Am E Gyan June'2018

The correct answer is "All of the above." This means that all four steps mentioned (Analyze customer information, Plan & Prepare with TE, Call rehearsal, Agree which part of the call TE and AM performs) are important and should be performed by the Account Manager (AM) and Technical Expert (TE) before the call.

The key objective of data analysis for a manager is to help in planning overall, problem solving, and decision making. Data analysis provides valuable insights and information that can be used to make informed decisions, solve problems, and plan strategies. By analyzing data, managers can identify patterns, trends, and correlations that can guide their decision-making process. It also helps in identifying and solving problems by identifying root causes and finding effective solutions. Additionally, data analysis aids in planning overall strategies by providing information on market trends, customer preferences, and competitor analysis.

On Day 2 and Day 3 of Induction, AM needs to demonstrate during RCPA, observe the TE during RCPA, and introduce the TE to Stockiest. This means that on these two days, the Area Manager is expected to perform all of the mentioned tasks.

The correct answer is "Weekly basis" because analyzing work efforts on a weekly basis allows for a more frequent and detailed assessment of the TE's performance. This timeframe provides a shorter feedback loop, enabling timely adjustments and improvements to be made. It also ensures that any issues or challenges are addressed promptly, leading to better productivity and efficiency. Additionally, analyzing work efforts on a weekly basis allows for better tracking of progress towards goals and targets, making it easier to identify trends and patterns over time.

An Area Manager can ensure effective customer coverage by preparing a master tour plan with a city-wise breakup of customers. This allows for efficient allocation of resources and ensures that all customers are visited regularly. Additionally, having a day-wise working schedule helps the manager stay organized and focused on meeting customer needs. Furthermore, monitoring the tour schedule through morning daily call reports helps to ensure adherence to the plan and assess the frequency of visits. By implementing these strategies (a, b, and c), the Area Manager can maximize customer coverage and provide a high level of service.

During a morning phone call to the TE (presumably a medical representative or sales representative), the AM (presumably the Area Manager or Assistant Manager) should not get into the "Review mode." This suggests that the morning phone call is not the appropriate time to discuss or review previous actions, strategies, or performance. Instead, the focus of the call should be on the topics listed, such as the doctors to be covered that day, planned inputs for customers, non-prescribers to be covered, and any important detailing or information to be shared. The "Review mode" is likely reserved for a separate discussion or meeting.

The answer suggests that one way an AM can enhance the competency of themselves and their team is by guiding team members on areas of improvement after observing them on the job. This implies that the AM should actively monitor the performance of their team members and provide feedback and guidance to help them improve their skills and abilities. This approach can help both the individual team members and the team as a whole to enhance their competency and achieve better results.

Effective managers should spend 80% of their time in making developmental calls because these calls focus on the growth and development of employees. Developmental calls involve providing feedback, coaching, and mentoring to help employees improve their skills and performance. By investing time in developmental calls, managers can help their team members reach their full potential, increase their job satisfaction, and contribute to the overall success of the organization. This proactive approach to employee development can lead to higher productivity, better teamwork, and increased employee retention.

The correct answer is 5 Days. This suggests that a New TE needs to be inducted in the field by an AM for a period of 5 days.

The correct answer is d a, b & c. The explanation for this answer is that decision making steps are sequenced as identifying business opportunities, identifying team developmental opportunities, and optimization of resources. This means that all three steps are necessary in the decision-making process.

The acronym PNSB stands for Problem Need Solution Benefit. This definition is used to identify a solution for a problem in day-to-day working. The acronym highlights the key elements involved in finding a solution, starting with identifying the problem, understanding the need for a solution, finding the appropriate solution, and ultimately reaping the benefits of implementing that solution.

The correct answer includes multiple sources of data collection for data analysis, such as Navdisha, Disha, Activities, Other sources, and some geographical Dimension. These sources provide a wide range of data that can be analyzed to gain insights and make informed decisions.

The correct answer is Pre work Analysis. Before moving to the TE Territory, the area manager's job is to conduct a pre work analysis. This involves analyzing the tasks and objectives that need to be accomplished, identifying potential challenges or obstacles, and developing a strategic plan to ensure successful execution. This analysis helps the manager to assess the resources required, allocate responsibilities, and prioritize tasks effectively. It also allows for better decision-making and helps in setting realistic goals for the team.

The area manager does not need to constantly update himself on any of the mentioned factors because they are not relevant to his role. The area manager's main responsibility is to oversee and manage the operations in his assigned area, which includes tasks such as coordinating with the sales team, ensuring smooth distribution of products, and meeting sales targets. While it is important for the area manager to have a general understanding of the sales record, targets, and product performance, constantly updating himself on these factors is not necessary as they are not likely to change frequently. Additionally, secondary sales trends may be monitored by the sales team and reported to the area manager periodically, so constant updates are not required.

The correct sequence for an AM to give constructive feedback to TE in JFW is by first discussing the specific actions taken, then highlighting the impact of those actions, and finally discussing the desired outcome. This sequence allows for a clear and structured approach to providing feedback, ensuring that the TE understands what actions they took, the impact those actions had, and what the desired outcome should be.

If a TE is high on skill and low on willingness, the expected behavior of a manager would be participative. This means that the manager would involve the TE in decision-making processes and seek their input and ideas, while still maintaining authority and control over the final decisions. This approach allows the manager to leverage the TE's skills and expertise while also addressing their lack of motivation or willingness. It encourages collaboration and engagement, which can help improve the TE's willingness over time.

The given options all suggest actions that an Area Manager should take to manage sales effectively. However, the odd one out is "Not initiating timely corrective actions". This option contradicts the other options, as it suggests the opposite of what an effective Area Manager should do. Instead, an effective Area Manager should identify factors hindering performance and take timely corrective actions to address them.

The given options are all related to different aspects of data description. "Growth and PCPM" stands out as it does not fit into the category of qualitative aspects. It seems to be more related to quantitative aspects, such as measuring growth or performance indicators. The other options, "Knowledge and skill," "Execution and Implementation of strategies," and "Deviation from set standards," all pertain to qualitative aspects of data description, focusing on qualities, characteristics, or actions rather than numerical measurements.

OSCAR feedback is a way to give feedback to a subordinate on the job. OSCAR stands for Observation, Situation, Consequence, Alternative, and Result. This method involves observing the employee's behavior or performance, discussing the situation, explaining the consequences of their actions, suggesting alternatives for improvement, and discussing the desired result. It provides a structured and constructive approach to giving feedback, allowing the subordinate to understand their strengths and areas for improvement while also promoting growth and development.

Crisis management is important and urgent for an AM because it involves handling unexpected and critical situations that may arise in the workplace. This includes managing and resolving conflicts, addressing emergencies, and making quick decisions to mitigate any potential damage. Building relations, identifying new opportunities, and planning and communicating are also important aspects of an AM's role, but crisis management takes precedence due to its immediate impact on the organization's reputation and operations.