Sarah and Steve Are Sales Reps for a Major Pharmaceutical

question 41

Multiple Choice

Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:

• A) Determining compensation and incentives
• B) Equal treatment in hiring and promotion
• C) Respect for individuals in supervisory and training programs
• D) Fairness in the design of sales territories
• E) Fairness in the assignment of sales territories

---

Definitions:

Sick Role

A concept that describes the social expectations and behavior of an individual who is recognized as ill and the exemption from certain social roles and responsibilities.

Parsons' Concept

A sociological theory proposed by Talcott Parsons that views illness as a form of deviance that disturbs the social function, necessitating the role of the "sick person" to seek professional help to return to health.

Weaknesses

Areas where an individual or entity lacks strength or expertise, potentially hindering success or performance.

Witchdoctors

Traditional healers or practitioners of healing in certain cultures, often using herbal remedies, rituals, and spiritual beliefs to treat illnesses or solve problems.