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Pune Institute of Business Management
Semester —Il Batch ~ 2023-2025 Course Title — B2B Marketing
Evaluation Component — Mini Project Weightage % - 20
Roll Out Date - 27/03/2024 Presentation Date ~ On or after 10/04/2024
Guidelines -
1. Every student is allotted a Product against which the student needs to choose a
relevant 828 Market — Institutional / Government / Cooperative / OEM
. The student needs to prepare a Presentation on the following
. Identify the category of B2B Products with detailed justification
|. Identify the Type of B2B Markets ideally should be targeted for the given product
. Discuss the segmentation strategy using the Ben Shapiro Framework
. Select one Model Company to target from the Target Market
. Construct a Probable DMU of the Company - Take help of social media for research
. Create a effective Customer Value Proposition
. Explain which kind of Buyer Orientation should it choose to serve with justification
[Link] Model Pitch for each member with justification keeping their “Buying Roles”
in mind
[Link] a Pricing Model for the Product clarifying Base Price ~ Margin to Distributor
{if any) - Price of the full package to the Customer — Price of post sales paid service
12. Evaluate the following Communication Tools w.r:t the given product
i. Print Media Advertisement
ii, Personal Selling
iti, Publicity
iy. Digital Marketing
[Link] the current state of hierarchy of the product
[Link] a construct to create a “Potential” level of the Product
[Link] a presentation in PPT as a Final Output of your work and be prepared to
present in time bracket of 20 Minutes - 15 Minutes of presentation and 5 Minutes
Q&Aand feedback
Won aunrun
The above project will demand high end secondary research and need based primary
research and liable to give you a complete experience of developing designing executing a
B2B Marketing Plan with a — You can appropriately showcase the experience of preparing
the project in any of the personal interviews faced by you especially for a B28 opening
A diligent work with sensible — curious — analytical — applying — improvising mindset will be
duly appreciated and “st with higher grades. Wish you all the best,
oa
Course Instructor