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MK0010- Sales, Distribution and Supply Chain Management

1. Describe the supply chain Benchmarking Procedure.

[Definition of Benchmarking.

Procedure for supply chain benchmarking]

2. Explain recent trends in the area of sales management under International sales management.

[Definition of sales management

Explanation of trends]

3. Briefly discuss about the nature and responsibilities of a Sales manager.

[Goal setting

Planning and budgeting

Organizing and implementing

Controlling and evaluating]

4. Explain the SCOR model with a diagrammatic representation.

[SCOR model

Focusing Aspects with diagram]

5. 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

Three types of VMS]

6. 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-In-Time & Economic order quantity model.

[Definition of Inventory and Inventory Management

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


MK0011-Consumer Behaviour

1. “Selecting the right segmentation variable is critical”. Explain with the help of an example each for three types of segmentation.

[Explanation of three types


2. Explain the concept of defense mechanism in detail.


Forms of frustration]

3. Discuss Trait theory and its relevance in consumer behaviour.

[Explanation of trait Theory

Types of personality traits]

4. “A number of factors influence individuals that may distort their perceptions”. Is it true? Comment.

[Explanation of factors that distort individual perception]

5. Explain the different components of learning.


6. Write short notes on:

a) The Adoption Process

b) Post-Purchase Behaviour of a consumer

[a) meaning and Barriers

b) Meaning and example]


MK0012- Retail Marketing

1. Define Private Branding. Explain the growth drivers of private label in detail

[Explanation of Private Branding

Growth drivers of private label]

2. Describe the Retail Buying Process in brief.

[Definition of retailing

Explanation of retail buying process]

3. Explain the Retail Merchandising Management (RMM) in brief.

[Definition of Retail Merchandising

Steps involved in RMM]

4. Define e-tailing. Explain the future of electronic retailing.

[Definition of e-tailing

Future of e-tailing]

5. Price is a highly sensitive and visible part of retail marketing mix. Retailer’s overall profitability depends on Pricing. It plays an important role in strategic decision making process. Explain various pricing strategies are adapted by the retailer according to the situation.

[Explanation of pricing in Retail

Retail Pricing strategies]

6. Describe any three Rural retail strategies in brief.

[Definition of Rural retail

Any three Rural retail strategies]


MK0013-Marketing Research

1. Describe the components of research proposal.


2. There are certain advantages and drawbacks of secondary data. Elaborate.

[Explanation of advantages of secondary data

Explanation of drawbacks of secondary data]

3. “The questionnaire format changes depending upon the amount of structure and disguise required during data collection”. Comment

[Explanation of questionnaire format

Explanation of question composition]

4. Explain non comparative scales and its types

[Explanation of the meaning

Explanation of types]

5. Explain the process of data preparation in detail.


6. Write short notes on:

a) Copy testing

b) Sales Analysis

[a) Meaning with example

b) Meaning and Benefits]


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Send your semester & Specialization name to our mail id :



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