MKT301 - Sales, Distribution and Supply Chain

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Master of Business Administration - MBA Semester 3

MKT301 - Sales, Distribution and Supply Chain

Set – 1

Q1. Explain the process of Personal selling.

Answer. 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

Q2. What are the various recent trends in International Sales Management?

Answer. Following are the recent trends in the area of sales management:

(i) Intense Competition: Due to liberalization, privatization and globalization (LPG), the sales environment of today’s organizations has changed a great deal. The selling firms are not competing with new domestic players but

Q3. i. Define Wholesaler

ii. Explain the functions of Wholesaler

iii. Explain the applications of IT in various areas of wholesaling

Answer. i. Define Wholesaler

Wholesalers are also known as middlemen since they purchase merchandise from manufacturers and sell them again to the retailers. The responsibility of a wholesaler entails financial risk as well. After purchasing products from the manufacturers, the wholesaler keeps the products in his warehouse and at times, has to make arrangements for transport of

Set - 2

Q1. Write short notes on Vertical Marketing System (VMS) and Horizontal Marketing System (HMS)

Answer. 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 and services from manufacturer to the

Q2. What do you mean by Demand Management? Explain Demand Management Model.

Answer. Demand Management

The concept of demand management has been an evolving concept, i.e., it has been changing over time. The reasons for the changes that are taking place in demand management are because of the geographical expansion of both the ‘market’ and the ‘supply ecosystems’ new technologies

Q3. Explain Logistics Management. What are the various Determinants of Designing Logistical System?

Answer. The technique of controlling and managing the flow of goods, information, energy and other resources such as end products, services and people, from the site of production to the marketplace is

SPRING-2018

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Mail us at: subjects4u@gmail.com or contact at

08894344452, 8219081362