Spring-2016
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Master of
Business Administration - MBA Semester 3
MK0010-Sales,
Distribution and Supply Chain Management
(Book ID:
B1721)
Assignment (60 Marks)
Note: Answer
all questions must be written within 300 to 400 words each. Each Question
carries 10 marks 6 X 10=60
Q1. Discuss the importance of Time
and Territory management.
Answer. Importance of Time Management
Some of the
tasks that a salesperson would be involved in normally comprise meeting
customers, handling complaints, developing customer relationship, booking
orders, collecting payments, gathering competitive intelligence, meeting
channel partners and completing administrative paperwork. The key to managing
time better relates to proper planning of activities by the salesperson. Proper
planning relates to
Q2. What are the benefits of using
relationship marketing?
Answer. Relationship Marketing:
It is a form
of marketing which recognizes the long lasting relationships with the
customers. It is not limited to advertising and sales promotional messages but
much beyond that. Relationship marketing gives emphasis on customer retention
and satisfaction rather than a dominant focus on selling part. The term
relationship marketing is designed to build up strong connections with
customers by providing them with information that suits their requirements and
interests by having transparent conversation with him. Once
Q3. What are the functions of a
wholesaler?
Answer. The wholesaler essentially purchases
the goods from the producer, stocks them, and redistributes these to the other
intermediaries like the retailers who subsequently sell them to the end-users
or the customers. This function of the
wholesaler enables:
Q4. Explain the demand management
model.
Answer. Demand Management Model
In the
present highly competitive business environment you need every advantage to
succeed. There is a need to add value to the firm’s operations. This can be
done through managing demand effectively from the demand side. As a result, an
increasing number of companies are focused on developing demand management as a
core competency. The demand management model looks at the processes involved in
Q5. Briefly describe the different
processes involved in the purchase cycle.
Answer. Processes involved in the
purchase cycle:
1. Purchasing receives the
requisition: Orders
are dependent on the manufacturer’s production schedule and the manufacturer,
in turn, draws up this schedule on the basis of distributors’ orders and the
current availability of finished goods in its warehouse. Suppliers are linked
to the manufacturer’s production schedule – thus enabling them to plan their
supplies based on this information. If a supplier has a large
Q6. Write short notes on:
a)
Outsourcing Supply Chain Operations
b)
Co-Makership
Answer. a. Outsourcing Supply Chain
Operations
Of late, there
has been a shift in the concept of procurement to strategic procurement.
‘Sourcing’ and ‘Outsourcing’ are its two components. Sourcing is the
procurement of products or services from an external organization.
‘Outsourcing’ involves transfer, or sub-contracting, the management or
execution of an entire business function to an external service provider. Till
the end of the 1980s, the manufacture of
Spring-2016
Get solved
assignments at nominal price of Rs.125 each.
Mail us at: subjects4u@gmail.com or contact at
09882243490
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