DMKT301 SALES DISTRIBUTION AND SUPPLY CHAIN MANAGEMENT JULY-AUGUST 2025

Description

SESSION	JULY-AUGUST 2025
PROGRAM	MASTER OF BUSINESS ADMINISTRATION (MBA)
SEMESTER	III
COURSE CODE & NAME	DMKT301 SALES DISTRIBUTION AND SUPPLY CHAIN MANAGEMENT

 

 

Assignment Set – 1

 

 

Q1. Elaborate on the fundamental nature of sales management in organizations. Describe the quantitative objectives of personal selling. 5+5   

Ans 1.

Fundamental Nature of Sales Management

Sales management is a core functional area of management that focuses on planning, organizing, directing, and controlling the sales force and sales activities of an organization. It acts as a critical link between the organization and its customers, ensuring that products and services reach the market efficiently while meeting customer expectations. The fundamental nature of sales management lies in its role of converting organizational objectives into actual

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Q2. Write short note on:

1. Characteristics of Relationship Marketing
2. Functions of Channel Management
3. Full-service wholesalers 4+4+2

Ans 2.

1. a) Characteristics of Relationship Marketing

Relationship marketing focuses on building long-term, mutually beneficial relationships between organizations and their customers rather than concentrating only on short-term sales transactions. One of its key characteristics is a long-term orientation, where the emphasis is on customer retention, loyalty, and sustained engagement. Organizations adopting relationship marketing aim to understand customer needs deeply and continuously deliver value over time.

Another important characteristic is customer focus. Relationship marketing treats customers

 

 

Q3. Explain the concept of retailing, its essential features, and the reasons for the growth of retailing in India.            10       

Ans 3.

Concept of Retailing

Retailing refers to the set of business activities involved in selling goods and services directly to final consumers for personal, non-business use. It acts as the last link in the supply chain, connecting manufacturers and wholesalers with end users. Retailing is not limited to physical stores alone; it includes a wide range of formats such as supermarkets, specialty stores, department stores, online platforms, and mobile commerce. The primary objective of retailing is to make products available to consumers at the right place, in the right quantity, and at the

 

 

Assignment Set – 2

 

Q4. Differentiate between

1. Customer order cycle and manufacturing cycle
2. Three levels of supply chain management (Strategic, Tactical and Operational level) 3+7

Ans 4.

1. a) Customer Order Cycle and Manufacturing Cycle

The customer order cycle refers to the sequence of activities that take place from the moment a customer places an order until the product is delivered to the customer. It begins with order placement and includes order processing, picking, packing, shipping, and final delivery. The main objective of the customer order cycle is to ensure customer satisfaction by providing timely, accurate, and reliable delivery of products. Speed, responsiveness, and service quality are critical in this cycle, as delays or errors directly affect customer perception and loyalty.

On the other hand, the manufacturing cycle focuses on the internal production process of

 

 

Q5. Discuss the various types of logistics activities and their significance in supply chain management. 10   

Ans 5.

Logistics activities form the backbone of supply chain management, ensuring that goods, services, and information move efficiently from the point of origin to the point of consumption. In a competitive business environment, effective logistics management supports timely delivery, cost reduction, customer satisfaction, and overall operational efficiency. Each logistics activity plays a distinct yet interconnected role in strengthening the

 

 

Q6. Highlight the limitations of benchmarking and explain the concept of green supply chain management.            3+7     

Ans 6.

Limitations of Benchmarking

Benchmarking is a performance measurement technique in which an organization compares its processes and outcomes with industry leaders or best practices. While benchmarking helps identify gaps and improvement opportunities, it also has certain limitations.

Key Limitations of Benchmarking

One major limitation is the difficulty in accessing accurate and relevant data, as many organizations hesitate to share sensitive information. Benchmarking can also lead to imitation