MK0010- Sales, Distribution and Supply Chain Management

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ASSIGNMENT

DRIVE	SUMMER 2015
PROGRAM	MBADS (SEM 3/SEM 5)MBAFLEX/ MBA (SEM 3) PGDMMN (SEM 1)
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.

Q. 1 Define and explain the objectives of sales quota. Also describe the types of sales quota to judge performance of the sales personnel.

Answer: SQ are goals set by a comp. for its marketing unit for a certain period of time. Marketing unit may be regions, territory, branch, salesperson, a distribution or a dealer.

SQ can be set on sales unit, expenses, profit margin, activity, customer satisfaction combination. Annual sales quota for each mktg unit can be -broken down to quarterly/monthly.

Objectives of Quota are like:

1.Making available performance standard:

It act as a tool to measure performance of sales person,

Q2. Explain the various steps involved in the personal selling process.

Answer: Steps in personal Selling process

Personal Selling consists of the following steps.

1.            Pre-sale preparation: The first step in personal selling is the selection, training and motivation of salespersons. The salespersons must be fully familiar with the product, the firm, the market and the selling techniques. They should be well-informed about the competitor's products and the degree of competition. They should also be acquainted with the motives and behavior of prospective buyers.

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.

Answer: When people talk about an inventory management tool, it is easy to be confused. There is an unlimited number of subjects that deserve discussion as an inventory management tool. They fall into four categories:

1)                  software,

2)                  hardware,

3)                  theoretical management models, and

4)                  audit systems.

Having all four properly integrated and working in

Q4 Explain the SCOR model with a diagrammatic representation.

Answer: SCOR model:- In collaboration with 69 members consisting of manufacturers, logistics / distribution service providers and software solutions suppliers Supply Chain Council introduced Supply Chain Operations Reference-model (SCOR). Numbers of companies have pooled their real-world supply chain experiences to build a flexible framework and a common language that can help companies improve their supply chain internally and externally

The model defines common supply chain

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.

Answer: A vendor management system (VMS) is an Internet-enabled, often Web-based application that acts as a mechanism for business to manage and procure staffing services – temporary, and, in some cases, permanent placement services – as well as outside contract or contingent labor. Typical features of a VMS application include order distribution, consolidated billing and significant enhancements in reporting capability that outperforms manual systems and processes.

A vertical marketing system (VMS) refers to a channel of distribution in which there is formal cooperation among members at the manufacturing, w

Q6. Define Reverse Logistics with an example of a industry that follow strong reverse logistics. Explain.

Answer : Today we begin our series on all things reverse logistics, first answering at a high level, "What is Reverse Logistics?". Beyond answering what is reverse logistics, we will also cover the history of reverse logistics, the benefits of reverse logistics and why it's a rising practice, especially in aftermarket industries, and then talk about some uses of reverse logistics by shippers and how using a logistics services provider can give you the leg up in this burgeoning aspect of the logistics world. Stay tuned over the next weeks for this great series, and

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Send your semester & Specialization name to our mail id :

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Call us at : 08263069601

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