Master of Business Administration MBA Semester 3 MK0010 Sales, Distribution and Supply Chain Management - 4 Credits Assignment Set

t 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]
Answer: Sales Personnel are the people employed to sell the goods or services (mainly of an organisation). People who are responsible for the sales of either a single product or the entire range of an organization's products can be called sales personnel. Sales personnel normally report to a sales manager. The job of sales personnel involves a number of responsibilities. It is the income producing division of a business. The salesperson is responsible for: eating a proper image for the company and it's products/services

rowth of the organization. He has multifarious activities, including setting goals and achieving them, building sales organizations and managing them. For example, in Eureka Forbes Pvt. Ltd. they called their sales force as sales champs (champions) as they are responsible for the direct marketing of companys products and revenue generation. Qualities of good sales personnel Sales people are the backbone of the organization because they have to face customer and interact with them. Some people say, salesmen are born salesmen, while others believe that training can help in making good salesmen. Irrespective of these opinions, good salesman has certain qualities and abilities as a result he is able to perform better than others. In this section, we will discuss qualities of a good sales person. Philip Kotler has identified two basic qualities of a good sales person namely, empathy and persuasion. Some of the qualities of a good sales person are as follows: Ability to estimate customer's needs and desires: He is alert and quickly determines what the customer wants and the best way to sell. Ambition: He likes to do a good job and is interested in getting ahead with companys goals and sales objectives. Appearance: Appearance means a lot today and the successful salesman is neat and organised. He presents himself well in person. Also, he keeps his desk books and manuals neat and ready for use. Business sense: He is quick to learn the strengths and weaknesses of the company and makes an effort to improvise on the companys strengths. Courtesy: He reveals a sincere desire to help customers and treats them as guests even when he visits their places of business. Creativeness: Imagination, vision and the ability to create ideas make your man dynamic. Enthusiasm: A salesman must radiate enthusiasm during and after the sales call.

Figure sense: He should have the mathematical ability to figure and fill up order form correctly and to make the necessary reports.

Flexibility: A good salesman is able to adapt himself to a variety of customers. Each contact may require a adapting the sales talk, speech habits and even appearance. Friendliness: A salesman should be able to make people like him and he must like to meet people. Health: Good health generates energy and energy is needed to sell. Poor health prevents many salesmen from fulfilling their potentials. Integrity: A salesman must be trusted to do his job well. He cannot help but he successful when his customers trust him. Interest in his job: He likes selling and working for the company. Knowledge: In some business, sales person must also have a through knowledge of the highly specialized products or services his employer offers. In some cases, this knowledge can be gained only by years of experience. Loyalty: He must be able to impress upon his customers the idea that his company is the best in the business.

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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]

Master of Business Administration-MBA Semester 3 MK0010 Sales, Distribution and Supply Chain Management - 4 Credits Assignment Set 2 60 Marks

Note: Each question carries 10 Marks. Answer all the questions. Q.1 Discuss the types of distribution channels anddecisions involving channel strategies.[10 marks] Q.2 Classify the various distribution costs in proper categories. How would you allocate an analyse distribution costs?[10 marks] Q.3 What are the types of warehousing generally seen and what is their benefits? [10 marks]

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Q.4 Explain vertical, horizontal and multi-channel marketing systems with its features and benefits.[10 marks] Q.5 Evaluate the various inventory reduction and cycle reduction strategies applicable in supply chain management. How does JIT help in this case? [10 marks] Q.6 a) Distinguish wholesaler and retailer.[5 marks] b) Give a brief note on WCSCM. [05 marks]

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Ph: 09873669404