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Summer-2013 Master of Business Administration- MBA Semester 1 MK0010Sales, 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 companys 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. You need to consider the following: 1. Engagement Type: How will we engage with our community members?

Q2. Explain Gap analysis with SERVQUAL model. Answer. The most eminent instrument in attempting to systematize the service quality is The gap model of service or Servqual developed by Parshuraman et al (1985). This conceptual framework was developed initially to measure customer perception of service quality for the financial service sectors but later extended to sectors such as hospitality,

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 in plant 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. Q4. Explain three components of Supply chain management. Answer. Supply chain management (SCM) is the management of an interconnected or interlinked between network, channel and node businesses involved in the provision of product and service packages required by the end customers in a supply chain. Supply chain management spans the movement and storage of raw materials, work-in-process inventory, and finished goods from point of origin to point of consumption. It is also defined as the 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 organizations Q6. Explain the challenges faced by International Sales Managers. Answer. 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

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