Business to Business (B2B) marketing

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General Instructions: The Student should submit this assignment in the handwritten form (not in the typed format) The Student should submit this assignment within the time specified by the exam dept The student should only use the Rule sheet papers for answering the questions. The student should attach this assignment paper with the answered papers. Failure to comply with the above Four instructions would lead to re ection of assignment Specific Instructions: There are four !uestions in this assignment. The student should answer all the four questions. "ar#s allotted $%%. &ach !uestion carries equal mar#s ('( mar#s) unless specified explicitly.

,uestion No -.

,uestion - (a) Do you think that Marketing Research plays an important role in the marketing of B2B products? Discuss it in the context of the above case.

,uestion - (%) In the context of the case /Standard 0ndustrial 1u%ri+ants (S01)23 Discuss in details !hat issues are important for the industrial buyers for buying an Industrial "roducts? ,uestion 2 #o! !ould the distribution of $%D &elevision to a household be different from distributing the same television to a five star hotel. 'xplain. ,uestion 4 M() *B% is a medium+si,ed -./0 hundred employees1 manufacturing firm in the process of purchasing for the first time an expensive multipurpose computer system to be used by various functional departments $ist the individuals and the name the one or more roles they !ill play in the buying situation. ,uestion " M() ). 2. 'nterprises a single component selling price of that component is Rs. 30 per unit and the variable cost is Rs. 40 per unit. &he annual fixed cost of the firm are estimated as Rs. 3 00 000. 5ind out the break even point in terms of units and rupees. * company !hich uses the above component as part in their final product is !illing to offer only Rs. 60 per unit but the order is for 70 000 units. )hould the vendor go for this order?