Winter / November 2011

Master of Business Administration Semester III MK0010 Sales, Distribution And Supply Chain Management - 4 Credits (Book ID: B1220) Assignment Set- 1 (60 Marks)
Note: Each Question carries 10 marks. Answer all the questions.

Q1. Q2. Q3. Q4. Q5. Q6.

Discuss the Importance of Sales Management and list the responsibilities of sales personnel List the major differences between Formal and informal organizations Explain the various steps involved in the formulation of sales strategies List the differences between hard sell and soft sell strategies Discuss the various methods used for sales forecasting Explain the various steps involved in recruitment process

Winter / November 2011

Master of Business Administration Semester III MK0010 Sales, Distribution And Supply Chain Management - 4 Credits (Book ID: B1220) Assignment Set- 2 (60 Marks)

Note: Each Question carries 10 marks. Answer all the questions.

Q1 Write a short note on various modes of compensating the sales force Q2 Write a short note on challenges faced by international sales managers Q3. List and explain the various components of physical distribution management Q4. Explain the various functional areas of logistics Q5. Discuss the various types of vertical marketing system Q6. Explain the benefits and drawbacks of inventory holding