PAF – Karachi Institute of Economics and Technology (North Campus)

Course: INDUSTRIAL MARKETING Program: WEEKEND

Faculty: SYED FAIZULLAH JAWAD Semester: FALL
Class ID: _____________
Examination: MID EXAMINATION Date: October 25, 2020
Total Marks: 12.5 (2.50 Marks Each) Max. Time: 180 min
SECTION # B

Name: ______________________________ Enrolment :_______________________

NEED TO ATTEMPT ANY 5 QUESTIONS

Duration 3 hours (Including LMS uploading time)

1. If you are marketing car batteries to automobile OEMs and replacement markets, what kind of
marketing would you follow? 2.5 MARKS

2. “When you are marketing products like ceiling fans and furniture, you are doing doing consumer
marketing as well as business marketing.” Do you agree with the statement? Explain reason of your
answer. 2.5 MARKS

3. An industrial marketer wants to supply cold rolled steel coils top major two-wheeler manufacturer
who has been buying from three suppliers on regular basis for the past two years. As per the
purchase policy, the two-wheeler manufacturer cannot buy from more than three suppliers. What
should the industrial marketer do to change one of the suppliers? 2.5 MARKS

4. How industrial buying behavior is different from consumer buying behavior? What are the major
factors that influence business buyers? 2.5 MARKS

5. The services in industrial markets can be classified into two groups (i) Products supported by
services and (ii) pure service. Explain these two groups with the help example 2.5 MARKS

6. Why it is said that industrial marketers’ job is not over after getting order from industrial customer?
2.5 MARKS

7. How can you analyze that an industrial product is on decline stage and what marketing strategy you
suggest in this situation 2.5 MARKS