During the sales era, increased competition led firms to focus on winning customers, often through aggressive sales techniques and advertising, as opposed to the earlier production era where the focus was on producing goods.

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During the Sales Era

Question 305

Multiple Choice

During the sales era

A) families traded or sold their surplus output to local distributors.
B) characteristic management thinking said, "If we can make it, it will sell."
C) all marketing activities were brought under the control of one department.
D) increased competition made firms focus on winning customers.
E) marketing people did both short-run and long-run marketing planning.

Correct Answer: