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Industrial Marketing Question Paper

Industrial Marketing

Course:Bachelor Of Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2009

Q1.
a) What are the major characteristics that distinguish industrial marketing from consumer marketing?(10marks)
b) Government institution are the largest industrial customers in any industrial market explain (10marks)
Question 2
a) Define the role of the different publics in the industrial marketing environment(10marks)
b) How can the industrial marketing manager make use of the changing technology to increase the industrial firm market offering?(10marks)
Question 3
a) How can an industrial marketing manager anticipate and influence government actions as far as his? her organization is concerned.(10marks)
b) Outline the strategies that an industrial marketing organization can apply in order to counter the industrial marketing environment factors (10marks)

Question 4
What is the role of various strategic business units during the industrial marketing strategic planning process?(20marks)
Question 5
a) What is an organization decision working unit DMU?(5marks)
b) What are the major buying center roles in an organization (15marks)
Question 6
Outline the major the major buying situation in an industrial market (20marks)
Question 7
a) What are the requirements for effective industrial market segmentation?(10marks)
b) Briefly explain the three alternative target market selection strategies in an industrial market.(10marks)

Question 8
With the use of a diagram illustrate the exchange process in an industrial market (20marks)
Question 9
Write short notes on
a) Industrial market segmentation (4marks)
b) Industrial market positioning (4marks)
c) Target marketing(5marks)

Industrial Marketing Question Paper

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