SVKM’s NMIMS MUKESH PATEL SCHOOL OF TECHNOLOGY MANAGEMENT & ENGINEERING / SCHOOL OF TECHNOLOGY MANAGEMENT & ENGINEERING ! Academic Year: 2021-22 Programme: MBA Tech (All Stream) Year: IV Semester: VIII Subject: B2B Marketing : Marks: 100 Date: 11 June 2022 ‘Time: 10.00 am to 12.00 noon Durations: 2 (Hrs) No. of Pages: oz Re-Examination (2021-22) Instructions: Candidates should read carefully the instructions printed on the question paper and on the cover of the Answer Book, which is provided for their use. 1) Question No. is compulsory. 2) Out of remaining questions, attempt an 3) Inall__S_questions to be attempted. 4) All questions carry equal marks. \ 5) Answer to each new question to be started on a fresh page. 6) Figures in brackets on the right hand side indicate full marks. {__ questions. 7) Assume Suitable data if necessary. Bi ‘i - - 2 | Answer beefy (20) CO-T; S0- fs j :BL- Derived demand smans_ | Understan 4 — CO-2;80- |. iBL- Strategies for entry in intemational markets Sears | Understan 5 | 4 22] (0-3; S0- |e BL Key account management cnet Understan 4 C0-2; SO- [a ] :BL- BCG Growth-Share Matrix 5 marks | Understan | 4 | 2 @ Business marketing and consumer products marketing are different in many | CO-1; So- ways. Do you agree with this statement? Explain your answer with the help of | (20) ieee suitable examples iee One of the important decisions of a B2B organization is selecting the customers, C02; So- | 3 BL- which it can serve effectively. Explain the variables, which a B2B marketer can | (20) Nader use for segmenting the market using examples of your choice. [er : : Been One of the challenging tasks in B2B marketing is the development of new | | “BL ° products. Design a systematic process for new product development and explain | [20] : cach step in detail with the help of suitable examples. fos P Ip of suitable examp! “ Vikram is a sa Sf facturing B2B products een ikram is a sales manager of a company manufacturing B2B products. Prepare a step-by-step selling process that he can use in the market place to sell to eo, a prospective clients. % 0-3; SO- . . . You are a marketing manager of a company manufacturing B2B industrial +BL- products. Evaluate the various factors affecting the pricing decision of your | 1 Evaluate product