1.

List the classifications of industrial products

2. List the types of buying situations

3. What is meant by learning curve?

4. What is positioning

5. Why industrial customers buy from distributors

6. Explain buying centre

7. Why industrial customers buy form distributors

8. Explain segmentation

9. Explain the properties of a product

10. what is an augmented product, give an example

11. Identify the price determinants for industrial products

12. Explain Value Added reseller.

13. a. explain the roles of buying centre

b. explain target market strategies

14. a. explain the buying objectives

b. explain organizing of the sales force

15. a. what are the functions of industrial advertising

b. explain the types of industrial intermediaries

16. a. diff b//w industrial and consumer marketing

b. explain new product development process

17. a. list the aims of customer relationship management

b. explain the methods of evaluating the supplier performance

18. a. how do you evaluate channel members

b. explain the methods of pricing new products

19. a. what is the role of E-commerce in Industrial Marketing

b. explain industrial product life cycle strategies

 PART –C

Read the following case carefully and answer the questions given at
the end of the case.

20. Case

There was a government tender for the supply of a boiler for a

power plant to be started by NTPC. Two companies were short
listed. One was ACC Babcock (old name) and the other was BHEL.
While ACC had quoted in the tender for just the supply of the boiler,
BHEL has quoted for the entire project including civil works,
electrical works, plumbing works along with the supply of the boiler.
But BHEL’s price was 30% higher. Inspite of the higher price BHEL
got the order.

Answer ALL the questions given below:-

(5*5=25)

a. what was the theoretical reason for BHEL being able to get the
order

b. Industrial buying process, particularly using tenders vary on a

case to case basis, explain

c. how important is branding in industrial marketing

d. what strategies ACC babcook should adopt in the future to avoid

such circumstances.

******************************************
*******

1. What is systems marketing

2. What are the diff types of Industrial Products?

3. What are the ways to maintain indirect channel effectiveness?

4. What is creeping commitment?

5. What Is positioning in Industrial Market

6. What is meant by learning curve?

7. What are the roles of buying centre?

8. Briefly explain penetration strategies

9. List the types of buying situations

10. Define industrial marketing

11. Diff b/w broker and a commission agent

12. What are buy-grids? Explain

PART B

Answer any FIVE questions given below. Each sub section (a) carries
3 marks & (b) carries 7 marks:-

( 5*10=50)

13. a. what is the relevance of a specialized branearch of study

called Business Marketing

b. give an account of classifications of business goods with its

marketing implications

14. a. illustrate with an example, why an industrial demand is called

derived demand

b. explain value analysis

15. a. what are the conflict resolution strategies

b. explain the strategies for managing the industrial marketing

environment

16. a. what are the ways to maintain indirect channel effectiveness

b. why do you use distributors in Industrial Marketing?

17. a. what are the conditions favorable for price penetration

strategy

b. Briefly discuss various tasks of Physical distribution process

18. a. what are the uses of Advertising in industrial Market

 b. briefly discuss the methods used in industrial marketing for
business promotion

19. a. what is target market process.

b. how the government can influence the industrial marketing

environment

PART –C

Read the following case carefully and answer the questions given at
the end of the case.

20. Case

Webel SI energy system is India’s second largest manufacturer of

photo voltaic cells and modules. Photo voltaic, as the word implies
(Photo=Light, Voltaic=Electricity) covert sunlight directly into
electricity. Solar cells on calculators and satellites are photo voltaic
cells or modules. Solar energy is the most readily available source
of energy and for free. According to a study India receives solar
energy equivalent to over 5000 trillion kWh/year, which is more
than the energy consumption of the country. In this backdrop, as a
marketing head to this organization, answer the following
questions:

Answer ALL the questions given below:-

(5*5=25)

a. how would you assess the market opportunities

b. how would you plan for deployment of sales force

c. how would you organize the sales force

d. how would you control sales force activities

e. what is the media that you would choose.

******************************************
*******

1. Define B2B

2. What is interface level in industrial Marketing Environment?

3. What do you mean by value analysis?

4. What is a new industrial product?

5. What is competitive bidding?

6. Define e-commerce

7. Define conflict?

8. What are trade shows?

9. What is vendor analysis?

10. What do you understand by SIC

11. What are the different costs involved in determining the Price
12.

13. a. What are the methods to evaluate the vendors?

b. depict the organizational buying decision process in a flow

chart form in a non-repetitive buying situation a private company
with an annual turn over of 500 crore rupees

14. a. write a note on Niche Marketing strategy

b. depict the industrial selling process in the form of a flow chart

15. a.what are features of Industrial Market research

b. explain the product strategy for a new business good

16. a. what is leasing in industrial markets?

b. explain the application of PLC theory to industrial product

strategies

17. a. how do you classify industrial products

b. explain the nature and characteristics of Industrial Marketing

18. a. what are the different buying situations in industrial Markets

b. discuss how media plan in the industrial markets is effectively

developed

19. a. what is joint demand

 b. explain the use of sales promotion in industrial markets

PART –C

Read the following case carefully and answer the questions given at
the end of the case.

20. Case

Answer ALL the questions given below:-

(5*5=25)

a.

b.

c.

d.

e.

******************************************
*******