{ Chose the color and answer the application

oriented problems
1.Some business models demonstrate more profit potential than others: Southwest Airlines is more 6. Consider some leading-edge consumer product manufacturers like Procter & Gamble, Gillette, or
profitable than America West Airlines; Dell is more profitable than Gateway; and Intel readily Coca Cola. What major differences would you expect to find in comparing the marketing strategy
patterns employed by these consumer-products companies to those of leading business marketing firms such as
outperforms its rivals. Describe the factors that determine the profit potential of a business concept or model
Intel, 3M, or Dow Chemical?
2. Rather than adopting the approach of one design fits all, the astute marketer matches
the strategy to the product and market conditions that surround a particular account.
Describe the product and market conditions that support a collaborative relationship? a
7. Many business marketers are turning from a product to a solutions perspective. How is the solutions
perspective different from a product-centered perspective? What are the benefits of solution marketing? Illustrate
transactional relationship? the differences and benefits of solution marketing with an example using a business services marketer.

3. A large consumer goods company recently entered the business market with a new product with 8. Consider this position taken by Tom Peters in Thriving on Chaos: "You
broad industrial application. They are in the process of determining the appropriate price for the product. must become what I call an executive champion-a nurturer, protector, facilitator,
Discuss the role of costs in determining price and indicate some of the key cost considerations that must be
and interference runner for as many energetic champions as you can induce to sally
evaluated in setting price..
forth." Compare and contrast induced versus autonomous strategic behavior and
describe the role that the product champion assumes in new product development.
4. Boeing, AT&T, and 3M are among the corporations that have adopted
centralized procurement. Other large corporations may find that a decentralized 9. Rather than Ford competing with Honda on a firm-to-firm basis, some
procurement structure constitutes a better fit for their operations. First, which factors are experts argue that the true competitive battle involves Ford's supply chain versus
conducive to the development of a centralized procurement function? Second, what Honda's supply chain. Define the supply chain management concept and relate it
adjustments must be made in business marketing strategy to reach the centralized purchasing to the competitive rivalry between Ford and Honda.
unit?
5. Members of the buying center assume different roles throughout the procurement or 10. A large consumer goods company recently entered the business market with a new product
organizational buying process. Discuss the nature of the five roles that a buying center with broad industrial application. They must develop a channel of distribution through which the
member may assume. Provide an example of each role in the organizational buying product will be sold. Discuss, generally, the key factors the company must evaluate in designing the
context. channel.
1. Some business models demonstrate more
profit potential than others: Some Airlines is 6. Consider some leading-edge
more profitable than other Airlines; TCS is consumer product manufacturers
more profitable than Infy; and Intel readily like Procter & Gamble, Gillette, or
outperforms its rivals. Describe the factors that Coca Cola. What major differences
determine the profit potential of a business would you expect to find in
concept or model comparing the marketing strategy
patterns employed by these
2. Rather than adopting the approach of one consumer-products companies to
design fits all, the astute marketer matches the those of leading business
strategy to the product and market conditions marketing firms such as Intel, 3M,
that surround a particular account. Describe the or Dow Chemical?
product and market conditions that support a
collaborative relationship? a transactional
7. Many business marketers are
relationship?
turning from a product to a
3. A large consumer goods company recently solutions perspective. How is the
entered the business market with a new solutions perspective different
product with broad industrial application. from a product-centered
They are in the process of determining the perspective? What are the benefits
appropriate price for the product. Discuss the of solution marketing? Illustrate
role of costs in determining price and indicate the differences and benefits of
some of the key cost considerations that must solution marketing with an
be evaluated in setting price.. example using a business services
marketer.
4. Boeing, AT&T, and 3M are among the 9. Rather than Ford competing with Honda on
corporations that have adopted centralized a firm-to-firm basis, some experts argue that
procurement. Other large corporations may find that
the true competitive battle involves Ford's
a decentralized procurement structure constitutes a
better fit for their operations. First, which factors are
supply chain versus Honda's supply chain.
conducive to the development of a centralized Define the supply chain management concept
procurement function? Second, what adjustments and relate it to the competitive rivalry between
must be made in business marketing strategy to reach Ford and Honda.
the centralized purchasing unit?
10. A large consumer goods company recently
8. Consider this position taken by Tom Peters
entered the business market with a new product
in Thriving on Chaos: "You must become what
with broad industrial application. They must
I call an executive champion-a nurturer,
develop a channel of distribution through
protector, facilitator, and interference runner for
which the product will be sold. Discuss,
as many energetic champions as you can induce
generally, the key factors the company must
to sally forth." Compare and contrast induced
evaluate in designing the channel.
versus autonomous strategic behavior and
describe the role that the product champion
assumes in new product development.
5. Members of the buying center assume
different roles throughout the procurement or
organizational buying process. Discuss the
nature of the five roles that a buying center
member may assume. Provide an example of
each role in the organizational buying context.