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.

 

 

1 Define Aggregate Planning and its strategies to meet demand and supply.

 

Answer : Aggregate planning :

Aggregate planning is an operational activity that does an aggregate plan for the production process, in advance of 2 to 18 months, to give an idea to management as to what quantity of materials and other resources are to be procured and when, so that the total cost of operations of the organization is kept to the minimum over that period.

 

Strategies of aggregate planning :

1. Level strategy :

A level strategy seeks to produce an aggregate plan that maintains a steady production rate and/or a steady employment level. In order to satisfy changes in customer demand, the firm must raise or lower inventory levels in anticipation of increased or

 

 

2 Explain the SCOR model with a diagrammatic representation

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

 

3 Explain the recent trends in Sales Management.

 

Answer : 1. Sales Force Behavior “Modeling”

 

Models are verbal descriptions and visual representations of how systems work and processes flow. Models enable repeatable and predictable experiences. More organizations will study their top salespeople in 2013 to understand how they formulate their winning account strategies based upon customer politics, evaluator psychology, and the human nature of executive decision makers that are unique to winning every account.

 

2. Win-Loss Analysis Studies

 

All companies and their salespeople are well versed on the logical arguments for selecting their product. However, the decision to make a major purchase is also influenced by internal politics, how the decision-makers receive information along with

 

 

 

4 Explain “Green supply chain management” in detail.

 

Answer : Green Supply Chain Management

 

The six modules in the Green Supply Chain Management (GSCM) series and Sustainability Purchasing Practices are offered as as a combined series. The GSCM topics cover every stage in manufacturing, from the product design to recycling or disposal. The purpose of the GSCM modules is to describe the impact of green on supply chain management, demonstrating how green practices can save money, increase efficiency, and reduce delivery time. At the conclusion of this series and successful completion of the post-module tests you will receive a certificate of completion and will be able to:

 

 

 

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

The personal selling process is a consecutive series of activities conducted by the salesperson, the lead to a prospect taking the desired action of buying a

 

 

 

6 Discuss three components of supply chain management.

Answer : 3 Components of Supply Chain Management

 

The success of multinational companies can be attributed to their ability to deliver not only quality products but also delivering them on time, all over the world. Therefore, focus has moved from competition between firms at the same level in the production process to competition between supply chains, from raw materials to end customers. A company’s ability to create trust based and long term business relationships with customers, suppliers and other strategic partners becomes a crucial competitive parameter. The tendency towards

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