2 or more
categories. For example, an ANOVA can
examine potential differences in IQ scores by Country (US vs. Canada vs. Italy
vs. Spain). The ANOVA, developed by
Ronald Fisher in 1918, extends the t and the z test which have the problem of
only allowing the nominal level variable to have two categories. This test is also called the Fisher
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