EXECUTIVE MASTER OF BUSINESS ADMINISTRATION (EXMBA)
00
O O
Term-End Examination December, 2011
MCTE-079 : BUSINESS TO BUSINESS MARKETING Maximum Marks : 100
Time : 3 hours
Note :
Answer any five questions. All questions carry equal marks.
1.
What are the challenges of the decision maker in 20 a B to B Market ? Illustrate with suitable example.
2.
What are the salient features of Consumer Marketing and how it is different from B to B
20
Marketing ? 3.
What are known as Terms of Trade ? What are
20
the critical factors in the Terms of Trade ? 4.
What is negotiation ? Briefly outline the
20
importance of negotiation skills in the marketing process of a B to B Market ? 5.
Discuss the factors influencing the Distribution Channel in the B to B Marketing ?
MCTE-079
1
20
P.T.O.
6.
Briefly outline the promotional mix that is suitable
20
in a B to B Market ? Explain with suitable illustration. 7.
Discuss the strategies to enter into B to B
20
Market ? 8.
Who is a customer ? How the customer is different from consumer ? What are the critical components of Customer Relations Management (CRM) in a B to B Market ?
MARKETING. Time : 3 hours ... Page 2 of 2. 6. Briefly outline the promotional mix that is suitable 20 ... Displaying Business to Business Marketing.pdf. Page 1 of 2.
Online PDF Business to Business Marketing Management: A Global Perspective .... a responsibility to their company and specialist product knowledge, are more ...
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