MK0010 Sales, Distribution and Supply Chain
SPRING 2019 SMU MBA SOLVED ASSIGNMENT
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1. Explain Sales Quota. What are the different methodologies used to finalize 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 the entire sales function as a whole. It is used to design, organize and assess the selling activities of the company. Based on sales forecast and budget, sales quotas are prepared. The Principle of Quota Setting is referred as SMART i.e Quota should be Specific, Measurable, Attainable, Realistic, Time specific.
2 What are the various elements of physical distribution system?
Elements of Physical Distribution
The overall objective of any physical distribution system is to provide right quality of goods to the customers in right time and at right place. The various elements of a physical distribution system are:
3 Define Wholesalers. Explain various types of Wholesalers.
The wholesaler essentially purchases the goods from the producer, stocks them, and redistributes these to the other intermediaries like the retailers who subsequently sell them to the end-users or the customers. This function of the wholesaler enables:
4 Explain the concept of Demand Management. What are the various importance of Demand Management?
Explain Demand Management
The concept of demand management has been an evolving concept, i.e., it has been changing over time.
5 What do you mean by Procurement? What are the major steps in the Procurement cycle?
Answer: The purchasing or procurement cycle takes place at the manufacturer/ supplier interface and includes all the processes that are required to make the required materials available to t