Subject: B2B Marketing & CRM

Q1) Define industrial marketing and explain the differences between Industrial and consumer
marketing.
(10)
Q2) You are a buyer employed at the JD group and you are responsible for buying furniture
and appliances for retail to the mass market in India. Discuss the factors that will most
probably influence your buying behavior.
(10)
Q3) Explain the factors determining the price of Industrial products. State the objectives of
industrial pricing.
(10)
Q4) What is new product development? Explain the steps involved in it.

(10)

Q5) Retention of customers in the current competitive scenario is a challenge for the
organization. Critically analyze this statement in the light of loyalty programs initiated by
companies.
(10)
Q6) Define CRM. Explain the various steps involved in customer relationship framework.
(10)
Q7)Why do conflicts develop between channel members? Suggest the mechanisms to resolve
them.
(10)

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