Maharashi Dayanand University (MDU) 2007 M.B.A INDUSTRIAL KETING - Question Paper

M.B.A. 2Yr. fourth Sem. (DDE) exam July, 2007 INDUSTRIAL MARKETING Paper: MM-I
Time : 3 hours] [ Maximum Marks: 70 Before answering the question, candidate should ensure that they have been supplied the accurate and complete ques. paper: No complaint in this regard, will be entertained after exam.
Note: Attempt any 5 ques. in all. Selecting at lowest 1 ques. from every unit, all ques. carry equal marks.
UNIT -I
1 .Discuss the nature of industrial marketing. How is it various from consumer marketing? Which of them is more challenging and why?
2 discuss the features of industrial marketing concept.
How does it help in developing good understanding of industrial markets?

Unit-II
3. What is the basis of segmentation of industrial markets? How does it help in targeting and. Positioning?

4. "Assessing market opportunities is the key to the formulation of industrial market strategy." Comment. .Explain the process of industrial market strategy formulation.
UnitIII
5. explain in detail the role of industrial distributor in the overall marketing strategy of an organization.

6. elaborate the advantages of planning and organizing selling functions in industrial marketing? elaborate the major considerations while organizing selling function?
Unit IV
7. Is determination of optimum price levels a difficult task in industrial markets? discuss and illustrate. How are pricing decisions taken in industrial marketing?

8. Write notes on:
(i) Role of advertising in industrial marketing.
(ii) International industrials marketing

Earning:   Approval pending.