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Master of Business Administration- MBA Semester 3
MK0010 – Sales, Distribution and Supply Chain Management – 4 Credits
(Book ID: B 1721)
Assignment Set – 1 (60 marks)
Note: Assignment Set -1 must be written within 6-8 pages. Answer all questions.
Q1. Explain the SCOR model with a diagrammatic representation. 10 marks(350-400 words)
Answer : Supply-chain operations reference-model (SCOR) is a process reference model developed by the management consulting firm PRTM, now part of PricewaterhouseCoopers LLP (PwC) and endorsed by the Supply-Chain Council (SCC) as the cross-industry de facto standard diagnostic tool for supply chain management. SCOR
Q2. Describe the supply chain Benchmarking Procedure. 10 marks(350-400 words)
Answer : Introduction:
If a company is to be successful, it needs to evaluate its performance in a consistent manner.
In order to do so, businesses need to set standards for themselves, and measure their processes and performance
Q3. Write a short notes on:
A. Key deliverables of sales manager
Answer : The Field Sales Manager is responsible for delivering the sales and market results in Netherlands, Germany and selected distributors in various EU countries. In this role, you are responsible for managing and further expanding our direct sales team consisting of 7 people and making them
B. Spin Selling 5+5 = 10 marks(200-250 words each)
Answer : SPIN Selling, a great model, was the brainchild of Neil Rackham who authored a book of the same name in 1988.
SPIN Selling is based on extensive research by Rackham and his company, Huthwaite. They examined large, complicated sales
Q4. Briefly discuss about the nature and responsibilities of a Sales manager. 10 marks(350-400 words)
Answer :RESPONSIBILITIES OF SALES MANAGER
The responsibilities of a manager can be grouped under five heads :
1) Responsibility to self
The foremost responsibility of the sales manager is to make him competent for the work assigned to him by the
Q5. Write a short notes on:
A. Relationship marketing
Answer : Amid the survival frenzy of dealing with decreased funding, Extension professionals are being encouraged to aggressively market their programs and organizations. The reaction of Extension field staff
B. Reasons for Popularity of E-commerce 10 marks(350-400 words)
Answer : Ecommerce is a business that is on the rise today and the internet’s vast potential has made it easier for organizations to reach out to a larger pool of the people. In the real world, if you set up shop at ‘x’ place, your target crowd will be the people from the nearby regions which really limit the consumers you may get. But with the virtual internet world, there are no such barriers. People could just come to your site, buy items and the only onus on you is to get the items delivered to the correct destination
Q6. Explain the various stages involved in the personal selling process 10 marks(350-400 words)
Answer : Personal selling is the most expensive form of advertising and to be effective one should use a step by step process to gain the most benefit. Personal selling can adjust the manner in which facts are communicated and can consider factors such as culture and behaviour in the approach. They can ask
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