Punjab Technical University 2007 B.B.A CONSUMER BEHAVIOR - Question Paper

Roll No. ......................
Total No. of ques. : 13] [Total No. of Pages : 02
Paper ID [B0153]
(Please fill this Paper ID in OMR Sheet)
BBA (805) (S05) (Sem. - 5th/6th)

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

part - A
(15 × two = 30)
Q1)
a) Industrial Vs. consumer marketing.
b) describe marketing.
c) Customer wants.
d) Quality circle.
e) Market targeting.
f) describe strategy.
g) Zero level channel.
h) Demand forecasting.
i) Scheduling.
j) Warehousing.
k) Publicity.
l) Advertising effectiveness.
m) Selective distribution.
n) Value addition.
o) Value based pricing.
J-8696[S-9700700] P.T.O.

part - B
(9 × five = 45)
Q2) How the expectation of industrial customer is various from ordinary
customer?
Q3) How buyer’s motives influence the selection process of supplier?
Q4) elaborate the kinds of purchasing organization?
Q5) What is the valuation process in market identification?
Q6) What is the role of market segmentation in industrial marketing?
Q7) Write in detail about niche marketing.
Q8) Why positioning is difficult in the industrial market?
Q9) What strategies you will adopt for different stages of industrial product life
cycle?
Q10) elaborate the levels of channel available in the distribution of industrial
goods?
Q11) elaborate the different sales promotion techniques in industrial goods
marketing.
Q12) What strategies can ensure effective personal selling?
Q13) elaborate the different kinds of pricing?
Q
J-8696[S-9700700] 2

Earning:   Approval pending.