Am E Gyan Apr'19

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  • 1/50 Questions

    Area Manager should ensure TE's are aware of _______________ during RCPA ?

    • Competitor brands with company name
    • Mode of Action of brand
    • Drs academic interest
    • None of the above
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About This Quiz

Welcome to AM E-GYAN Quiz
Here you will get 50 questions which you have to attempt within 30 mins.
Please enter your name, Emp. Code,HQ and Select your state. Then press "Start" to begin the test. You can only attend the test once and hence make sure you have uninterrupted internet connectivity.
You will be Felicitated with E GYAN Certificate for scoring above 75%. You can download your certificate.
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Micro Leadership Academy

Am E Gyan Apr19 - Quiz

Quiz Preview

  • 2. 

    AM should ensure TE puts his 100 % in every call to 

    • Convert the Dr to prescribe our brands

    • Just win the heart of the Dr

    • To be in good books of Dr

    • Only to show it to AM

    Correct Answer
    A. Convert the Dr to prescribe our brands
  • 3. 

    TE is not asking the competitor brands during the RCPA in this AM should

    • AM himself ask the same

    • Realise the importance of effective RCPA and make TE prepare for next call

    • Ignore the situation and hope for better In future

    • AM start arguing with TE for proper information

    Correct Answer
    A. Realise the importance of effective RCPA and make TE prepare for next call
  • 4. 

    AM should ensure TE performs every activity to achieve 

    • 100 % results

    • 75 % Results

    • 50% Results

    • None of the Above

    Correct Answer
    A. 100 % results
  • 5. 

    A Manager does not have time to Coach a TE during JFW

    • True

    • False

    Correct Answer
    A. False
  • 6. 

    During your JFW you find your TE (12 months in the organization) is not able to do the In clinic Dr call effectively as per the strategy and Process. Resulting in poor Dr Conversions and less prescriptions. What will you do?

    •  Get frustrated and shout at TE for lacking the required skills

    • You end up doing all the Dr calls and conversions to ensure the business is maintained.

    • Observe and Identify areas of improvement in TE and work on Coaching and skill development.

    •  All of the above

    Correct Answer
    A. Observe and Identify areas of improvement in TE and work on Coaching and skill development.
  • 7. 

    An Area Manager should be proactive in understanding Market and competitor activity

    • True

    • False

    • Not  Sure

    Correct Answer
    A. True
  • 8. 

    Area manager need to constantly update himself for

    • Sales record for last two years

    • Current targets / budget area wise

    • Product / performance of key brand

    • Secondary sales trend

    • All of the Above

    Correct Answer
    A. All of the Above
  • 9. 

     As a Manager, You were expected to achieve New Product objective every month, however stockists are not agreeing to maintain required inventory, your Team also started giving the same reason for not achieving the new product objective. How do you manage such situation?

    •  You go to stockist personally and take orders

    • Approach your Boss for help in influencing the stockist

    •  Educate your Team to convince the stockist based on your sales plan to make the Brand Big

    • You convey the same inventory and stockist reason for your superiors

    Correct Answer
    A.  Educate your Team to convince the stockist based on your sales plan to make the Brand Big
  • 10. 

    AM should ensure TE plans his every Dr Call with an objective of 

    • Conversion of Brand

    • Improvement of Brand prescription 

    • Retention of Brand prescription

    • All of the Above

    Correct Answer
    A. All of the Above
  • 11. 

    Key objective of Data Analysis for a manager is to help in

    • Decision making

    • Problem Solving

    • Sales Planning Overall

    • Planning number of days in a head qtr

    • Planning Overall, problem solving and Decision Making

    Correct Answer
    A. Planning Overall, problem solving and Decision Making
  • 12. 

    Incentives are need to explain to TE

    • After induction

    • After quarter

    • During the induction

    • After eligibility for getting

    Correct Answer
    A. During the induction
  • 13. 

     On 25th Nov you realized that there is no sufficient stock of one of your fast moving brand at the stockist. And you are very well aware that this brand contribute Nov to 15% of the total sales. How do you manage this crisis in the month end?

    •  Give reasons to the superiors on non availability of stocks.

    •  Find out alternative means of getting stocks.

    •  Plan primary sales with other brands to bridge the gap due to non availability

    • Do Nothing

    Correct Answer
    A.  Plan primary sales with other brands to bridge the gap due to non availability
  • 14. 

     In a given situation where you have vacancy in 2 high performing HQ’s. However it is expected that you achieve your objective as an Area Manager for the current month. How do you manage such a situation?

    •  A. Visit all Prescribers of the vacant territory HQ and ensure Drs continue prescriptions

    • B. Motivate other HQ’s TE‘s to increase their efforts to increase their PCPM.

    • Both A & B

    • None of the Above

    Correct Answer
    A. Both A & B
  • 15. 

     Your TE is 6 month old in the organization and not able to convert the Drs and generate business in the required pace. What will you do?

    •  Help TE by doing Dr Conversions when you go for the JFW

    • Threaten TE that he will be in big problem, if he is not able to generate business.

    • Complain about the TE to your superiors

    • Coach TE on the process and different ways a TE can convert the Dr.

    Correct Answer
    A. Coach TE on the process and different ways a TE can convert the Dr.
  • 16. 

    During the RCPA AM should

    • Ask the relevant question to chemist

    • Cross check with chemist whether TE regular or not

    • Observe the flow of conducting the RCPA by TE

    • Try the maximum POB with chemist

    Correct Answer
    A. Observe the flow of conducting the RCPA by TE
  • 17. 

    In the last 2 months your TE’s are giving an excuse that there is heavy closing of the power brands because of which stockist is not willing to give the required Primary order. As a Manager what should you do to avoid such situations?

    • Forecast primary sales by proper analysis of the statement in the beginning of the month. 

    • Monitor Sec Sales Vs Closing on weekly basis and send the mail. 

    • Plan activities to increase secondary of the brand having high closing.

    • All of the Above

    Correct Answer
    A. All of the Above
  • 18. 

    Tick the correct answer management planning is a continuous ongoing process that  involves:

    • Meeting at the end of each year to review the company”s performance

    • Deciding the amount of incentive to be paid at the end of the year

    • Many elements including sales forecasting , setting objectives , action planning , controlling and implementing the plan

    • Having a quarterly budget meeting

    Correct Answer
    A. Many elements including sales forecasting , setting objectives , action planning , controlling and implementing the plan
  • 19. 

     AM need to analyse work efforts of TE on

    • Weekly Basis

    • Monthly Basis

    • Fortnightly Basis

    • Before Meeting

    Correct Answer
    A. Weekly Basis
  • 20. 

    What are the responsibilities of an manager as a good coach

    • Set high expectation, Guide, supporting, advice , feedback, Encourage

    • Set minimum expectation, Guide, supporting, advice , feedback, Encourage

    • Set Low expectation, Guide, Non supporting, advice , feedback, Encourage

    • Set high expectation, Guide, supporting, advice , Encourage

    Correct Answer
    A. Set high expectation, Guide, supporting, advice , feedback, Encourage
  • 21. 

    Choose the right option Action planning tells us the following

    • Who will do what

    • How will it be done

    • What resources are required

    • All of the Above

    Correct Answer
    A. All of the Above
  • 22. 

    A manager demonstrates concern for others by

    • Using change as an opportunity for improvements

    • Establishing and communicating high expectations of performance

    • Actively seeking to do things better

    • All of the Above

    Correct Answer
    A. All of the Above
  • 23. 

    Identify essential competency of an Area Manager

    • Leading and Development

    • Data Analysis , Problem Solving , Decision making

    • Strategy Implementation and commercial acumen

    • All of the above

    Correct Answer
    A. All of the above
  • 24. 

    How an Area Manager can ensure an effective customer coverage

    • A) Preparing an master tour plan with city wise breakup of customers

    • B) Day wise working schedule

    • C) Morning daily call report to monitor tour schedule with respect to adherence and frequency of visit

    • Both B & C

    Correct Answer
    A. Both B & C
  • 25. 

    In the last 2 months you find there is lack of efforts in the team overall, because of which you as an Area Manager not able to achieve your Target and incentives. What will you do in this situation? 

    • Make some time to analyze the reasons with the tools/ resources available.

    • Invite the team for a formal meet and listen to the reasons they share.

    •  Motivate and Charge the Team with the incentive earning opportunity and pride of becoming No. 1 Team in the Division

    • All of the Above

    Correct Answer
    A. All of the Above
  • 26. 

    During your JFW with TE Santosh (working since 1.2 years), you found Santosh is having very good relationship with Drs and good number of prescribers in the 3 patches you worked and he repeatedly takes you to the same Drs. However the overall PCPM sale is only 75 k.  What is your analysis?

    •  Dr List is not right

    • Most of the Drs in the list are committed to other company.

    • TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.

    • All of the Above

    Correct Answer
    A. TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.
  • 27. 

    During Morning phone call to TE , AM should not get into

    • Doctors to be covered today

    • Inputs planned for customers

    • Which all non prescribers to be covered today 

    • Detailing of some important input

    • Review Mode

    Correct Answer
    A. Review Mode
  • 28. 

    AM should maintain data of future opportunity areas / Hospital / Customer

    • To have customer bank in case of change in customer list

    • To look for newer scope of opportunity in Brand development

    • To cover untapped potential areas

    • All Of the above

    Correct Answer
    A. All Of the above
  • 29. 

    AM should ensure TE with minimum ___________ % Dr coverage 

    • 80%

    • 95%

    • 90%

    • 50 % - 80%

    Correct Answer
    A. 95%
  • 30. 

    One of your TE is very poor in doing his admin related work like sending Reports, Formats, Sales and work related data. He requires 2 to 3 reminders than any other TE. How will you make this TE more organized?

    • Share the Incentive he earns by sending reports and being organized

    • Suggest him to keep reminders in mobile.

    • Demonstrate reporting post FW during my JFW.

    • All of the Above

    Correct Answer
    A. All of the Above
  • 31. 

    The key purpose of record keeping is to

    • To keep the boss happy

    • Provide a system to reference in planning the call

    • To record personal details of the physician

    • None of the above

    Correct Answer
    A. Provide a system to reference in planning the call
  • 32. 

    What are the The Fundamentals of Coaching

    • What & Why they are supposed to

    • How they are supposed to do

    • How well they are supposed to do, How well they are doing.

    • All of the  Above

    Correct Answer
    A. All of the  Above
  • 33. 

    A good Manager can be a good Coach in developing his team when

    • He identifies their areas of improvement

    • Asks TE to come out with his own solution

    • Gives a constructive feedback

    • All of the Above

    Correct Answer
    A. All of the Above
  • 34. 

    Manager should enable TE's to increase 

    • Primary Sales

    • Secondary Sales

    • Territory sales

    • None of the Above

    Correct Answer
    A. Secondary Sales
  • 35. 

    One of the most important competency of AM as a Coach is 

    • Problem solving

    • Data Analysis

    • Observation during JFW

    • None of the Above

    Correct Answer
    A. Observation during JFW
  • 36. 

    An AM can ensure Strategy implementation through TE's only when 

    • AM is 100 % aware of the strategy

    • AM does observe strategy implementation during FW.

    • AM does regular followup on strategy

    • All of the Above

    Correct Answer
    A. All of the Above
  • 37. 

    As an AM what is not coaching

    • Enhancing Job performance

    • Constructive feedback

    • Looking for mistakes

    • None of above

    Correct Answer
    A. Looking for mistakes
  • 38. 

    As an AM what are your prime focus area during JFW

    • Participation, communication, support , trust

    • Participation, communication, support

    • Participation, asking, support , trust

    • Participation, telling, support , trust

    Correct Answer
    A. Participation, communication, support , trust
  • 39. 

    AM should ensure minimum   __________  % Dr compliance

    • 80%

    • 95%

    • 90%

    • 50 % - 80%

    Correct Answer
    A. 90%
  • 40. 

    Managers should work on accumulating and analysing Navdisha reports 

    • Once in a month

    • Once in 15 Days

    • Once in a Week

    • Every day

    Correct Answer
    A. Once in a Week
  • 41. 

    A TE can deal with the analytical personality by

    • Introducing change and new ideas , Calculate risks

    • Recognise their task precision , support presentation with proof and data

    • Specific , measurable , personal

    • Easurable , relevant , specific

    Correct Answer
    A. Recognise their task precision , support presentation with proof and data
  • 42. 

    Area manager job before he moves to TE Territory is to do

    • Pre work discussion

    • Pre call planning

    • Morning Phone call

    • Pre work Analysis

    Correct Answer
    A. Pre work Analysis
  • 43. 

    For Data Analysis what are the sources of Data Collection

    • Navdisha and Disha

    • Awacs Data

    • Navdisha and Activities

    • Navdisdha, Disha , Activities , Other sources and some geographical Dimension

    Correct Answer
    A. Navdisdha, Disha , Activities , Other sources and some geographical Dimension
  • 44. 

    Pre call planing and post call analysis is the part of 

    • Day Planning

    • Call Planning

    • Dr Conversation

    • Coaching

    Correct Answer
    A. Coaching
  • 45. 

    As a Customer Service Manager AM should responsible for 

    • Fluent detailing in front of Customer for conversion

    • Presentation of Inputs and Gifts to important Customers

    • Selecting the right customers

    • All of the above

    Correct Answer
    A. Selecting the right customers
  • 46. 

    Steps to effective time management include :

    • Know how you are currently spending your time

    • Understand your job responsibilities

    • Manage each day as a separate unit

    • None of the Above

    Correct Answer
    A. Know how you are currently spending your time
  • 47. 

    As per Huth waite survey data on time spent for coaching , on which 2 category of TE you as an AM need allocate Maximum time.

    • Poor Performers, Under Achievers

    • Solid Performers, stars Performers

    • Poor Performers, stars Performers

    • Under Achievers , Solid Performers

    Correct Answer
    A. Under Achievers , Solid Performers
  • 48. 

    In your JFW with TE one of the Dr proposed for sponsor of Personal Trip Accommodation which is on higher side. Dr is prescribing upto Rs 4000 per month.What will you do in this condition?  

    •  Agree to do the sponsor on a condition of minimum 10k business per month.

    • Explain Dr that due to recent development of MCI guidelines we will not be able to do sponsor for personal reasons.

    • Inform Dr you will revert back.

    • Give assurance for the gain of immediate business.

    Correct Answer
    A. Inform Dr you will revert back.
  • 49. 

    As an AM what are the 4 steps you will ensure before the Dr call

    • Analyze the customer information,plan & Prepare,Ask questions,role clarity

    • Analyze the customer information,plan & Prepare,call rehearsal,role clarity

    • Analyze the customer information,keeping sample ready,call rehearsal,role clarity

    • Analyze the customer information,plan & Prepare,last visit information,role clarity

    Correct Answer
    A. Analyze the customer information,plan & Prepare,call rehearsal,role clarity

Quiz Review Timeline (Updated): Mar 20, 2022 +

Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

  • Current Version
  • Mar 20, 2022
    Quiz Edited by
    ProProfs Editorial Team
  • Apr 19, 2019
    Quiz Created by
    Microlabs1
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