DoctoringSales
for the sale
I.Global understanding of the passage
1.Choose the correct heading for each paragraph from the list of headings below. Write
2.Do the following statements agree with the views of the writer in the passage? Write
Yes if the statement agrees with the views of the writer
No if the statement disagrees with the views of the writer
Not Given if it is impossible to say what the writer thinks about this
(1)Sales representatives like Kin Schaefer work to a very limited budget.
(2)Kim Schaefer’s marketing techniques may be open to criticism on moral grounds.
(3)The information provided by drug companies is of little use to doctors.
(4)Evidence of drug promotion is clearly visible in the healthcare environment
(5)The drug companies may give free drug samples to patients without doctors’ prescriptions.
(6)It is legitimate for drug companies to make money.
II. Detailed understanding of the passage
Paragraph 1:
3. What purpose does paragraph 1 plays in the introductory part of the passage?
○To argue that sales reps are having a difficult time.
○To argue that sales reps have to bribe the doctors.
○To introduce the topic of pharmaceutical sales and marketing strategies by an example of a sales rep.○To introduce the topic of effectiveness of pharmaceutical sales and marketing strategies. Paragraph 2:
○plan for a tour
○plan for research
○arrangement of activities
○money planned to be spent
○ a sum of money offered as a respect or thanks
○high respect
○good reputation
○special recognition
○giving money or gift in order to persuade someone
○convincing someone of the truth
○persuading someone to accept some ideas
○encouraging someone to buy medicines
Paragraph 4:
7. According to paragraph 4，what role may a sales rep play to doctors?
○The role of an information provider.
○The role of a salesperson.
○The role of a researcher．
○The role of a physician.
Paragraph 5:
8. The money on promotional products is spent ______ according to Para. 5.
○well
○wisely
○with expected outcomes
○with outcomes hard to tell
○prepare and give out
○do away with
○deal with
○give special attention to
10. Which of the following statements is NOT true about free samples of drugs? ○Free samples of drugs costs a large sum of money.
○Free samples of drugs is an effective way of influencing doctors’ prescription. ○Free samples of drugs is not as effective as gifts to doctors.
○Free samples of drugs changes doctor’s inclination of prescription. Paragraph 7
11. The expression bottom line in the passage is closest in meaning to
○the final result
○the advantage
○the important reason
○the special factor

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