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MKT 211 – Business to Business Marketing

Final Review

1. Presentation Photos Sharing2. Comments on Project Presentation3. Final Exam Information & Review Questions4. Peer Evaluation of Your Group Members

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Project Presentation

Topics Peer

Dairy Industry in China - Bill 8

FedEx – Jonavon 6.9

Towngas - Kelvin 8.6

Nestle 7.3

Watson distilled water - Tony 7.4

Sanlu tainted milk incident 7.2

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Positive Comments:

1.Formal dress made you look professional2.Eye-catching ppt slides with video aid3.Well-organized content and presentation flow4.Good coordination among the members5.Confident at Q&A session6.Very fluent English7.Loud voice

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Negative Comments:

• Chatting when another member is presenting• Low voice• Too much information (text) in the slides• Read off notes• No eye contacts• Questions asked not really answered

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The most impressive moments:

I would like you to recall the most impressive moments in your memory:

For example:

The most fluent presenter

The loudest (or shyest) presenter

The most impressive event

The best coordination among the group members

……

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Final Exam Information

- This paper contains TWO sections (Section A and Section B) and a total of SIX questions.

- This paper carries 100 marks. Section A carries 40 marks while Section B carries 60 marks.

- Answer TWO COMPULSORY questions in Section A and choose any TWO questions out of FOUR in Section B.

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Final Exam Information

December 17 (Wednesday)09:30-11:30NAB319

Review Questions – I believe these are the questions at minimum you should be able to answer at the end of a B2B course

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Review Questions - Before the Midterm:

1. What is B2B and how do business customers and demand of the business markets differ from those of final consumer

markets?2. Why is the government such an attractive and unique market?3. Why has supply chain management “come to the forefront” in

recent years?4. Why should a firm concentrate on its current customers? If it

does, how can it grow?5. What critical elements must be present in all strategic plans?

What is the significance of the 2 to 20 year horizon for such efforts?

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Review Questions - After the Midterm:Product Development and Management

6. Describe the core, actual, and augmented levels of a product.7. Some authors have combined the life cycle and portfolio matrices into one model.

How would you do that? What are some limitations of the model?Price Management

8. Why are the monopolistic and purely competitive markets considered to be unrealistic?

9. Differentiate between a push and a pull strategy.10. Differentiate between bidding and negotiated pricing.

Channel Management11. Differentiate different types of channel intermediaries.12. How channel members can react to conflict?13. Describe different relationship forms in channels.

Communication Management14. What distinguishes IMC from other communication approaches?15. How do IMC goals relate to strategic marketing goals? 16. Describe two budgeting for communications and comments on them.17. What trade shows mean to business to business? 18. How do trade shows resemble and differ from advertising?19. How can direct mail be combined with the telephone to achieve synergy?20. What relationship exists between the type of customer served by a firm and its choice

of sales strategies?