1.

Discuss the Buying process of an industrial goods

2. Discuss the main forces that determine the organization buying behavior

3. Buying managers are known to assume some common of roles in a buying process. These roles are classified into six groups. identify and discuss them
4. To sustain their competitive advantage, leading edged firms make new product developments a top management priority identify and discuss the critical factors that drive a firm new product performance. 5. discuss how the following determine the success and timeliness of a new product

a) Marketing synergy and chemical synergy

b) International orientation c) Predevelopment proficiency

6. Distinguish between direct channels and indirect channel and identify three
circumstances where each channel of distribution is used.

7. Channel members assume a central role in the marketing strategies of business-to-business

firms, identify and discuss the role of the following intermediaries a) Industrial distributors b) Manufacturers representatives 8. There is no easy formula for pricing an industrial product or service. The decision is multidimensional. Its the interaction of variable of demand, cost, competition, profit relationships, and customer usage patterns, discuss the each the significance of each of the above factors to the marketer when deciding the price of a product. 9. Identify the differences between industrial market and consumer markets; discuss the implications of these differences to a business to business market. 10.

Question two