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  3. [A] The first step in preparing a marketing plan is that of producing the information necessary for decision-making. Usually, a

[A] The first step in preparing a marketing plan is that of producing the information necessary for decision-making. Usually, a

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问题 [A] The first step in preparing a marketing plan is that of producing the information necessary for decision-making. Usually, a company will have within its own administration and control system the raw material necessary for the plan’s foundations. In addition, there is plenty of published information which is made available by government departments, institutions and the press.
[B] For a marketing-oriented activity to produce lasting results the entire operation has to be systematically planned. By producing basic information in written form and establishing aims for the future, the company is creating standards against which actual performance can be measured. Documentation of detailed policy actions then provides the basis for controlling the company’s operation. Future trends may be predicted through the investigation of all factors likely to influence company results.
[C] Companies often avoid planning marketing procedures in detail because of the effort needed to express their forward policy in a written form. Managers commonly consider that their time is too valuable to spend on anything other than urgent operational problems. In fact, the manager who spends his time on dealing with current administrative detail is almost certain to have ignored proper planning in the past. For, if properly prepared, the marketing plan will contain sufficient details of the company’s policy and operational strategy for the work to be done by an assistant. As the many alternative courses of action are programmed, the assistant takes any actions or decisions which are appropriate. Only unusual situations need be dealt with by the manager.
[D] A good marketing plan is therefore essential to a company’s successful development, but so is an effective marketing manager. He must be capable of identifying the parameters for market research and interpreting the data produced so that he can quantify the existing and potential needs of customers. Someone with an eye for style in packaging and product promotion is also a valuable asset. In an ideal world, the manager would possess all these abilities; however, they may be useless if not combined with that real love of and natural flair for the job which allow him sometimes to ignore the rational evidence and act instinctively.
[E] Every market activity is an investment in time, energy and money. Few companies would spend a large sum of money on, say, a purchase of capital equipment without a full investigation into why it is needed, the choices available, and the expected return on what has been spent. Yet every year the vast majority of companies invest a large amount of money in marketing actions without knowing what their financial worth to the company or likely return will be. By introducing the disciplines arising from market planning, a company should be able to ensure that the costs of marketing planning show a reasonable return and are calculated in the same way as all other business investments.
[F] Marketing research is yet to be fully exploited by the majority of companies. It has so far only been used by companies which have recognized that their existing information sources are inadequate. Because of the scale of operations which now confronts the typical businessman, it is essential that investment decisions are based upon relevant information so reducing the business risk.
[G] Many managers believe that the costs of marketing form an additional expense that has to be accepted in order to sell their goods. Whilst it is true that many companies use certain tools of marketing for this purpose, it is also true that the most successful companies accept marketing as an essential part of the company’s total commercial operation for it is an essential cost in the same way as production or finance.
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答案C
解析 上段列举出公司在营销上的花销无计划这一事实之后，就要进入正题，即营销存在的问题一一不重视销售计划。A、B、F项都是针对营销计划的具体做法，是解决问题的具体手段，接G项显得唐突。而C项说的是公司经理人常常忽略周密(营销)计划及其原因，认为那是一件劳神事．自己的时间十分宝贵，无暇在此耗费时间。正好与G项相衔接。因此，C项为正确选项。
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