AM E Gyan DEC'2018

1. 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

2. 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

3. AM should ensure TE performs every activity to achieve

100 % results

75 % Results

50% Results

None of the Above

4. 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

5. 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

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

True

False

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

True

False

Not Sure

8. 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

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

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

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

12. 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

13. 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

14. 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

15. 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

16. AM need to analyse work efforts of TE on

Weekly Basis

Monthly Basis

Fortnightly Basis

Before Meeting

17. Incentives are need to explain to TE

After induction

After quarter

During the induction

After eligibility for getting

18. 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

19. 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.

20. 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

21. 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

22. 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

23. 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

24. 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

25. 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

26. 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

27. 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

28. AM should ensure TE with minimum ___________ % Dr coverage

80%

95%

90%

50 % - 80%

29. 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

30. 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

31. 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

32. 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

33. 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

34. Manager should enable TE's to increase

Primary Sales

Secondary Sales

Territory sales

None of the Above

35. 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

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

Problem solving

Data Analysis

Observation during JFW

None of the Above

37. 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

38. 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

39. As an AM what is not coaching

Enhancing Job performance

Constructive feedback

Looking for mistakes

None of above

40. AM should ensure minimum __________ % Dr compliance

80%

95%

90%

50 % - 80%

41. Managers should work on accumulating and analysing Navdisha reports

Once in a month

Once in 15 Days

Once in a Week

Every day

42. 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

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

Pre work discussion

Pre call planning

Morning Phone call

Pre work Analysis

44. Pre call planing and post call analysis is the part of

Day Planning

Call Planning

Dr Conversation

Coaching

45. 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

46. 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

47. 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

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.