(1b)
(Pick Any Four)
(i)Nature of product: Nature of product on the selection of a channel of distribution. In the case of industrial goods like machinery and equipment, the manufacturer sells directly to industrial user, but in the case of tools, sales take place through middlemen.

(ii)Nature of Market: Choice of suitable channel of distribution also depends on the nature of market. Location of the market and the buying habits of buyers are also analysed.

(iii)Distribution expenses: If the producer makes direct selling, he will have to spend on distribution. But if, the product gets good response from the dealers, a producer will prefer to sell through them so reduce his distribution expenses.

(iv)popularity of goods: If the goods are popular among the consumers, the dealers themselves comes forward to buy. Then the producer may not like to open his own shops to sell the goods

(9b)
(Pick Any Four)
(i) It prevent time wasting on ineffectual marketing activities
(ii) Marketing plan enables you to create guidelines for evaluating the effectiveness of different methods.
(iii)marketing plan help raise finance for capital expenditure.
(iv) It saves money by helping to ensure that the marketing budget is spent effectively.
(v) Marketing plan helps to identify prerequisites to planned activities

(5b)
(i)Introduction Stage: In this stage, company profit is small (if any) as the product is new and untested. The introduction stage requires significant marketing efforts, as customers may be unwilling or unlikely to test the product. There are no benefits from economies of scale, as production capacity is not maximized.

(ii)Growth Stage: In the growth stage, sales revenue usually grows exponentially from the take-off point. Economies of scale are realized as sales revenues increase faster than costs and production reaches capacity.

(iii)Maturity Stage: In this stage, price undercutting and increased promotional efforts are common as companies try to capture customers from competitors. Due to fierce competition, weaker competitors will eventually exit the marketplace – the shake-out.

(6b)
(Pick Any Four)
(i)Communication:Communication is the foundation of success in business, negotiation and relationships. Some of the most successful people in the world are the best communicators. Good communicators understand the other party and clarifies all doubts.

(ii)Patience: It can take time before you arrive at a conclusion that is beneficial to both parties. You’ll have to listen, take notes and comment on the other party’s problems and perspectives. And this can take up a lot of time. You’ll need to exercise patience while dealing with the other party to arrive at a worthy conclusion.

(iii)Body language: People tend to focus more on non-verbal skills than verbal skills. Nonverbal body language includes gestures, attires and postures. For instance, if the lead negotiator of a particular company turns up wearing a cap and t-shirt with unkempt hair and sits in a slouching position, it will create a negative appeal and the client is less likely to be persuaded into an agreement.

(iv)Communication: Communication is the foundation of success in business, negotiation and relationships. Some of the most successful people in the world are the best communicators. Good communicators understand the other party and clarifies all doubts.

(v)Etiquette: Having etiquette means managing your time effectively, addressing the other party with respect, being enthusiastic and communicating professionally. These are required to create a professional presence.

(2b)
Primary products are bought frequently by consumers but not in large quantities because they are non durable goods
Example:
Potatoes

WHILE
secondary products are products that are bought often in a routine manner without much thought on regular basis
Example: Shoes

(7ii)
Marketing mix: Marketing mix is a general phrase used to describe the different kinds of choices organizations have to make in the whole process of bringing a product or service to market. Marketing mix is often synonymous with the four PS : price , product ,promotion and place.

(7iii)Promotion Mix: Promotion Mix is the business of communicating with customers. It will provide information that will assist them in making a decision to purchase a product or service. Promotion Mix comprises elements such as: advertising, public relations, personal selling and sales promotion.

(7aiv)
Government market: Government market is a market where the consumers are federal, state, and local governments.” Governments buy goods as well as services from the private sector. Government are huge customers of all kinds of product. They purchase the same kinds of products and services as the consumers of the private sector.

(7av)
Shopping Goods: Shopping goods are goods/products consumers purchase and consume on a less frequent schedule compared to convenience products. Consumers are willing to spend more time locating these products since they are relatively more expensive than convenience goods. Examples are clothing products, personal services, electronic products and household furnishings.