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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A
解析 上段指明了问题所在：公司经理人常常因为怕费事而忽略周密(营销)计划，接着指出，公司经理应当重视制订营销计划。因此，随后的段落应当给出制订营销计划的具体建议和做法。A、B、F项都是针对营销计划的具体做法，但A项首句中“The first step”表明这是具体做法的第一步，因此A项应先于B、F项之前；且A项首句中“…in preparing a marketing plan…”与上段中“if properly prepared，．．．”相呼应，可见这两段前后关系密切，A项为正确选项。搜集信息第一步有两种途径：一是在公司管理系统内部；二是在出版物中。
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