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DRIVE SUMMER 2014
PROGRAM MBADS (SEM 3/SEM 5)
MBAFLEX/ MBA (SEM 3)
PGDMMN (SEM 1)
SUBJECT CODE & NAME MK0010- Sales, Distribution and Supply Chain Management
BK ID B1721
CREDIT & MARKS 4 Credits, 60 marks
1Describe the supply chain Benchmarking Procedure.
Definition of Benchmarking. 2
Procedure for supply chain benchmarking 8 10
2 Explain recent trends in the area of sales management under International sales management.
Definition of sales management 2
Explanation of trends 8 10
3 Briefly discuss about the nature and responsibilities of a Sales manager.
Goal setting 3
Planning and budgeting 3
Organizing and implementing 2
Controlling and evaluating 2 10
4Explain the SCOR model with a diagrammatic representation.
SCOR model 5
Focusing Aspects with diagram 5 10
5. Whenone member of distribution channel tries to maximize its profits at theexpense of rest of
the members, it will create conflicts, resulting in the decline of profits. To avoid these conflicts,
now retail firms have started formingvertical Marketingsystems (VMS).Explainthe three types of
VMS through which goods and services are usually distributed to customers.
Definition of VMS 2
Three types of VMS 8 10
6. 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

2. some important tools of Inventory management like ABC analysis, Just-In-Time & Economic order
quantity model.
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