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Industrial Marketing Question Paper

Industrial Marketing 

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2009



KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2009/2010
FIRST SEMESTER EXAMINATION FOR THE DEGREE OF
BACHELOR OF COMMERCE

BBA 409: INDUSTRIAL MARKETING

DATE: Wednesday 23rd December 2009
TIME: 4.30pm -6.30pm



INSTRUCTIONS:
Answer any 4 questions

Q1.
a)
Explain why industrial purchasing is not a totally rational process.
[10marks]
b)
Explain the concept of a buying centre.
[10marks]

Q2.
a)
Highlight the various types of industrial products.
[5marks]
b)
Briefly explain the above.
[15marks]

Q3.
“Industrial marketing is a waste of time and resources”. Discuss. [20marks]

Q4.
Explain the dichotomy between industrial and consumer marketing bringing out
clearly the differences and similarities. [20marks]

Q5.
Define industrial marketing management.
[5marks]

Explain the steps in industrial buying process giving examples.
[15marks]







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