MKT 211 – Business to Business Marketing
© 2005 John Wiley & Sons
Final Review
1.
2.
3.
4.
Presentation Photos Sharing
Comments on Project Presentation
Final Exam Information & Review Questions
Peer Evaluation of Your Group Members
PPT 1-1
Project Presentation
Topics
© 2005 John Wiley & Sons
Dairy Industry in China - Bill
Peer
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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© 2005 John Wiley & Sons
Positive Comments:
1. Formal dress made you look professional
2. Eye-catching ppt slides with video aid
3. Well-organized content and presentation flow
4. Good coordination among the members
5. Confident at Q&A session
6. Very fluent English
7. 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
© 2005 John Wiley & Sons
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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
© 2005 John Wiley & Sons
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.
© 2005 John Wiley & Sons
- 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)
09:30-11:30
NAB319
© 2005 John Wiley & Sons
Review Questions – I believe these are the questions at
minimum you should be able to answer at the end of
a B2B course
PPT 1-7
© 2005 John Wiley & Sons
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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© 2005 John Wiley & Sons
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 Management
11. Differentiate different types of channel intermediaries.
12. How channel members can react to conflict?
13. Describe different relationship forms in channels.
Communication Management
14. 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?
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