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Summer-2013
Master of
Business Administration- MBA Semester 1
MK0010–Sales,
Distribution and Supply Chain Management-4 Credits
(Book ID:
B1721)
Assignment
(60 Marks)
Note: Answer
all questions (with 300 to 400 words each) must be written within 6-8 pages.
Each Question carries 10 marks 6 X 10=60
Q1. How to manage a company’s sales
force?
Answer. 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.
You need to
consider the following:
1. Engagement Type: How will we engage with our
community members?
Q2. Explain Gap analysis with
SERVQUAL model.
Answer. The most eminent instrument in
attempting to systematize the service quality is “The gap model “of service or
Servqual developed by Parshuraman et al (1985). This conceptual framework was
developed initially to measure customer perception of service quality for the
financial service sectors but later extended to sectors such as hospitality,
Q3. Write short notes on:
A. Elements of Physical Distribution (any
four)
B. Patterns of Distribution
Answer. A. (1) Warehousing: In order to provide service to the
distribution channel, the manufacturer must maintain some warehousing
facilities. The alternatives range from one in plant facility to a large
network of local warehouses. Although customer service usually improves as the
number of warehouses increases, the average size of the warehouse decreases.
Smaller warehouses can lead to reduced efficiency and increased total costs,
which ultimately could have a negative effect on the quality of customer
service.
Q4. Explain three components of
Supply chain management.
Answer. 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. It is also defined as the
Q5. Define Aggregate Planning and its
strategies to meet demand and supply.
Answer. In the spectrum of production planning,
aggregate planning is
intermediate-range capacity planning that typically covers a time horizon of 2
to 12 months, although in some companies it may extend to as much as 18 months.
It is particularly useful for organizations that experience seasonal or other
fluctuations in demand or capacity. The goal of aggregate planning is to
achieve a production plan that will effectively utilize the organization’s
Q6. Explain the challenges faced by
International Sales Managers.
Answer. Language Barriers
Ø The biggest, most common managerial
challenge when it comes to working internationally is a language barrier. While
most executives are fluent in a number of languages, there is no guarantee an
entire office will speak your language. Even if you have some foreign language
skills, it is different to try to conduct business in
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