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MK0010—Sales, Distribution and Supply Chain Management


Master of Business Administration- MBA Semester 1

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

(Book ID: B1721)

Assignment (60 Marks)

Note: Answer all questions (with 300 to 400 words each) must be written within 6-8 pages. Each Question carries 10 marks 6 X 10=60

Q1. How to manage a company’s sales force?

Answer. Sales force management systems are information systems used in CRM marketing and management that help automate some sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called customer relationship management (CRM) systems.


Q2. Explain Gap analysis with SERVQUAL model.

Answer. SERVQUAL was originally measured on 10 aspects of service quality: reliability, responsiveness, competence, access, courtesy, communication, credibility, security, understanding the customer and tangibles. It measures the gap between customer expectations and experience. The basic assumption of the measurement was that customers can evaluate a firm’s service quality by comparing their perceptions with their expectations. By the early 1990s, the authors had refined the model to the useful acronym RATER:


Q3. Write short notes on:

A. Elements of Physical Distribution (any four)

B. Patterns of Distribution

Answer. A. (1) Warehousing: In order to provide service to the distribution channel, the manufacturer must maintain some warehousing facilities. The alternatives range from one inplant facility to a large network of local warehouses. Although customer service usually improves as the number of warehouses increases, the average size of the warehouse decreases. Smaller warehouses can lead to reduced efficiency and increased total costs, which ultimately could have a negative effect on the quality of customer service.

B. 1. Distribution Patterns

Some products are almost always sold through retail stores to consumers, and sometimes these are distributed by distribution companies that buy from manufacturers. In other cases, the products are sold directly from manufacturers to stores. Some products are sold directly from


Q4. Explain three components of Supply chain management.

Answer. The concept of Supply Chain Management is based on two core ideas. The first is that practically every product that reaches an end user represents the cumulative effort of multiple organizations. These organizations are referred to collectively as the supply chain.

The second idea is that while supply chains have existed for a long time, most organizations


Q5. Define Aggregate Planning and its strategies to meet demand and supply.

Answer. In the spectrum of production planning, aggregate planning is intermediate-range capacity planning that typically covers a time horizon of 2 to 12 months, although in some companies it may extend to as much as 18 months. It is particularly useful for organizations that experience seasonal or other fluctuations in demand or capacity. The goal of aggregate planning is to achieve a production plan that will effectively utilize the organization’s resources to match expected demand.


Q6. Explain the challenges faced by International Sales Managers.

Answer. Here are some of the biggest management challenges:

Language Barriers

  • The biggest, most common managerial challenge when it comes to working internationally is a language barrier. While most executives are fluent in a number of languages, there is no guarantee an entire office will speak your language. Even if you have some foreign language skills, it is different to try to conduct business in a foreign


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