SCDL

Program Name:
Subject:
Assessment Name:
Weightage:
Total Marks:
Duration:

PGDBA
B2B Marketing
B2BM - Exam
70
70
80 mins

Online Examination:
Online examination is a Computer based examination.
Online examination comprises of Total 29 Questions - Out of 70 marks.
Duration of online examination will be of 1 Hour 20 minutes (80 minutes).

Section - I Instructions:
- It is compulsory and has total 3 Subjective Questions.
- Students are required to solve any 2 Subjective Type Questions. Each question is of 5 marks.
- Section I is out of 10 Marks.
Please refer following instructions regarding Subjective examination:
- While attempting subjective examination Text formatting facility will be disabled such as use of bullets,
making the text bold, underlining the text etc. Only normal character on the key board will be available.
- Special characters available on the keyboard will be allowed.
- Students can not attempt more than 2 questions out of given 3.
- A blank (space typed) or any entry in the space provided will be considered as question is answered.
- Hand written answers are not allowed. Subjective test can be answered by using key board.
- No brail support shall be provided, but writer assistance shall be allowed. The student has to intimate it to
SCDL well in advance by completing applicable formalities.
- Answers for both the questions should not exceed more than 110 words. The maximum word limit per
answer is 55 words (for Subjective part).

Page 1 of 7

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1) Enlist the main components of the channel management budget.

(5)
1. Compensation to the channel partners. 2. Transportation cost. 3. Warehousing cost. 4. Channel
administrative costs.
2) When are Joint Ventures required?
(5)
Joint ventures are required, when (1) An activity is uneconomical for an organization to do alone, or when
(2) the risk of business has to be shared and risk is reduced for the participating firms, and when (3) the
distinctive competencies of two or more organizations can be brought together and expertise could be
combined to make effective use of resources.
3) Which are the three contemporary streams of research in organisational buying behaviour identified by
Prof. Jagdish N. Seth?
(5)
1. Buyer-seller interaction and buyer-seller relationships, especially in the area of channels as customers.
2. Partnering with suppliers to achieve better product quality and customer satisfaction. 3. Supply chain
partnering and the use of information technology in organisational buying.

Section 1 is complete.
Please click on "Next" button to proceed.

Section - II Instructions:
- It comprises of Objective Questions Only.
- Total 60 marks are allotted for objective type questions.
- The objective questions are of following type and carries marks as given under.
Multiple Choice Multiple Response
Multiple Choice Single Response
True or False
Select a Blank
Match the Column
Total Questions
Total Marks

Page 2 of 7

: 4 Questions - 16 Marks (Each 4 marks)

: 9 Questions - 18 Marks (Each 2 marks)
: 5 Questions - 5 Marks (Each 1 mark)
: 5 Questions - 5 Marks (Each 1 mark)
: 4 Questions - 16 Marks (Each 4 marks)
: 27
: 60

SCDL

1) The analysis used to condense the listing of most relevant problems and opportunities of a firm is
(2)
1] SWOT analysis
2] Strategy analysis
3] Situation analysis
4] Marketing analysis
2) This concept holds that the consumer will support those products that are produced in large quantities at
low unit cost.
(2)
1] Societal marketing concept
2] Production concept
3] Selling concept
4] Marketing concept
3) Market conditions are studied in the context to see if
(2)
1] Customer preferences can be changed
2] The product suites to their taste
3] Sales could be maximised
4] There is any change in the income levels of consumers
4) :BLANK is a managerial function.
(1)
1] Planning
2] Programming
3] Distribution
4] Scheduling
5) In a mature industry, a product can be differentiated by using the strategy of
(2)
1] Reducing the cost of product
2] Skillful advertising
3] Radically new technology
4] Concentrating on quality
6) It connects internal systems with external eMarkets as required.
(2)
1] Ad hoc Interconnection
2] Integration Hub
3] Derivative Hub
4] Common Hub
7) One of the most important constraints, which is lifted by internet and e-commerce in B2B marketing, is
(2)
1] time & distance difference
2] negotiations
3] lack of direct communications
4] payments
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8) In B2B markets, consistent customer contact for product/ service design or managing delivery schedules
may not be essential.
(1)
1] True
2] False
9) Customer relationship management in B2B marketing is more complex compared to ______________
marketing.
(2)
1] FMCG / FMCD
2] durable goods
3] semi durables
4] industrial
10) Getting a steady and repeated business from existing customers is always a matter of concern for any
seller business organization.
(1)
1] True
2] False
11) Sometimes the buyers can influence the prices of products in an industry. Especially when they are
large-volume buyers, the product is a significant aspect of the buyer's costs or purchases,
(2)
1] bargaining Power of Buyers
2] purchasing Power of Buyers
3] demand of the product
4] supply of the product
12) Under this approach, a company has to take into consideration several factors affecting the product and
the society.
(2)
1] The societal marketing concept
2] The segment concept
3] The marketing concept
4] The sales concept
13) Operations of non-profit institutions normally depends on private donations from
(4)
1] Government funding
2] Private funding
3] Corporations
4] Political funding
14) There are :BLANK marketing concepts, which are adopted by organisations for their marketing
activities.
(1)
1] Nine
2] Five

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3] Six
4] Eight
15) One who has a share or an interest, as in an enterprise, is called a :BLANK .
(1)
1] Chairman
2] Stakeholder
3] Corporator
4] Manager
16) The characteristics of an Image is that it is
(4)
1] Feeling based
2] Objective
3] Prejudiced
4] Subjective
17) Following are the occasional factors affecting organisational buying decision:
(4)
1] Geographical factors
2] Physical environment
3] Technological factors
4] Political factors
18) Sales management differs from general management in these two ways:
(4)
1] The buying ideas must be conceived as a necessary part of the operation
2] The selling ideas must be conceived as a necessary part of the operation before applying management
techniques on the sales personals
3] The types of costs are on the increase and the chances of wastage are greater
4] The types of profits are on the increase
19) Both before and after initial contact with a customer, a supplier's external organisational issues can create
steep barriers to success.
(1)
1] True
2] False
20) Match the Following
(4)
1] Differentiation strategy
2] Cost leadership strategy
3] Differentiation focus strategy
4] Cost focus strategy

1] Buyers' criteria
2] Lowest cost
3] Special needs of customer
4] Lower cost in the same market segment
5] Optimal cost
6] Production criteria

21) Market promotion in the form :BLANK has been made possible to the target group of customers due to
internet and e-commerce.
(1)
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1] e-advertisements
2] direct marketing
3] sales incentives
4] publicity
22) For database marketing, the Internet has done wonders; indeed, it is creating a new economy.
(1)
1] True
2] False
23) :BLANK is essential to achieve objectives of B2B database marketing.
(1)
1] direct marketing
2] indirect marketing
3] sales promotion
4] advertisements
24) Match the Following
(4)
1] The description given by Office for National Statistics, UK to the
variable 'Standard Industrial Classification'
2] The description given by Office for National Statistics, UK to the
variable 'The description for Birth date'
3] The description given by Office for National Statistics, UK to the
variable 'The description for Death date'
4] The description given by Office for National Statistics, UK to the
variable 'The description for Number of local units'

1] SIC92, SIC03 or SIC07

(depending on year)
2] Year business began trading
3] Year business stopped trading
4] Number of local units making
up the enterprise
5] identification of business as to
which category it belongs to
6] business units or branches

25) Match the Following

(4)
1] The description given by Office for National Statistics, UK to the variable
'Enterprise group reference'
2] The description given by Office for National Statistics, UK to the variable
'The description for Postcodes'
3] The description given by Office for National Statistics, UK to the variable
'The description for Employment'
4] The description given by Office for National Statistics, UK to the variable
'The description for Turnover'

1] Reference of parent
organization
2] Enterprise postcode
3] Employment for
enterprise
4] Turnover for
enterprise
5] a recognition number
6] employment in the
enterprise

26) In most of the cases of marketing research, only analysis of relevant secondary sources of information is
conducted without conducting any field research.
(1)
1] True
2] False
27) Match the Following
(4)
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1] It reduces a complicated set of data to a graphical display, which is

immediately and easily interpretable
2] Statistical techniques that point out the differences between two or more
groups based on several characteristics
3] The technique, which describes a large number of variables or questions
by only using a reduced set of underlying variables, are called
4] The technique, which detects meaningful underlying dimensions, is

Section 2 is complete.
Please click on "Next" button to proceed.

Page 7 of 7

1] correspondence Analysis
2] discriminant analysis
3] factors
4] multidimensional scaling
5] factor analysis
6] chi-squared Automatic
Interaction detection analysis