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Doctoring Sales IELTS Reading Answers
The Academic passage ‘Doctoring Sales’ is a reading passage that appeared in an IELTS Test. Read the passage below and answer questions 1 – 13. Beyond the questions, you will find the answers along with the location of the answers in the passage and the keywords that help you find out the answers.
Doctoral Sales
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| Question number | Answer | Keywords | Location of keywords |
|---|---|---|---|
| 1 | v | ‘The last rep offered me a trip to Florida. What do you have?’ the physician asked. He was only half joking. | Paragraph A;
Line 3 |
| 2 | vi | a car trunk full of promotional gifts and gadgets, a budget 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. | Paragraph B;
Line 2 |
| 3 | iii | work in an industry highly criticized for its sales and marketing practices, businesses won’t use strategies that don’t work, so are doctors to blame for the escalating extravagance of pharmaceutical marketing, Or is It the industry’s responsibility | Paragraph C;
Line 2 |
| 4 | ix | Salespeople provide much-needed information and education to physicians, primary sources of drug education for healthcare givers,
huge investment the industry has placed in face-to-face selling, salespeople have essentially become specialists In one drug or group of drugs – a tremendous advantage In getting the attention of busy doctors in need of quick information. |
Paragraph D;
Line 2 – 4 |
| 5 | i | ‘I’ve been the recipient of golf balls from one company and I use them, but it doesn’t make me prescribe their medicine,’ says one doctor. ‘I tend to think I’m not influenced by what they give me.’ | Paragraph E;
Line 6 |
| 6 | vii | few comprehensive studies have been conducted, one by the University of Washington, Investigated how drug sample availability affected what physicians prescribe. | Paragraph F;
Line 3 |
| 7 | x | patients are the ones who pay – in the form of sky-rocketing prescription prices – for every pen that’s handed out, every free theatre ticket, and every steak dinner eaten. | Paragraph G;
Line 2 |
| 8 | NO | \ what Schaefer can offer is typical for today’s drugs rep – a car trunk full of promotional gifts and gadgets, a budget 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, a few $ 1,000 honoraria to offer in exchange for doctors’ attendance at her company’s next educational lecture. | Paragraph B;
Line 2 – 3 |
| 9 | YES | Selling pharmaceuticals is a daily exercise, ethical judgement. Salespeople like Schaefer walk the line between the common practice of buying a prospect’s time with a free meal, and bribing doctors to prescribe their drugs. | Paragraph C;
Lines 1 – 2 |
| 10 | NO | Salespeople provide much-needed information and education to physicians. | Paragraph D;
Line 2 |
| 11 | YES | Rarely do patients watch a doctor write with a pen that Isn’t emblazoned with a drug’s name, or see a nurse use a tablet not bearing a pharmaceutical company’s logo | Paragraph E;
Line 3 |
| 12 | NOT GIVEN | – | – |
| 13 | YES | 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. | Paragraph G;
Line 3 |
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