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Mock Exam ss17.pdf - Fachhochschule Südwestfalen Hochschule...

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Page 1Fachhochschule SüdwestfalenHochschule für Technik und WirtschaftUniversity of Applied SciencesModule Exam Marketing IISummer Term 2017Mock ExamGeneral Guidelines:The exam lasts90 minutes.The exam consists of2 parts (90 points).All questions have to be answered completely.Please write yourlast name, first name and Matrikel-Number on every page.Please write onboth sidesof the pages. Do not open the staple and do not use own paper. If youneed additional paper, ask your lecturer/supervising staff.Please leave aright margin of about 4 cmfor correcting purposes, also on the rear page.You may only use your pens and, if necessary, a calculator. No additional equipment and materi-al is permitted!Good luck!PART I: BASIC QUESTIONS(45 Points)Question 1: (15 Points)Describe the specialfeatures of business-to-business marketson thecustomerside.Question 2: (15 Points)Describe briefly the eightstages of the organizational buying processaccording to Robin-son/Faris/Wind.Question 3: (15 Points)Explain why and how a supplier of business products should construct “flexible market offer-ings”. Contrast this term to so-called “standard packages” and “vanilla products”.
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Term
Summer
Professor
N/A
Tags
Marketing, Airbus, Airbus A380

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