Answer for “Doctoring Sales” with explanation

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Question 1-7:-
1. v (para A, first 4 lines: ―A few months ago Kim Schaefer, sales representative of a major
global pharmaceutical company, walked into a medical centre in New York to bring
information and free samples of her company‘s latest products. That day she was lucky –
a doctor was available to see her. ‗The last rep offered me a trip to Florida. What do you
have?‘

2. iv (para B, line 2-7: ―given day, what Schaefer can offer is typical for today‘s drugs rep –
a car trunk full of promotional gifts and gadgets, a budgets that could buy lunches and
dinners for a small country, hundreds of free drug samples and the freedom to give a
physician $200 to prescribe her new product to the next six patients who fit the drug‘s
profile. And she also has a few $1,000 honoraria to offer in exchange for doctors‘
attendance at her company‘s next educational lecture.‖)

3. iii (para C, last 2 lines: ―work, so are doctors to blame for the escalating extravagance of
pharmaceutical V marketing? Or is it the industry’s responsibility to decide the
boundaries?‖)

4. ix (para D, first 3 lines: ―The explosion in the sheer number of salespeople in the field –
and the amount of funding used to promote their causes — forces close examination of
the pressures, influences and relationships between drug reps and doctors. Salespeople
provide‖)

5. i (para E, last 3 lines: ―umbrellas, and golf balls. Money well spent? It‘s hard to tell. ‗I‘ve
been the recipient of golf balls from one company and I use them, but it doesn‘t make me
prescribe their medicine,‘ say one doctor. ‗ I tend to think I‘m not influenced by what
they give me‖)

6. vii (para F, last 5 lines: ―year. I have conducted though few comprehensive studies,
one by the University of Washington investigated how drug sample availability affected
what physicians prescribe. A total of 131 doctors self-reported their prescribing patterns –
the conclusion was that the availability of samples led them to dispense and prescribe
drugs that differed from their preferred drug choice.‖)

7. x (para G, line2-4: ―than they do in research and development. And patients are the ones
who pays – in the form of sky-rocketing prescription prices – foe every pen that‘s handed
out, every free theatre ticket, and every steak dinner eaten.‖)

Question 8-13:-
8. NO (para B, line 2-4: ―given day, what Schaefer can offer is typical for today‘s drugs rep
– a car trunk full of promotional gifts and gadgets, a budgets that could buy lunches and
dinners for a small country, hundreds of free drug samples and the freedom to give a
physician $200 to‖)

9. YES (para C, first 4 lines: ―Selling pharmaceuticals is a daily exercise in ethical
judgement. Salespeople like Schaefer walk the line between the common practice of
buying a prospect’s time with a free meal, and bringing doctors to prescribe their drugs.
They work industry highly criticized for its sales and marketing practices, but find
themselves in the middle‖)

10. NO (para D, last 3 lines: ―face-to-face-selling, salespeople have essentially become
specialists in one drug or group of drugs – a tremendous advantage in getting attention of
busy doctors in need of quick information‖)

11. YES (para E, line 3-5: ―warm and sunny places, and an inundation of promotional
gadgets. Rarely do patients watch a doctor write with a pen that isn‘t emblazoned with a
drug name, or see a nurse use a tablet not bearing a pharmaceutical company‘s logo‖)

12. NOT GIVEN

13. YES (para G, line 4-6: ―theatre ticket, and every steak dinner eaten. In the end the fact
remains that pharmaceutical companies have every right to make a profit and will
continue to find new ways to increase sales.‖)

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