Answer Question 1 and any two others.

1. (a)What is market segmentation?

(b)Discuss the macro segmentation variables used to segment industrial markets.

(c)How are potential segments evaluated?

2. (a)What criteria do organizations use to select suppliers?

(b)Discuss the various methods used to evaluate supplier performance.

3. (a)What is a buying center?

(b)Critically discuss the different roles that members of the buying center play.

4. (a)Discuss the different buying situations faced by organizational buyers.

(b)What is:

(i)Joint demand?
(ii)Derived demand?

5.Discuss the differences between industrial and consumer goods with respect to channels and promotion related
characteristics.

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