SCHEME OF EVALUATION
DRIVE
PROGRAM
SUBJECT CODE & NAME
BK ID
CREDIT & MARKS
SUMMER 2015
MBADS (SEM 3/SEM 5)
MBAFLEX/ MBA (SEM 3)
PGDMMN (SEM 1)
MK0010- Sales, Distribution and Supply Chain Management
B1721
4 Credits, 60 marks
Note – Answer all questions. Kindly note that answers for 10 marks questions should be approximately
of 400 words. Each question is followed by evaluation scheme.
Q.No
1
Questions
Marks
Total Marks
Define and explain the objectives of sales quota. Also describe the types of sales
quota to judge performance of the sales personnel. (Unit 3)
Definition of sales quota
2
Objectives of sales quota
3
Types of sales quota
5
10
2
Explain the various steps involved in the personal selling process. (UNIT 2)
Definition of personal selling process
2
Steps involved
8
10
3
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-InTime & Economic order quantity model. (Unit 13)
Definition of Inventory and Inventory
Management
ABC analysis, Just-In-Time &Economic Order
Quantity Model
3
7
10
4
Explain the SCOR model with a diagrammatic representation. (Unit 10)
SCOR model
5
Focusing Aspects with diagram
5
10
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. (Unit 9)
Definition of VMS
Three types of VMS
2
8
10
6
Define Reverse Logistics with an example of a industry that follow strong reverse
logistics. Explain the four main reverse logistic processes. (UNIT 16)
Definition of Reverse Logistics
1
Example
1
Four main reverse logistic processes
8
10