Q1 Industry based case study 20 marks

Q2 to Q7( answer any 3 each of 10 marks)

IMPORANT TOPICS

1. Different types of buying in B2B(New task buying,Straight rebuy,Modified rebuy)

http://www.opentextbooks.org.hk/ditatopic/16280

2. What is line organisation & staff organisation, vertical, horizontal organisation?Explain

with examples
https://www.managementstudyguide.com/line_organization.htm
https://www.managementstudyguide.com/line_staff_organization.htm
https://smallbusiness.chron.com/definitions-horizontal-vertical-organizations-
23483.html

3. Factor in Decision making units(DMU) and major players in DMU

http://www.marketingteacher.com/decision-making-unit-2/

4. Identify members of DMU, what roles do each one play

5. A scenario will be given in paper..now explain how will you sell a particular product or
service

6. Sales Conflict Pg 59

https://www.insidespin.com/sales-conflict.php

https://blog.imaginellc.com/how-to-fix-the-growing-conflict-between-sellers-and-buyers

7. Conflicts in distribution channel

https://www.marketing91.com/types-channel-conflicts/

https://www.slideshare.net/gitikajagwani/channel-conflicts

8. Different types of Buying Behaviour

https://managementation.com/4-types-of-consumer-buying-behavior/

9.Difference in B2B & B2C

https://blog.hubspot.com/agency/differences-b2c-b2b-marketing

https://www.quora.com/What-is-the-difference-between-B2B-and-B2C