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ASSIGNMENT
|
DRIVE WINTER
|
2013
|
|
PROGRAM/SEMESTER
|
MBADS – (SEM 3/SEM
5) / MBAN2 / MBAFLEX – (SEM 3) /
|
|
SUBJECT CODE & NAME
|
MK0010 - SALES, DISTRIBUTION AND SUPPLY CHAIN MANAGEMENT
|
|
BK ID
|
B1721
|
|
CREDITS
|
4
|
|
MARKS
|
60
|
Note: Answer all questions. Kindly note that answers for 10 marks
questions should be approximately of 400 words. Each question is followed by
evaluation scheme.
Q1 “The key to the development of the sales force is the finalization of
the appropriate sales processes by each organization”. In this context, explain
the process to personal selling.
(Explanation of the process) 10 marks
Personal selling is the most expensive form of advertising and to be
effective one should use a step by step process to gain the most benefit.
Personal selling can adjust the manner in which facts are communicated and can
consider factors such as culture and behaviour in the approach. They can ask
questions to discover the specific need of the customer and can get feedback
and adjust the presentation as it progresses.
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
organization. For example, the process usually adopted in a consumer product
business is significantly consumer product sales, the approach could vary
widely—some organizations believe and incorporate an inward-looking
high-pressured sales-oriented approach, while others adopt
a customer oriented problem-solving approach to selling.
Q2 “Motivation is one of the principal objectives of a good training
plan”. Explain
(Explanation of motivating sales force-3 marks, Explanation of impact of
motivation on sales productivity-7 marks) 10 marks
Motivation of the Sales Force
Motivation
is the inner force within a person which guides behaviour and is responsible
for causing specific actions. refers to the decision (which action)
chosen in a particular circumstance.
A
motivated sales force can exceed your expectations for revenue and for profit.
How do you motivate them to go above and beyond? Here are some ideas:
1.
Foster a team environment
When
people communicate, they can also begin to collaborate better. Senior
salespeople can help junior
Q3 “Doing business globally always has been a tedious task for the
organizations”. Explain
(Explanation of challenges faced by international sales manager) 10
marks
Ans.
When
an organization faces several legal, ethical, employees related and other
issues in its day to day routine which hamper its sales growth, in spite of all
preventive measures, one can easily predict the challenges faced by
international managers while doing business abroad. Some of these challenges
are common to all international managers like systematic challenges such as
political and economical environment while some other personal factors such as
manager’s know how, ability, communication. Human Resource dealing art vary
from person to person. The challenges faced by sales managers while doing
business abroad are as follows:
Language
Barriers: Every manager would like to go to abroad and serve
organizations but due to language differences, they are not able to produce
results. It happens because you being a sales manager you may be capable of
doing your job but your customers don’t understand what you want to
communicate. One of the foremost challenges faced by international sales
managers is the language barrier. Therefore, a company for international sales
positions always look for linguist (who is good at speaking or learning foreign
languages). Secondly, sometimes, you know foreign language (like Russian,
French, or German) but it is different to try to conduct business in a foreign
language than to simply have
Q4 Explain Vertical Marketing System and its types.
(Explanation of VMS-1 marks, Explanation of types-9 marks) 10 marks
Ans.
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
Q5 Explain SCOR Model and its management methods.
(Meaning of SCOR-2 marks, Explanation of methods-8 marks) 10 marks
Meaning
of 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 sourcing, production and
delivery requirements in an optimum manner.
(ii)
Source: It includes methods to procure goods/services to
meet the actual or anticipated demand.
(iii)
Make: It includes methods that convert a raw product to a
finished product to meet the actual or anticipated demand.
(
Q6 Write short notes on:
a) Enterprise Resource Planning- 5 marks
b) Economic Order Quantity- 5 marks
(Explanation of model, Meaning and applications)
Answer.
Enterprise
Resource Planning is the single, end-to-end software solution for
business, and is built for the way people work today—ready to meet the
ever-changing demands of a growing, global economy. ERP promises huge
improvements in efficiency—for example, shorter intervals between orders and
payments, lower back-office staff requirements, reduced inventory, and improved
customer service. Enterprise Resource Planning Systems (ERP)
integrate the entire company’s information system, process and store data, cut
across functional areas, business units, and product lines to assist managers
make business decisions. They are massive computer application systems that
allow a business to manage all of its operations (finance, requirements
planning, human resources, and order fulfillment) on the basis of a single,
integrated set of corporate data. The basic ERP Model is based on a process
view of the organization. It reassigns the activities into tasks. Each of the
tasks may cross functional boundaries. Its foundation is popularly called the ‘Stool’.
The stool is made up of three basic elements ‘Market – Sales and Distribution’,
the ‘Product – Materials Management and Production’ and the ‘Financial
Accounting and Control’. Each of these forms a cycle and is described by four
basic components:
• Organizational
data
•
Master data
•
Rules
•
Transactions
The
three legs of the ‘stool’ are ‘organizational data’, ‘master data’ and ‘rules’.
These legs are applicable to each of the three basic elements and based on
these, ‘transactions’ are planned, implemented and controlled in the ERP
system. The ‘stool’ concept is shown as Figure.
Applications
The
main function of using ERP is to enable the flow of information between all
business functions within an organization and manage the relationship with
outside stakeholders. Therefore, ERP is an amalgamation of three important
components:
•
Business management practices,
•
Information technology, and
•
Specific business objectives.
Dear
students get fully solved assignments
Send
your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call
us at : 08263069601
ASSIGNMENT
|
DRIVE
WINTER
|
2013
|
|
PROGRAM/SEMESTER
|
MBADS –
(SEM 3/SEM 5) / MBAN2 / MBAFLEX – (SEM 3) /
|
|
SUBJECT
CODE & NAME
|
MK0011-
CONSUMER BEHAVIOUR
|
|
BK
ID
|
B
1722
|
|
CREDITS
|
4
|
|
MARKS
|
60
|
Note:
Answer all questions. Kindly note that answers for 10 marks questions should be
approximately of 400 words. Each question is followed by evaluation scheme.
Q1 “Marketers manage product positioning by
focusing their marketing activities on a positioning strategy”. Explain
(Explanation
of positioning approaches) 10 marks
Ans- Positioning refers to how you
communicate the essential benefits of your small business to potential
customers. Where you sell your product, how you make it, where you make it and
your price all convey subtle messages to the marketplace, even without your
using any overt advertising, public relations or promotions. 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. Two simple words
crystallized things in the consumers’ minds. HUL’s soap Lux is positioned as
the “beauty soap” of female film stars and Dettol is the antiseptic for minor
nicks and cuts. BMW car is positioned as the “ultimate driving machine”. As
markets become more crowded and competitive with similar types of products,
consumers rely more on the product’s image than on its actual characteristics
in making their buying decisions.
Q2. Explain motivational conflict and its
principles.
(Explanation
of meaning-1 marks, Explanation of types-9 marks) 10 marks
Ans.
Motivational
Conflict
Motivation
is the driving force within individuals and is the result of a state of tension
resulting from unfulfilled needs, wants or desires. “Variety is the spice of
life.” Hardly anybody is likely to disagree with this saying. For most of us,
too much of the same thing over and over again turns out to be unexciting,
tasteless or boring. We are aware that consumers sometimes display ‘variety
seeking’ behavior out of sheer boredom or a desire for variety. A motivational
goal has valence (strength). This valence can be positive or negative.
Consumers are motivated to approach the goal with positive valence However;
some behavior is directed at avoiding a negative outcome.
Types
of motivational conflicts
Approach-approach conflict – The
person must decide between the attractive alternatives and may face a situation
of
Q3 Explain Absolute threshold and Differential
Threshold with the help of an example each.
(Explanation-6
marks, Examples-4 marks) 10 marks
Ans.
Absolute
threshold
For
instance, an individual may sense the sound pitch at 20 cycles per second and
another individual may sense the sound pitch at 30 cycles per second. Absolute
threshold for sound in the case of these two individuals would be different.
Many individuals’ ability to discriminate sensory characteristics such as
taste, smell, hearing or feel is small. Absolute threshold refers to the lowest
level at which an individual can experience sensations. At this point, an
individual can detect a difference between “something” and “nothing”, and this
point would be the absolute threshold for that stimulus. The senses are likely
to become increasingly dull under conditions of constant stimulation and the
absolute threshold
Q4 Explain with one example each, the factors
that inhibit relationship between beliefs, feelings and behavior.
(Explanation-6
marks, Examples-4 marks) 10 marks
Ans.
In
psychology, the theory of planned behavior is a theory about the link between
beliefs and behavior The concept was proposed by Icek Ajzen to improve on the
predictive power of the theory of reasoned action by including perceived
behavioral control. It is one of the most predictive persuasion theories. It
has been applied to studies of the relations among beliefs, attitudes,
behavioral intentions and behaviors in various fields such as advertising,
public relations, advertising campaigns and healthcare. The theory states that
attitude toward behavior, subjective norms, and perceived behavioral control,
together shape an individual's behavioral intentions and behaviors. People are
viewed as self-organizing, proactive, self-reflecting and self-regulating
rather than as reactive organisms shaped and shepherded by environmental forces
or driven by concealed inner impulses. From this theoretical perspective, human
functioning is viewed as the product of a dynamic interplay of personal,
behavioral, and environmental influences. For example, how people interpret the
results of their own behavior informs and alters their environments and the
personal factors they possess which, in turn, inform and alter subsequent
behavior. The self-efficacy theory contributes to explaining various
Q5 “Cultural Values are enduring beliefs that a
given behavior or outcome is desirable or good”. Explain
(Explanation
of cultural values-4 marks, Explanation of classification-6 marks) 10 marks
Ans.
Cultural
values
Cultural
values are essential these values are enduring beliefs that a given
behavior or outcome is desirable or good. They create internal judgments that
will determine how a person actually behaves. Ethics determine which values
should be pursued and which should not. A
culture'svalues are its ideas about what is good, right, fair, and
just. Sociologists disagree, however, on how to conceptualize values. Or the
commonly held standards of what are acceptable or unacceptable, important or
unimportant, right or wrong, workable or unworkable, etc., in a community or
society.
Conflict
theory focuses on how values differ between groups within a culture, while
functionalism focuses on the shared values within a culture. A culture, though,
may harbor conflicting values. For instance, the value of material success may
Q6 Write short notes on:
a) The Adoption Process
b) Post-Purchase Behaviour of a consumer
(Meaning
and Barrier-5 marks, Meaning and example-5 marks) 10 marks
Ans.
a)
The Adoption Process
The process of diffusion
starts when early adopters influence their reference group members and other
acquaintances to purchase the product. The adoption of an innovation requires
that an individual or a group of consumers decide on buying a new product.
Therefore, it is reasonable to view adoption as the first step in the diffusion
process. The adoption of an innovation is likely to be a reasonably involving
decision for most of those who are among the first to buy the product and can
be represented by a hierarchy-of-effects model. Thus, the adoption process is
basically a term used to describe extended decision making by consumers when a
new product, service, or idea is involved. High involvement in product or
purchase situation is likely for discontinuous innovations. For example, the
decision to buy a DVD writer or have laser eye surgery will be a
high-involvement decision. Most continuous innovations probably trigger limited
decision making. In case of low-cost, low-risk innovations, consumers’
involvement level is likely as below:
Dear
students get fully solved assignments
Send
your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call
us at : 08263069601
ASSIGNMENT
|
DRIVE WINTER
|
2013
|
|
PROGRAM/SEMESTER
|
MBADS – (SEM 3/SEM
5) / MBAN2 / MBAFLEX – (SEM 3) /
|
|
SUBJECT CODE & NAME
|
MK0012- RETAIL MARKETING
|
|
BK ID
|
B 1723
|
|
CREDITS
|
4
|
|
MARKS
|
60
|
Note: Answer all questions. Kindly note that answers for 10 marks
questions should be approximately of 400 words. Each question is followed by
evaluation scheme.
Q1. What are the classifications of retail
customers based on shopping?
(Explanation
of classification) 10- marks
Answer.
Classification
of retail consumers based on shopping:
In
retail, this idea of focusing on the best current customers should be seen as
an on-going opportunity. To better understand the rationale behind this theory
and to face the challenge of building customer loyalty, we need to break down
shoppers into five main types:
·
Loyal Customers: They represent
no more than 20 percent of our customer base, but make up more than 50 percent
of our sales. These people are the ones who can and should influence our
buying and merchandising decisions. Nothing will make a Loyal Customer feel
better than soliciting their input and showing them how much you value it. In
my mind, you can never do enough for them. Many times, the more you do for
them, the more they will recommend you to others.
·
Discount Customers: This
category helps ensure your inventory is turning over and, as a result, it is a
key
Q2 Explain Retail EST Model with an example.
(Explanation-8
marks, Example-2 marks) 10 marks
Answer.
As
per this model the retailer has to be the best (strategic differentiator)
amongst one of several retail offerings to be the winner. This will aid in
positioning the retail organization as one of several retail offerings. Est
retailing helps the retailers in positioning themselves in the eyes of the
customer, EST retailers always focus very keenly on their core customer
propositions which is generally called as Est positions. All the employees of
the retailer are committed to this job. They communicate that positioning to
their customers and execute it relentlessly at the store level. The strategic
and day-to-day operational decisions are based on their Est positioning. For
example Domino’s Pizza
Q3 “Retail merchandising refers to the process
used to conduct retail sales.” Explain
(Explanation
of the RMM Process) 10- marks
Answer.
RMM
Process
Merchandise
management is a strategic process. As such, we need to create systems leading
to a seamless and integrated way from top level strategy to tactical action.
Ensuring the right merchandise is available at the right place, at right time
in the right quantity and at right price is one of the major areas of concern
for a retailer.
Retail
merchandising refers to the process used to conduct retail sales. As part of
the process, the merchandiser pays close attention to the different types of
products offered for sale, how to present those products to consumers in a best
way, and determine a reasonable retail price for each unit sold. Earlier, the
retailers were engaged in the task of retail merchandising in a physical
location, but nowadays the Internet has made possible to apply these same basic
Q4 Elaborate the upcoming tools used in
Integrated Marketing Communication.
(Explanation
of tools) 10- marks
Answer.
Integrated
Marketing Communication (IMC)
IMC
is integrated management of different communication media to build positive and
lasting relationships with consumers and other stakeholders. It is a
customer-centric approach to marketing and branding that emphasizes the
Q5 “Selling globally opens up the way to
lucrative large-business customers.” Explain
(Explanation
of benefits of going global) 10 marks
Answer.
Benefits
of Going Global
Selling
globally opens up the way to lucrative large-business customers.
Diversified
markets: One of the main benefits of going global is that
international retailers can take advantage of the booming global markets.
Expanding business horizons overseas provides an opportunity to retailers to
learn new ideas, concepts, approaches and new marketing techniques from their
exposure in the global marketplace which can be successfully applied
domestically.
Global
competitiveness: Today, many foreign companies are entering the
local market by exporting their goods and
Q6 Write short notes on:
a) Enterprise Resource Planning (ERP)
b) Future of Electronic Retailing
(Explanation-5
marks, Explanation-5 marks) 10 marks
Answer.
a) Enterprise
Resource Planning
Enterprise
Resource Planning is the single, end-to-end software solution for
business, and is built for the way people work today—ready to meet the
ever-changing demands of a growing, global economy. It is an industry acronym for Enterprise
Resource Planning. Broadly speaking, ERP refers to automation and
integration of a company's core business to help them focus on effectiveness
& simplified success. ERP packages are mostly used by larger
retail chains and are designed to facilitate the administration and
optimization of internal business processes across an enterprise, ERP packages
have become the competitive tool for most large retail organizations. An ERP
software uses a single database that allows the different departments to
communicate with each other through information sharing.
Dear
students get fully solved assignments
Send
your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call
us at : 08263069601
ASSIGNMENT
|
DRIVE WINTER
|
2013
|
|
PROGRAM/SEMESTER
|
MBADS – (SEM 3/SEM
5) / MBAN2 / MBAFLEX – (SEM 3) /
|
|
SUBJECT CODE & NAME
|
MK0013- MARKET RESEARCH
|
|
BK ID
|
B 1711
|
|
CREDITS
|
4
|
|
MARKS
|
60
|
Note: Answer all questions. Kindly note that answers for 10 marks
questions should be approximately of 400 words. Each question is followed by
evaluation scheme.
Q1. Explain Cross sectional Research Design, its
advantages and disadvantages.
(Meaning-2,
Advantages-4, Disadvantages-4) 10 marks
Answer.
Cross
sectional Research
A
cross-sectional study, a type of descriptive, observational study, involves
measuring different variables in the population of interest at a single point
in time. This simultaneous data gathering is often thought of as a snapshot of
conditions present at that instant. Its most important application lies in the
field of epidemiology and disease research. Although it offers several
advantages, such as the ease of assessing the prevalence of diseases, a
cross-sectional study nevertheless has limitations.
There
are two types of Cross-sectional design.
1. Single cross-sectional design: In
this, only one sample of respondents and their information is utilised and that
is used only once in a study.
2. Multiple cross-sectional designs:
In this, information is captured with the help of two or more samples of
respondents. Each sample’s information is used only for once. Though information
is collected at different times from different samples of the study.
Q2. What are the various fundamental properties
of scales of measurement? Explain with an example each.
(Explanation-2,
Examples-8) 10 marks
Answer.
Scales
of Measurement: Fundamental Properties
According
to mathematical theory, a researcher can use four scaling properties in
developing scales: assignment, order, distance and origin as shown
Q3. Describe the steps involved in Hypothesis
Testing.
(Explanation
of the steps)10 marks
Answer.
Steps involved in Hypothesis Testing
A
hypothesis should be expressed clearly employing appropriate terminology;
should be testable and limited in scope. various steps involved in hypothesis
testing, which are explained below.
1.
Setting-up of hypothesis: The first step is to set up the
decision making process. This involves specifying the null hypothesis (H0) and
the alternative hypothesis (H).
2.
Selecting a significance level: A criterion used for rejecting the
null hypothesis is the significance level. The significance level is used in
hypothesis testing as follows: First, the difference between the null
hypothesis and the results of the experiment is determined. Then, assuming the
null hypothesis is true; the probability is computed and then
Q4. Explain Pearson Product Moment Correlation
with the help of an example.
(Explanation-7,
Example-3) 10 marks
Answer.
Pearson Product Moment Correlation
Pearson
Correlation Coefficient is named after Karl Pearson who developed this
correlational method to do agricultural research. It is used to measure
correlation. The symbol for the correlation coefficient is lower case r, and it
is described as the sum of the product
r=∑(
Zx Zy)/N
Q5. Explain Business to Business Market Research
and types of market research undertaken in B2B research.
(Meaning-4,
Types-6) 10 marks
Answer.
Business Market Research
B2B
research involves the investigation of any market where the targets to be
examined are another business entity or employees of a business entity.B2B
market research is a more complex process than B2C. It is very important to
find out the right respondent in B2B research since they are preoccupied and
show little interest in participation.
Thus,
it depends upon the skills of B2B researcher that how he “opens up” his
business clients by encouraging them. A business researcher must also have the
knowledge of developing strategies which further helps in research findings and
finally acceptable to the business clients. Professional researchers play a significant
role in the business-to-business market research. The organisations normally
take professional researchers’ help in cracking more business deals with the
help of market research. This further helps the organisation in taking
operational and strategic business decisions.
Q6. Write short notes on:
a) Copy testing
b) Sales Analysis
(Meaning
with example-5, Meaning and Benefits-5) 10 marks
Answer.
a) Copy testing
Copy
testing decreases the chances of risk on brand or company image by an ineffective
advertisement.
Copy testing is generally carried out
on a large scale as a quantitative research study in which the target audience
is shown the advertising. The advertisers use copy testing as a technique to
check the effectiveness of an ad after its production.
Dear
students get fully solved assignments
Send
your semester & Specialization name to our mail id :
help.mbaassignments@gmail.com
or
call
us at : 08263069601
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