February 2011

Master of Business Administration MBA Semester 3

MK0010 Sales, Distribution and Supply Chain Management - 4 Credits Assignment Set 1 60 Marks

Note: Each question carries 10 Marks. Answer all the questions. Q.1 Mr. Suresh Jha is a sales manager of a reputed company. He wants to explain to new sales recruits about their responsibilities as sales personnel and also make them aware about the role of sales manager. Assume you are Suresh Jha and carry out this task. [10 marks]

Q.2 Explain these terms with examples: Sales forecasting, Sales budget, sales quotas and sales territories. [10 marks]

Q.3 What are the different ways through which sales force of an organisation can be compensated? Mention their merits and demerits. [10 marks]

Q.4 a) What is direct marketing and relationship marketing? Give examples. [05 marks] b) Give a short note on value chain analysis. [05 marks]

Q.5 a) Explain the meaning of distribution channels. What are its objectives? [05 marks] b) Differentiate between pull strategy and push strategy of supply chain. [05 marks]

Q.6 . Discuss the importance of logistics and its role in economy of a country. [10 marks]

February 2011

Master of Business Administration-MBA Semester 3

MK0010 Sales, Distribution and Supply Chain Management - 4 Credits Assignment Set 2 60 Marks

Note: Each question carries 10 Marks. Answer all the questions. Q.1 Discuss the types of distribution channels and decisions involving channel strategies. [10 marks]

Q.2 Classify the various distribution costs in proper categories. How would you allocate an analyse distribution costs? [10 marks]

Q.3 What are the types of warehousing generally seen and what is their benefits? [10 marks]

Q.4 Explain vertical, horizontal and multi-channel marketing systems with its features and benefits. [10 marks]

Q.5 Evaluate the various inventory reduction and cycle reduction strategies applicable in supply chain management. How does JIT help in this case? [10 marks]

Q.6 a) Distinguish wholesaler and retailer. [5 marks] b) Give a brief note on WCSCM. [05 marks]