DMKT301 SALES DISTRIBUTION & SUPPLY CHAINMANAGEMENT

Description

SESSION	FEB – MARCH 2025
PROGRAM	MASTER OF BUSINESS ADMINISTRATION (MBA)
SEMESTER	III
COURSE CODE & NAME	DMKT301 SALES DISTRIBUTION AND SUPPLY CHAIN MANAGEMENT

 

 

Assignment Set – 1

 

 

Q1. Discuss the nature of sales management. Explain the various objectives of personal selling. 5+5 

Ans 1.

Nature of Sales Management

Sales management refers to the planning, direction, and control of an organization’s sales activities. It encompasses recruiting, training, supervising, and motivating the sales force, as well as developing strategies to meet sales targets. Sales management is crucial for driving business growth, enhancing customer relationships, and ensuring profitability. It blends strategic planning with real-time decision-making, focusing on achieving consistent sales outcomes in competitive

 

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Q2. Write a short note on:

1. Characteristics of Relationship Marketing
2. Five Drivers of Supply Chain 5+5

Characteristics of Relationship Marketing

Relationship marketing is a long-term strategy that focuses on building and nurturing strong, lasting connections with customers rather than concentrating on individual sales. This approach emphasizes customer satisfaction, loyalty, and retention, aiming to transform one-time buyers into repeat customers.

A key characteristic of relationship marketing is customer-centricity. This approach places the customer at the core of all marketing decisions. The goal is to understand customer needs and preferences deeply and to

 

 

Q3. Describe the strategic issues in wholesaling. Elucidate the essential features of retailing. 5+5

Ans 3.

Strategic Issues in Wholesaling

Wholesaling it involves the sale of goods in large quantities to retailers, industrial buyers, or other wholesalers rather than to end consumers. Wholesalers act as intermediaries between manufacturers and retailers, playing a vital role in the distribution channel.

Market Coverage It is a major strategic issue in wholesaling. Wholesalers must determine the extent of their geographical reach and the customer segments they want to serve. Expanding too broadly

 

 

Assignment Set – 2

 

 

Q4. Highlight the various advantages and disadvantages of demand planning. Write in brief the concept of ERP in SCM. 7+3     

Advantages of Demand Planning

Improved Forecast Accuracy

It is one of the primary benefits of demand planning. By analyzing historical data, market trends, and customer behavior, businesses can make more accurate sales forecasts. This reduces uncertainty and enables better planning across the supply chain.

Optimized inventory

Q5. Differentiate between:

1. Cycle inventory and Safety inventory
2. Warehousing and Packaging 4+6

Ans 5.

Cycle Inventory

it refers to the portion of inventory that a business regularly uses or sells over a given period during its normal operations. It is also called working stock and represents the typical stock kept to meet expected demand between two replenishment cycles. Cycle inventory is directly influenced by order quantity,

 

Q6.  Describe the maturity phase of benchmarking process. Explain the concept of green supply chain management. 3+7     

 

Ans 6.

Maturity Phase of Benchmarking

it is the final stage in the benchmarking process where the organization has fully implemented the best practices identified through benchmarking and begins to experience significant improvements. At this stage, benchmarking becomes a continuous and embedded part of the company’s culture and strategic planning.

During the maturity phase, companies have already analyzed performance gaps, implemented changes, and monitored results. Now, the focus shifts towards institutionalizing the new processes, standardizing procedures,