MK0010- Sales, Distribution and Supply Chain Management

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DRIVE-Fall 2014

PROGRAMMBADS (SEM 3/SEM 5) MBAFLEX/ MBAN2 (SEM 3) PGDMMN (SEM 1)

SUBJECT CODE & NAME-

MK0010- Sales, Distribution and Supply Chain Management

BK ID-B1721

CREDIT & MARKS-4 Credits, 60 marks

Q1 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.

(Definition of VMS, Three types of VMS)2, 8

Answer.

Vertical Marketing systems (VMS)

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 ultimate consumer. In traditional marketing system,

Q2. Explain the recent trends in Sales Management. (Definition of sales management, trends in sales management) 2, 8

Answer:

Definition of sales management

Goods were produced either only after receiving the sufficient orders or for which sufficient demand existed. Further, there existed little or no competition in those days. But in the modern days, sales and distribution system is a complex and technology driven. New and new innovations are taking place and

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.

(Definition of Inventory and Inventory Management, ABC analysis, Just-In-Time & Economic Order Quantity Model) 3, 7

Answer.

Inventory and Inventory Management

Inventory

The term ‘inventory’ means any stock of direct or indirect material (raw materials or finished items or both) stocked in order to meet the expected and the unexpected demands in the future.

Invent

Q4 Explain the SCOR model with a diagrammatic representation.

(SCOR model, Focusing Aspects with diagram)5, 5

Answer.

SCOR model

The SCOR model is used to understand simple or complex supply chains through a common set of terms. Consequently, different industries can be related to each other to interpret any supply chain. SCOR is based on five unique management methods. These are: Plan, Source, Make, Deliver and Return.

(i)                 Plan: It includes methods required to balance collective demand and supply to devise a strategy which meet =

Q5 Explain the challenges faced by International Sales Manager.

(Listing of challenges faced by International manager)10

Answer.

Challenges faced by International manager

The challenges faced by sales managers while doing business abroad are as follows:

(i)                 Language Barriers: One of the foremost challenges faced by international sales managers is the language barrier. Every manager would like to go to abroad and serve organizations but due to language differences, they are

Q6 Describe the supply chain Benchmarking Procedure.

(Definition of Benchmarking, Procedure for supply chain benchmarking)2, 8

Answer.

Benchmarking

Benchmarking has been used variedly to refer to several activities. Several definitions have described as ‘

Dear students get fully solved  SMU MBA Fall 2014 assignments

Send your semester & Specialization name to our mail id :

  “ help.mbaassignments@gmail.com ”

or

Call us at : 08263069601

 (Prefer mailing. Call in emergency )