Punjab Technical University 2007 B.B.A ( 5/6sem)-INDUSTRIAL KETING ( - 805) - Question Paper

BBA (Semester - 5th/6th)

INDUSTRIAL MARKETING (BBA - 805)

Time : 03 Hours Maximum Marks : 75
Instruction to Candidates:
1) part - A is compulsory.
2) Attempt any 9 ques. from part - B.

part - A
Q1) (15 x two = 30)
a) describe Industrial Marketing.
b) Differentiate ranging from Industrial and Consumer Marketing.
c) What do you mean by institutional Buyers.
d) elaborate different elements of industrial marketing?
e) Name different methods of demand forecasting for industrial products.
f) What is vendor analysis?
g) elaborate benefits of segmentation?
h) What do you mean by product design?
i) describe positioning?
j) elaborate various factors to be kept in mind while selecting channels for
distribution?
k) describe Industrial Advertising.
l) What is competitor parity pricing?
m) elaborate functions of setting sales budgets?
n) What factors you will keep in mind while deciding pricing of an industrial
products?
o) elaborate advantages of using samples as promotional tools for industrial
products?

part - B
(9 x five = 45)
Q2) Outline the concept of Industrial Marketing. discuss the different motives of
industrial customers.
Q3) Highlight characteristics features of Industrial customers, with suitable
illustrations.
Q4) define important Industrial marketing decisions, with suitable illustrations.
Q5) How will you identify markets for Industrial products? what are with suitable
illustrations.
Q6) What bases of segmentation you would recommend to segment the industrial
markets with suitable illustrations.
Q7) discuss characteristic features of a good channel strategy in Industrial
marketing.
Q8) Highlight the importance of Product Design in Industrial Marketing, with
suitable illustrations.
Q9) Write notes on :
(a) Target Marketing
(b) Channel Logistics
Q10)Explain salient features of various media commonly used for Industrial
advertising.
Q11)What are different sales promotional tools normally used in Industrial Marketing?
Elaborate.
Q12)Elaborate on the role of personal selling in Industrial Marketing, with suitable
illustrations.
Q13)What are various tools of Industrial Marketing Control? discuss with suitable
illustrations.

Earning:   Approval pending.