Semester 4

Industrial Marketing

20 Marks

Answer any 5 from the following: Each question carries 4 marks.

1) What are the 6 Ps of Industrial marketing? Elaborate. 48

2) What is Derived Demand?

54

3) What is value analysis and what is the importance of brainstorming during the analysis? 81/83

4) In industrial buying what is the importance of vendor performance? 95-98

5) How does General Motors evaluate its suppliers? 115

6) The perception of power has a great bearing during negotiations. Please explain. 154

7) What different performance measures are adopted in controlling marketing plans? 284-286

8) Which according to you is the most motivating factor in directing the sales force? Why? 476