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DRIVE-Summer 2015
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
Qus:1
Define and explain the objectives of sales quota. Also describe the types of
sales quota to judge performance of the sales personnel.
·
Definition
of sales quota
·
Objectives
of sales quota
·
Types
of sales quota
Answer:
Definition
of 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
Qus:2
Explain the various steps involved in the personal selling process.
·
Definition
of personal selling process
·
Steps
involved
Answer:
Definition
of personal selling process:
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
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
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
Q4 Explain the SCOR
model with a diagrammatic representation.
·
SCOR
model
·
Focusing
Aspects with diagram
Answer.
SCOR model:
The
SCOR model is used to understand simple or complex supply chains through common
set of terms. Consequently, different industries can be related teach other to
interpret any supply chain. SCOR is based on five unique management
Q5 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
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
Qus:6 Define Reverse
Logistics with an example of a industry that follow strong reverse logistics.
Explain the four main reverse logistic processes.
·
Definition
of Reverse Logistics
·
Example
·
Four
main reverse logistic processes
Answer
Definition of Reverse
Logistics:
Reverse logistics is the process by which raw
materials, finished goods, containers or related information are delivered back
from the consumer to manufacturer or distributor in an efficient and
cost-effective manner. The field is
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if urgent then call us on 08791490301, 08273413412
