RE: B2B exam

[P.K. Nair]

The examination will have 10 Questions--with a mix of caselets, situations and objective/

true/false questions-based on topics below

Regards

Arun K Nair

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Date: Mon, 24 Jun 2013 12:40:56 +0530
Subject: B2B exam
From: g.ram...@gmail.com
To: pkna...@hotmail.com
CC: zaireblues_...@googlegroups.com

Dear Sir,

These were the topics taught in B2B Marketing and Key Account Management:

• Differences between B2B and B2C
• Types of Purchasing
• IT B2B Marketing Strategy
• Elements of marketing in B2B
• Channels of communication
• Metrics for marketing
• Technology adoption life cycle
• Creating the scenario
• Sales battlecard
• Elevator pitch
• Definition of large account and why to manage accounts
• Steps in KAM and principles of good account management
• Buying Influences
• Key strategic drivers and steps in strategic selling
• Response modes of clients
• Key elements in blueprinting
• Branding

The above mentioned topics were covered by Mr.Vishwakiran and Mr.Sathish, combined.

This is for your reference. Kindly let us know the pattern of the question paper.

Ramyanath G