MK0010 – Sales, Distribution and Supply Chain Management

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SUMMER 2013

Master of Business Administration- MBA Semester 3

MK0010 – Sales, Distribution and Supply Chain Management

Q1. How to manage a company’s sales force?

Answer : Managing the sales force :

Sales force management systems are information systems used in CRM marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called customer relationship management (CRM) systems.

Processes to manage sales forces :

Five major activities are involved in managing sales

Q2. Explain Gap analysis with SERVQUAL model.

Answer :  Five aspects of service quality :

Reliability:

Do what you say you're going to do when you said you were going to do it. Customers want to count on their providers. They value that reliability. Don't providers yearn to find out what customers value? This is it. It's three times more important to be reliable than

Q3. Write a short notes on:

A. Elements of Physical Distribution(any four) (Any four elements-four marks)

Answer : Elements of Physical Distribution :

1. Transportation :

Transportation costs are largely based on the rates charged by carriers. There are two basic types of transportation rates: class and commodity. The class rate, which is the higher of the two rates, is the standard rate for every commodity moving between any two destinations.

2. Warehousing :

B. Patterns of Distribution [Patterns of Distribution(each pattern carry 2 marks)- 6 marks] 4+6 = 10 marks

Answer : Patterns of distribution :

Costs and margins :

Cost levels and middleman margins vary widely from country to country depending on the level of competition, services offered, efficiencies or inefficiencies of scale, and geographic and turnover factors related to market size, purchasing power, tradition and other basic determinants. In India, competition in large cities is so intense that costs are low and margins thin; in rural areas, however the lack of

Q4. Explain three components of Supply chain management. (Definition of supply chain management- 2 marks; components – 8 marks) 10 marks

Answer : Supply chain management :

Supply chain management (SCM) is the management of an interconnected or interlinked between network, channel and node businesses involved in the provision of product and service packages required by the end customers in a supply chain. Supply chain management spans the movement and storage of raw materials, work-in-process inventory, and finished goods from point of origin to point of consumption.

Q5. Define Aggregate Planning and its strategies to meet demand and supply. [Definition of Aggregate planning- 1 mark; Strategies(each carry 3 marks)-9 marks] 10 marks

Answer : Aggregate planning :

Aggregate planning is an operational activity that does an aggregate plan for the production process, in advance of 2 to 18 months, to give an idea to management as to what quantity of materials and other resources are to be procured and when, so that the total cost of operations of the organization is kept to the minimum over that period.

Strategies of aggregate planning :

1. Level strategy :

Q6. Explain the challenges faced by International Sales Managers (Explanation of challenges- 10 marks)

Answer : Challenges faced by international sales managers :

Working in the global economy or for a large international firm can be a fast-paced, challenging way to jump-start your career. International experience is a huge resume booster because anyone who can handle the challenges of navigating managerial tasks in a foreign country will surely bring back valuable lessons they can use once they return to their home country. Here are some of the biggest management challenges.

1. Language Barriers :

The biggest, most common managerial challenge

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