Monday, 12 February 2018

MKT301 - Sales, Distribution and Supply Chain

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FALL 2017
Master of Business Administration - MBA
MKT301 - Sales, Distribution and Supply Chain

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.


Question. 1. What do you mean by Distribution Management? What are the various elements of physical distribution?

Answer: The basic elements of specific functions that make up physical distribution include (i) Materials handling; (ii) inventory planning and control ; (iii) order processing ; (iv) transportation ; and (v) a communication system to integrate the physical distribution process.’

These elements are explained below:

1. Materials Handling:

Question. 2. Write Short Notes on Maslow’s Need Hierarchy and McGregor's Theory X and Theory Y in relation to Sales Force.

Answer: In 1960, Douglas McGregor formulated Theory X and Theory Y suggesting two aspects of human behaviour at work, or in other words, two different views of individuals (employees): one of which is negative, called as Theory X and the other is positive, so called as Theory Y. According to McGregor, the perception of managers on the nature of individuals is based on various assumptions.

Assumptions of Theory X

Question. 3. Write short notes on Vertical Marketing System and Horizontal Marketing System?

Answer: Horizontal and vertical distribution are opposite business models. These terms are used somewhat loosely, and sometimes ‘distribution’ is replaced with scaling or integration.

People talk about horizontal and vertical distribution in many different ways, as it applies to a number of fields websites, apps, software development strategies, business organization models, marketing campaigns, and physical products, to name a few.


Question. 1. Explain the Procurement Cycle.

Answer: Management in any company must understand the art of obtaining products and services. The procurement cycle follows specific steps for identifying a requirement or need of the company through the final step of the award of the product or contract. Responsible management of public and corporate funds is vital when handling this necessary process, whether in strong or weak economic markets. Following a proven step-by-step technique will help management successfully achieve its goals.

Question. 2. Explain Benchmarking. What are the various types of Benchmarking?

Answer: Best Practices Benchmarking® is a powerful tool to gain competitive insight and provides “evidence-based” views of performance throughout product and organization lifecycles. In general, it is the application of what is learned in benchmarking that delivers the marked and impressive results so often noted. We supplement the traditional metrics-focused approach with an analysis of why and how practices produce exceptional results. Many industry leaders and companies use our benchmarking tool to identify the gaps in the process to improve and enhance performance.

Question. 3. Explain Logistics Management. What are the various Determinants of Designing Logistical System?

Answer: Efficient management is the key to success, especially in supply chain management. There are various factors involved in effective logistics management, for example, automation and perfect coordination. But, there is always a scope for improvising the process. When your business witnesses growth, you must find ways to streamline logistics planning processes for improving output.

Dear students get fully solved 
Send your semester & Specialization name to our mail id :
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Call us at : 08263069601

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