No. of Printed Pages : 2

MCQ-030

MASTER OF BUSINESS ADMINISTRATION (SUPPLY CHAIN MANAGEMENT) 00 (MBASCMFL)

11-')

Term-End Examination

O O

June, 2013 MCQ-030 : SOLUTION SELLING AND CONSULTING

Time : 3 hours

Maximum Marks : 100

Note : Answer any five questions. All questions carry equal marks.

1.

What qualities must a consultant have to add 20 value in a supply chain operation ?

2.

(a) Compare and contract EOI with RFI.

10

(b) Explain sales cycle for a services business with examples.

10

3.

Prepare a Request for Quotation for a retail firm 20 that is buying racks for its warehouse.

4.

How does a supply chain manager explain the 20 pain areas to an external consultant ?

5.

What are the differences between an expert 20 advice and a consultant's solution ?

MCQ-030

1

P.T.O.

6.

How can supply chain managers play a role in

20

reducing the sales cycle time ? 7.

Where do consultants get their skills and expertise

20

from ? S.

(a) Write a short note on value proposition 10 analysis. (b) How does knowledge management help in consulting ?

MCQ-030

2

10

(MBASCMFL) Term-End Examination June, 2013 MCQ-030

(b) Explain sales cycle for a services business 10 with examples. 3. Prepare a Request for Quotation for a retail firm 20 that is buying racks for its warehouse. 4. How does a supply chain manager explain the 20 pain areas to an external consultant ? 5. What are the differences between an expert 20 advice and a consultant's ...

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