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Bbm 332: Industrial Marketing Question Paper

Bbm 332: Industrial Marketing

Course:Bachelor Of Business Management

Institution: Moi University question papers

Exam Year:2017

ANSWER QUESTION ONE AND ANY OTHER THREE QUESTIONS

QUESTION ONE

a) explain the difference between consumer markets and organizational markets. 10marks
b) evaluate the best approach of promotional strategy for business markets, 10marks
c) discuss the influence of government in industrial marketing, 8marks
d) "the type of buying situation a firm is facing is not as important as buying process" discuss. (12mark)

QUESTION TWO

a) how do brands assist customers and brand owners? 12marks
b) explain how business markets might benefit from adopting a branding approach. 13marks

QUESTION THREE

a) discuss the unique characteristics of organizational purchasing. 10marks
b) explain the roles and participants in industrial buying process, 15marks

QUESTION FOUR

a) "marketing to industrial firms is enhanced through the understanding of value analysis" explain the reasons why. 15marks
b) explain how customer loyalty can be enhanced in industrial markets . 10marks

QUESTION FIVE

a) analyze how distribution of industrial products can be effectively done. 12marks
b) evaluate the criteria used when developing market segments. 13marks

QUESTION SIX

a) discuss how business markets can develop relationships between buyer and seller and types of relationships formed. 15marks
b) evaluate the process used in organizational buying. 10marks

Bbm 332: Industrial Marketing Question Paper

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