MKT301 SALES DISTRIBUTION & SUPPLY CHAIN MANAGEMENT

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PROGRAM

Master of Business Administration - MBA

SEMESTER

III

SUBJECT CODE & NAME

MKT301

SALES DISTRIBUTION & SUPPLY CHAIN MANAGEMENT

SET 1

Qus:1 Define Sales Management. Enlist the various decisions Sales planning primarily

deals with.

Answer: The American Marketing Association (AMA) defines sales management as pertaining comprehensively to the planning, direction, and control of the personal selling activities of a business unit, including recruiting, selecting, training, equipping, assigning, routing, supervising, paying,

Qus:2 Explain the types of Compensation Plans. What are the steps involved in

Compensation Plan?

Answer: Compensation plans can be varied to suit the purpose. We shall now look at the different types of plans and their rationale:

(i)             Straight salary: When a compensation plan is fixed for a given period of time and has no relationship to the

(ii)            

Qus:3 Explain Marketing Channels. What are the various functions of Marketing

Channels?

Answer:  Marketing channels ensure availability of goods and services to customers at locations suitable for procurement. While finalizing marketing channels, decisions regarding the most suitable modes

SET2

Qus:1 Write short notes on Supply Chain Management and four stages of policy

integration.

Answer: Supply chain management is the process of planning, implementing and controlling operations for serving customers as efficiently as possible. It includes all activities involved in sourcing, procurement, conversion and logistics. A number of definitions are available in literature for Supply Chain Management. All these have a common theme – they reflect the idea of

Qus:2 Explain the Procurement Cycle.

Answer: Procurement and inventory management is a critical component of contemporary supply chain. With the increase in division of labour to facilitate speed, process integration and response to customer preferences, there is a burgeoning need for a modern sourcing system. The amount of expenditure involved in procurement is an indispensable component of an organization’s

Qus:3 Explain Benchmarking. What are the various types of Benchmarking?

Answer: 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:

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