1.A tertiary-care medical center is planning to establish a sales force to call on physicians in the center's three-state region. To this end, the marketing director classified the center's target physicians into the following categories: [10]

Class A: heavy referrers - 650 physicians

Class B: medium referrers - 850 physicians

Class C: light/nonreferrers - 750 physicians

She also estimated the following call patterns:

Class A: 6 calls per year @ hour per call

Class B: 4 calls per year @ 30 minutes per call

Class C: 2 calls per year @ hour per call

(a)If the marketing director determined that she should hire five sales representatives, calculate the amount of active selling time (as a percentage) she used in her calculations. Assume that the average salesperson in this industry works 48 weeks per year and 40 hours per week. You MUST show all your calculations to receive maximum points for this question; specifically, show how you calculated each the following: [7]

i.Contact time for class A referrers [1]

ii.Contact time for class B referrers [1]

iii.Contact time for class C referrers [1]

iv.Total referrer contact time needed [1]

v.Total referrer contact time per sales representative [1]

vi.Percent active selling time per sales representative per year [2]

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