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DRIVE-Summer 2015
PROGRAMMBADS (SEM 3/SEM 5)MBAFLEX/ MBAN2 (SEM 3)PGDMMN (SEM 1)
SUBJECT CODE & NAME-MK0010- Sales, Distribution and Supply Chain Management
BK ID-B1721
CREDIT & MARKS-4 Credits, 60 marks
Qus:1 Define and explain the objectives of sales quota. Also describe the types of sales quota to
judge performance of the sales personnel.

Definition of sales quota

Objectives of sales quota

Types of sales quota
Answer:
Definition of sales quota:
The sales targets in the form of sales territory, districts or branches are assigned to sales personnel are
referred to as sales quota. Essentially, sales quotas are assigned for individual sales personnel, for a team,
a region and for
Qus:2 Explain the various steps involved in the personal selling process.

Definition of personal selling process

Steps involved
Answer:
Definition of personal selling process:
The key to the development of the sales force is the finalization of the appropriate sales processes by each
organization. Sales processes differ across products as well as approaches and strategies followed by an
Q3. 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
Answer:
Inventory and Inventory Management:
Inventory:
The term ‘inventory’ means any stock of direct or indirect material (raw materials or finished items or
both) stocked in order to
Q4 Explain the SCOR model with a diagrammatic representation.

SCOR model

Focusing Aspects with diagram
Answer.
SCOR model:
The SCOR model is used to understand simple or complex supply chains through common set of terms.
Consequently, different industries can be related teach other to interpret any supply chain. SCOR is based
on five unique management
Q5 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
Answer.
Vertical Marketing systems (VMS):
A Vertical Marketing System (VMS) is a system in which almost all the members of distribution
channel such as manufacturers, wholesalers and retailers work together to satisfy human needs and wants
by facilitating the smooth flow of goods and services from manufacturer to the ultimate consumer. In
traditional
Qus:6 Define Reverse Logistics with an example of a industry that follow strong reverse logistics.
Explain the four main reverse logistic processes.

Definition of Reverse Logistics

Example

Four main reverse logistic processes
Answer
Definition of Reverse Logistics:
Reverse logistics is the process by which raw materials, finished goods, containers or related information
are delivered back from the consumer to manufacturer or distributor in an efficient and cost-effective
manner. The field is
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