Question 161. Because of increased competition during the _________

161. Because of increased competition during the ___________ era, firms put new effort into winning customers.

A) simple trade

B) sales

C) production

D) marketing company

E) marketing department

162. During the ______________ era, concern about increased competition lead firms to focus on selling to attract customers.

A) sales

B) simple trade

C) marketing department

D) production

E) marketing company

163. The president of a company that produces cardboard boxes is concerned about the large number of competitors with extra capacity. As he put it, “our best shot is in the hands of our sales manager–she makes all of our marketing decisions and is creative enough to figure out how to sell more boxes.” It seems that this company is run as if it were in the:

A) production era.

B) marketing company era.

C) simple trade era.

D) sales era.

E) marketing department era.

164. The owner of a company that produces electronic circuit boards sees many competitors with extra capacity and says the “only hope is that our sales manager, who makes all of our marketing decisions, will find a way to sell more boards.” It seems that this company is run as if it were in the:

A) production era.

B) sales era.

C) excess capacity era.

D) marketing company era.

E) marketing department era.

165. Which of the following statements regarding the “sales era” is true?

A) The emphasis was on selling.

B) A business problem was to beat the competition.

C) More production capability was available than ever before.

D) All of the above.

E) None of the above.

166. Asa Meyer was just named FireFly Products sales manager, with responsibilities for all marketing planning. FireFly’s president told him that his job is to “outsell the competition.” Apparently, FireFly is operating in the ______________ era.

A) market-oriented

B) production

C) sales

D) marketing company

E) marketing department

167. The ______________ era is a time when all marketing activities are brought under the control of one department to improve short-run planning.

A) production

B) marketing department

C) sales

D) simple trade

E) marketing company

168. As a firm moves from the sales era to the marketing department era it is likely to:

A) have marketing people who develop long range plans–sometimes 5 or more years ahead.

B) begin to integrate all the firm’s marketing activities.

C) place less emphasis on earning a profit and more emphasis on what customers will buy.

D) adopt a more narrow view of marketing.

E) be more concerned with its ability to produce enough to meet demand.

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