B2B Marketing

                                                                                                                  B2B MARKETING  SOLVED PAPERS AND GUESS

Product Details: B2B MARKETING

Format: BOOK

Pub. Date: NEW EDITION APPLICABLE FOR Current EXAM

Publisher: MEHTA SOLUTIONS

Edition Description: 2021-22

RATING OF BOOK: EXCELLENT

ABOUT THE BOOK

FROM THE PUBLISHER

If you find yourself getting fed up and frustrated with other SOLUTIONS book contains previous year solved papers plus faculty important questions and answers specially for  B2B MARKETING .questions and answers are specially design specially for YOUR UNIVERSITY students .

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Case studies solved
New addition fully solved
last 5 years solved papers with current year plus guess

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FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS

Overview of B to B Marketing
Meaning and scope of B 2 B Marketing; classification of business
goods; industrial customers; components of industrial market;
comparison between industrial and consumer market/marketing - why
and what of business marketing; product and demand characteristics;
customer characteristics; product/service mix characteristics; market
characteristics; marketing mix characteristics.

II Demand for Industrial Goods and Buyer Behaviour
Demand for Industrial Goods - derived demand; joint demand; price
insensitivity; price sensitivity; reverse elasticity; cross elasticity.
Industrial Buying and Buyer Behaviour - Factors affecting industrial
buying decision; environmental factors; organizational environment;
buying centre factors; roles in buying process; structural dimensions;
individual factors; buying objectives/criteria; non-economic objectives;
Webster-Wind model; Sheth model; the Buygrid model; buy classes;
buy phases; appropriate marketing strategies over various buying
situations and phases; business buying process complexity.

III Industrial Market Segmentation, Targeting & Positioning and
Relationship Marketing
Industrial Market Segmentation - requirements for effective
segmentation; macro and micro segmentations; intermediate
segmentation; nested approach to segmentation; other bases of
segmentation; benefits of market segmentation; criteria for
segmentation variables; market targeting; differentiation; positioning.
Partnering/Relationship Marketing and CRM - Characteristics of
adversarial and partnership models; lifecycle models of buyer-supplier
relationship; stages of buyer seller relationship models; selection of
firms for collaboration; production linkages and industrial marketing;
CRM.

IV Industrial Product and Pricing Decisions
Product Decisions – Industrial product; product lifecycle; new product
development; classification of new products; product
revitalisation/elimination.
Industrial Pricing - Characteristics of industrial prices; factors affecting
pricing; pricing objectives; costs in industrial pricing; pricing methods/
approaches; new product pricing; pricing over the PLC; pricing
policies; geographic pricing; transfer pricing; leasing.
Second Internal Examination
V Industrial Marketing Communication and Logistics
Industrial Marketing Communication - Communication mix; salient
features of business marketing communication; major decisions in
industrial marketing communication; trade fairs and exhibitions.
Personal Selling - Types of industrial salesmen; management of sales
force; knowledge/training for sales force; organising sales force;
personal selling process; summary.
Industrial Marketing Logistics - Components of logistics; importance
of logistic; business-to-business logistical services; supply chain
management; types of distribution; channel systems; multi-channel
marketing system; channel conflicts; factors influencing channel
design.