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Summer 2011- May drive

Master of Business Administration –MBA Semester 3

MK0010 –Sales, Distribution and Supply Chain Management - 4 Credits

Assignment Set –1

60 Marks
Note: Each question carries 10 Marks. Answer all the questions.

Q.1 Mr. Suresh Jha is a sales manager of a reputed company. He wants to explain to new sales recruits about their responsibilities as sales personnel and also make them aware about the role of sales manager. Assume you are Suresh Jha and carry out this task. [10 marks]

Q.2 Explain these terms with examples: Sales forecasting, Sales budget, sales quotas and sales territories. [10 marks]

Q.3 What are the different ways through which sales force of an organisation can be compensated? Mention their merits and demerits. [10 marks]

Q.4 a) What is direct marketing and relationship marketing? Give examples. [05 marks]
b) Give a short note on value chain analysis. [05 marks]

Q.5 a) Explain the meaning of distribution channels. What are its objectives? [05 marks]
b) Differentiate between pull strategy and push strategy of supply chain. [05 marks]

Q.6 . Discuss the importance of logistics and its role in economy of a country. [10 marks]


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