Am E Gyan Dec'2018

50 Questions | Total Attempts: 1075

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Am E Gyan Dec

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. All the best Micro Leadership Academy


Questions and Answers
  • 1. 
     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?
    • A. 

       You go to stockist personally and take orders

    • B. 

      Approach your Boss for help in influencing the stockist

    • C. 

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

    • D. 

      You convey the same inventory and stockist reason for your superiors

  • 2. 
     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?
    • A. 

       Give reasons to the superiors on non availability of stocks.

    • B. 

       Find out alternative means of getting stocks.

    • C. 

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

    • D. 

      Do Nothing

  • 3. 
     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. 

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

    • B. 

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

    • C. 

      Both A & B

    • D. 

      None of the Above

  • 4. 
    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?  
    • A. 

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

    • B. 

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

    • C. 

      Inform Dr you will revert back.

    • D. 

      Give assurance for the gain of immediate business.

  • 5. 
     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?
    • A. 

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

    • B. 

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

    • C. 

      Complain about the TE to your superiors

    • D. 

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

  • 6. 
    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? 
    • A. 

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

    • B. 

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

    • C. 

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

    • D. 

      All of the Above

  • 7. 
    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?
    • A. 

       Get frustrated and shout at TE for lacking the required skills

    • B. 

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

    • C. 

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

    • D. 

       All of the above

  • 8. 
    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?
    • A. 

      Share the Incentive he earns by sending reports and being organized

    • B. 

      Suggest him to keep reminders in mobile.

    • C. 

      Demonstrate reporting post FW during my JFW.

    • D. 

      All of the Above

  • 9. 
    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?
    • A. 

       Dr List is not right

    • B. 

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

    • C. 

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

    • D. 

      All of the Above

  • 10. 
    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?
    • A. 

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

    • B. 

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

    • C. 

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

    • D. 

      All of the Above

  • 11. 
    What are the responsibilities of an manager as a good coach
    • A. 

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

    • B. 

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

    • C. 

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

    • D. 

      Set high expectation, Guide, supporting, advice , Encourage

  • 12. 
    What are the The Fundamentals of Coaching
    • A. 

      What & Why they are supposed to

    • B. 

      How they are supposed to do

    • C. 

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

    • D. 

      All of the  Above

  • 13. 
    As an AM what is not coaching
    • A. 

      Enhancing Job performance

    • B. 

      Constructive feedback

    • C. 

      Looking for mistakes

    • D. 

      None of above

  • 14. 
    As an AM what are the 4 steps you will ensure before the Dr call
    • A. 

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

    • B. 

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

    • C. 

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

    • D. 

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

  • 15. 
    Choose the right option Action planning tells us the following
    • A. 

      Who will do what

    • B. 

      How will it be done

    • C. 

      What resources are required

    • D. 

      All of the Above

  • 16. 
    Area manager job before he moves to TE Territory is to do
    • A. 

      Pre work discussion

    • B. 

      Pre call planning

    • C. 

      Morning Phone call

    • D. 

      Pre work Analysis

  • 17. 
    Area manager need to constantly update himself for
    • A. 

      Sales record for last two years

    • B. 

      Current targets / budget area wise

    • C. 

      Product / performance of key brand

    • D. 

      Secondary sales trend

    • E. 

      All of the Above

  • 18. 
    Tick the correct answer management planning is a continuous ongoing process that  involves:
    • A. 

      Meeting at the end of each year to review the company‚ÄĚs performance

    • B. 

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

    • C. 

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

    • D. 

      Having a quarterly budget meeting

  • 19. 
     AM need to analyse work efforts of TE on
    • A. 

      Weekly Basis

    • B. 

      Monthly Basis

    • C. 

      Fortnightly Basis

    • D. 

      Before Meeting

  • 20. 
    How an Area Manager can ensure an effective customer coverage
    • A. 

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

    • B. 

      B) Day wise working schedule

    • C. 

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

    • D. 

      Both B & C

  • 21. 
    During Morning phone call to TE , AM should not get into
    • A. 

      Doctors to be covered today

    • B. 

      Inputs planned for customers

    • C. 

      Which all non prescribers to be covered today 

    • D. 

      Detailing of some important input

    • E. 

      Review Mode

  • 22. 
    During the RCPA AM should
    • A. 

      Ask the relevant question to chemist

    • B. 

      Cross check with chemist whether TE regular or not

    • C. 

      Observe the flow of conducting the RCPA by TE

    • D. 

      Try the maximum POB with chemist

  • 23. 
    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.
    • A. 

      Poor Performers, Under Achievers

    • B. 

      Solid Performers, stars Performers

    • C. 

      Poor Performers, stars Performers

    • D. 

      Under Achievers , Solid Performers

  • 24. 
    A manager demonstrates concern for others by
    • A. 

      Using change as an opportunity for improvements

    • B. 

      Establishing and communicating high expectations of performance

    • C. 

      Actively seeking to do things better

    • D. 

      All of the Above

  • 25. 
    As an AM how would you rectify performance problems
    • A. 

      By Communicating, Telling, Coaching, Motivating

    • B. 

      By Communicating, Training, Coaching, Motivating

    • C. 

      By Communicating, Training, Coaching, finding faults and correcting

    • D. 

      By Communicating, Training, Coaching, directing and rewarding.

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