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DRIVE-Fall
2014
PROGRAMMBADS
(SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)
SUBJECT
CODE & NAME-MK0010- Sales, Distribution and Supply Chain Management
BK
ID-B1721
CREDIT
& MARKS-4 Credits, 60 marks
Q1
When one member of distribution channel tries to maximize its profits at the
expense of rest of the members, it will create conflicts, resulting in the
decline of profits. To avoid these conflicts, now retail firms have started
forming vertical Marketing systems (VMS). Explain the three types of VMS
through which goods and services are usually distributed to customers.
(Definition
of VMS, Three types of VMS)2, 8
Answer.
Vertical Marketing systems (VMS)
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 the ultimate consumer. In traditional marketing system,
Q2.
Explain the recent trends in Sales Management. (Definition of sales management,
trends in sales management) 2, 8
Answer:
Definition
of sales management
Goods were produced either only
after receiving the sufficient orders or for which sufficient demand existed.
Further, there existed little or no competition in those days. But in the
modern days, sales and distribution system is a complex and technology driven.
New and new innovations are taking place and
Q3
An organization needs to be extremely cautious in making investments in various
types of inventories. The extent of control required to be maintained on all
items is not the same. Explain some important tools of Inventory management
like ABC analysis, Just-In-Time & Economic order quantity model.
(Definition
of Inventory and Inventory Management, ABC analysis, Just-In-Time & Economic
Order Quantity Model) 3, 7
Answer.
Inventory and Inventory Management
Inventory
The term ‘inventory’
means any stock of direct or indirect material (raw materials or finished items
or both) stocked in order to meet the expected and the unexpected demands in
the future.
Invent
Q4
Explain the SCOR model with a diagrammatic representation.
(SCOR
model, Focusing Aspects with diagram)5, 5
Answer.
SCOR model
The SCOR model is used
to understand simple or complex supply chains through a common set of terms.
Consequently, different industries can be related to each other to interpret
any supply chain. SCOR is based on five unique management methods. These are:
Plan, Source, Make, Deliver and Return.
(i)
Plan:
It
includes methods required to balance collective demand and supply to devise a
strategy which meet =
Q5
Explain the challenges faced by International Sales Manager.
(Listing
of challenges faced by International manager)10
Answer.
Challenges faced by International manager
The challenges faced
by sales managers while doing business abroad are as follows:
(i)
Language
Barriers: One
of the foremost challenges faced by international sales managers is the
language barrier. Every manager would like to go to abroad and serve
organizations but due to language differences, they are
Q6
Describe the supply chain Benchmarking Procedure.
(Definition
of Benchmarking, Procedure for supply chain benchmarking)2, 8
Answer.
Benchmarking
Benchmarking has been
used variedly to refer to several activities. Several definitions have
described as ‘
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