MK0010 – SALES, DISTRIBUTION AND SUPPLY CHAIN MANAGEMENT

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ASSIGNMENT

 

 

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.

 

 

 

Q1 “The key to the development of the sales force is the finalization of the appropriate sales processes by each organization”. In this context, explain the process to personal selling.

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 questions to discover the specific need of the customer and can get feedback and adjust the presentation as it progresses.

The Personal Selling Process

 

 

 

Q2 “Motivation is one of the principal objectives of a good training plan”. Explain

Answer : How a trainer can motivate :

• Encourage employees to take ownership of their jobs and to strive for personal excellence.
• Be knowledgeable, and share resources and referrals.
• Make sure job responsibilities are clear and useful.
• Discuss skills that are essential to be successful in the job.
• Provide opportunities for increased responsibility and career advancement.
• Give honest recognition for work

 

 

Q3 “Doing business globally always has been a tedious task for the organizations”. Explain

Answer : Doing business globally can provide your business with exciting new opportunities for growth and profit. However, if global business were easy, everyone would do it, and there are significant risks and challenges associated with going international. You’ll need to employ people you can trust to supervise your global operations if you want your business to succeed internationally.

 

Legal Issues

 

 

Q4 Explain Vertical Marketing System and its types.

Answer : When it comes to marketing, business owners often focus their attention on the customer-facing elements, such as advertising content and branding messages. Marketing also includes business-facing elements, such as distribution, that require attention and cost management. Vertical marketing systems provide one way for businesses to manage both the costs and logistics of a distribution channel.

 

 

 

Q5 Explain SCOR Model and its management methods.

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 enables users to address, improve, and communicate supply chain management practices within and between all interested parties in the extended enterprise.

SCOR is a management tool, spanning

 

 

 

 

Q6 Write short notes on:

a) Enterprise Resource Planning- 5 marks

Answer : Enterprise resource planning (ERP) is business process management software that allows an organization to use a system of integrated applications to manage the business and automate back office functions. ERP software integrates all facets of an operation, including product planning, development, manufacturing processes, sales and marketing.

ERP Software Modules

 

 

b) Economic Order Quantity- 5 marks

Answer : Concept of Economic Order Quantity :

 

Economic order quantity (EOQ) is the order quantity of inventory that minimizes the total cost of inventory management. Two most important categories of inventory costs are ordering costs and carrying costs. Ordering costs are costs that are incurred on obtaining additional inventories. They include costs incurred on

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