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    Sales

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    Sales

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    Sales

    Uploaded by

    himasnhu506
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    © © All Rights Reserved

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    Sales

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    39 views2 pages

    Sales

    Uploaded by

    himasnhu506
    Sales

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    You are on page 1of 2

    ASSIGNMENT QUESTION PAPER

    DRIVE
    PROGRAM

    SUBJECT CODE & NAME


    BK ID
    CREDIT & MARKS

    SUMMER 2015
    MBADS (SEM 3/SEM 5)
    MBAFLEX/ MBA (SEM 3)
    PGDMMN (SEM 1)
    MK0010- Sales, Distribution and Supply Chain Management
    B1721
    4 Credits, 60 marks

    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.
    Q.No
    1

    Questions

    Marks

    Total Marks

    Define and explain the objectives of sales quota. Also describe the types of sales
    quota to judge performance of the sales personnel.
    Definition of sales quota
    2
    Objectives of sales quota
    3
    Types of sales quota
    5
    10

    Explain the various steps involved in the personal selling process.


    Definition of personal selling process
    2
    Steps involved
    8

    10

    An organization needs to be extremely cautious in making investments in various


    types of inventories. The extent of control required to be maintained on all items is not the
    same. Explain some important tools of Inventory management like ABC analysis, Just-InTime & Economic order quantity model.

    Definition of Inventory and Inventory


    Management
    ABC analysis, Just-In-Time &Economic Order
    Quantity Model

    3
    7

    10

    Explain the SCOR model with a diagrammatic representation.


    SCOR model
    5
    Focusing Aspects with diagram
    5

    10

    When one member of distribution channel tries to maximize its profits at the
    expense of rest of the members, it will create conflicts, resulting in the decline of
    profits. To avoid these conflicts, now retail firms have started forming vertical

    Marketing systems (VMS). Explain the three types of VMS through which goods
    and services are usually distributed to customers.
    Definition of VMS
    2
    Three types of VMS
    8
    10
    6

    Define Reverse Logistics with an example of a industry that follow strong reverse
    logistics. Explain the four main reverse logistic processes.
    Definition of Reverse Logistics
    1
    Example
    1
    Four main reverse logistic processes
    8
    10

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