Please answer 14-3 and 14-4, showing all work.

Marketing by the Numbers Field Sales versus Telemarketing Many companies are realizing the efficiency of telemarketing in the face of soaring sales force costs. Whereas a business-to- business sales call by an outside salesperson on average costs $600. the cost of a telemarketing sales call can be as little as $20 to $30. And telemarketers can make 20 to 33 decision- maker contacts per day to a salesperson's four per day. This has gotten the attention of many business-to-business marketers, (AACSB: Communication: Analytical Reasoning: Re- flective Thinking) Company A (sales force Company B (telemarketing only) only) $1,000.000 $850,000 Cost of goods sold $500.000$425,000 $300,000 $100,000 Net sales where telemarketing can be very effective. Sales expenses 14-13. Refer to Appendix 3: Marketing by the Numbers to determine the marketing return on sales (marketing ROS) and return on marketing investment (market- ing ROI) for company A and company B in the chart below. Which company is performing better? Explain. 14-14. Should all companies consider reducing their sales forces in favor of telemarketing? Discuss the pros and cons of this action. (AACSB: Communication; Reflec- tive Thinking)