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Buss 442: Industrial Marketing Question Paper

Buss 442: Industrial Marketing

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2011

SCHOOL : SCHOOL OF BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
TIME : 2 HOURS
INSTRUCTIONS Answer Question ONE and any Other TWO Questions

Question 1
a) With the use of examples, explain the main characteristics of Industrial Marketing and consumer marketing. (15marks)
b) Describe the forces of macro environment in Industrial marketing. (10marks)
c) What are some of the strategies for industrial marketing environment? (5marks)

Question 2
a) Describe the buying centre’s roles influence in industrial marketing. (14marks)
b) As a student of marketing, hired by POSITIVE consultant. Explain clearly the buying centres roles? (6marks)

Question 3
a) What are the needs of SWOT/SCOT analysis of an industrial marketing firm. (13marks)
b) Why is it important in establishing company’s useful objectives? (7marks)

Question 4
a) Explain the relationship between marketing and strategic planning. (9marks)
b) Explain the marketing role in strategic planning process. (11marks)

Question 5
a) What is Industrial market targeting and its significance in business. (14marks)
b) Product positioning starts with the product. Explain using local examples. (6marks)

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