Dr.

Vithalrao Vikhe Patil Foundation’s

Institute of Business Management & Rural Development
M.B.A. - INTERNAL EXAM – Mar. 2022
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Name of The Student: _________________________________________________________ Roll No: ___________________

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Total No. of Questions: 30] [Total No. of Pages: 2]

312-MKT : BUSINESS TO BUSINESS MARKETING

(2019 Pattern) (Sem. III) (CBCS)
[Time: 2 Hours] [Max. Marks: 50]
Instructions to the candidate:
1) Solve any 5 questions from Section I & All Questions are compulsory from Section II.
2) Section I carries 25 Marks & Section II carries 25 Marks.
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SECTION I
Q.1) Give Comparison of Business-to-Business &Business-to-Consumer Marketing. 5 Marks
Q.2) For MRF tyres, highlight any five differences between B2B marketing and B2C marketing. 5 Marks
Q.3) Explain Role & Characteristics of Personal Selling in Business-to-Business Marketing. 5 Marks
Q.4) Give Distinctive Nature of B To B Distribution Channels Business-to-Business Marketing. 5 Marks
Q.5) Write a detail note on Current Trends for B to B markets. 5 Marks
Q.6) Comment on Use of Social Media, technology, digital platforms by B to B organizations 5 Marks
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SECTION II
1. Which of the following is not a type of buy class?
a) New task b) Straight rebuy. c)Switch buy. d) Modified rebuy
2. The development & maintenance of _____ between buying & selling organizations is pivotal to success.
a) products b) relationships c) services d)system
3. These goods and services are 'consumables' as they are necessary to keep production processes and the organization running.
They are known as:
a) Input goods. b) Equipment goods. c)Supply goods. d)Commodity.
4. When making a buying decision about a product the organization has purchased before, if an organization decides that it needs
to change the specification of the product, further negotiate on price levels with the supplier, or perhaps make an arrangement
for alternative delivery patterns, this is an example of which type of buying decision?
a) Straight rebuy. b) Switch buy. c) Modified rebuy. d) New task.
5. Which of the following is not membership of an organization's decision-making unit?
a) Initiators. b) Users. c) Contractors d)Gatekeepers.
6. In a business buying centre situation, the people who use the product once it has been acquired and who will also evaluate its
performance are called:
a) Users. b) Consumers. c) Influencers. d)Gatekeepers.
7. There is a huge number of different types of commercial organization. Organizations, where one company purchases and re-
labels a product and then incorporate it within a different product in order to sell it under a different (their own) brand name, are
called:______
a) suppliers. b) distributors. c) original equipment manufacturers. d) retailers.
8. The purchasing strategy that refers to a buyer's efficiency orientation where the main purchasing goal is to seek the lowest
price for the product is known as:
a) bargainer b) price minimizer. c) clockwiser. d) adaptator.
9. The ___________ purchasing strategy refers to network relationships that function predictably and precisely.
a) adaptator b) clockwiser c) bargainer d)projector
10. _______________can be distinguished as an independent type of organisation. They provide services to all other organisations
and can be found in many sectors.
a) Professional service firms b) Suppliers c) Agencies d)Manufacturing firms
11. When one company re-labels a product and incorporates it within a different product, in order to sell it under its own brand
name and offering its own warranty, support and licensing, what is this referred to as?
a) Government. b) Original equipment manufacturers (OEMs). c) Retailers. d) Distributors.
12. The development of ______________techniques has enabled organizations to concentrate on their core processes and to
outsource all other activities.
a) logistics management b) supply chain management c)lean management d)supplier research
13. The purchase of goods or services for use by an organization in producing other goods and services, to support the daily
operations of the organization, or for resale is called:
a) wholesale marketing b)business-to-business marketing.
c) corporate marketing d) distribution marketing
14. Which of the following is not one of the main factors of business markets?
a) The nature of demand. b)The buy phases.
c)Buyer-Seller relationships. d)The buying processes
15. Examples of business market items that would usually be purchased as a straight re-buy are:
a) high-quality raw materials b) heavy-duty machinery.
c) paper clips and pencils. d)computers.
16. B2B marketing is fundamentally different from consumer goods or services marketing because:
a) distribution channels for business products are significantly longer
b) customer relationships for business products tend to be short-term and transactions-based.
c) organizational buyers do not consume the products or services themselves
d) customer service plays a smaller role in the distribution of business products.
17. Three broad types of B2B organizations are identified as:
a) Domestic, regional and international organizations
b) Small, medium and large enterprises
c) Commercial, government and institutional organizations
d) Small companies, large enterprises and not-for-profit organizations.
18. Organizational buying behaviour is about:
a) determining the characteristics of the needed product.
b) the functions and processes, strategy, and the network of relationships
c) searching for qualified sources.
d) evaluating proposals and selecting suppliers.
19. The function performed by the gatekeeper in the company decision-making unit is to:
a) supply information to guide the evaluation of alternatives.
b) select a supplier and implement the procedures for securing the goods and services.
c) choose which goods and services will actually be bought.
d) control the information that all members of the decision-making unit will review.
20. Products and services bought and sold through business markets are categorized as ________
a) manufacturing goods, equipment goods, and supply goods.
b) consumer goods, services, and supply goods.
c) input goods, equipment goods, and supply goods.
d) input goods, services, and supply goods.
21. The starting point for discussing segmentation is _____.
a) Segregation. b) Positioning. c) Both. d) None
22. _____ and ____ are the major factors influencing the selection of suppliers.
a) Price and Quantity b) Price and Quality. c) Price and Delivery. d) Quantity and Delivery.
23. Creating image of product in the minds of target group is called
a) Marketing b) positioning c) Branding d) Popularizing
24. Which of the following strategies is usually followed by B2B companies with respect to promotion strategy?
a) Push strategy b) Pull strategy c) Blocking strategy d) Integrated strategy
25. The reduction in the price of a product for a short span of time is known as___________
a) Rebate b) Free Offer c) Price off offer d)Trade offer

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BEST LUCK !!!