Am B&b- Am's Role During Jfw
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The topic is Responsibility of an Area Manager on JFW.
All the best
Micro Leadership Academy
- 1.
A normal day in the life of an Area Manager should ideally start with?
- A.
Morning telephone call with TE
- B.
Direct field working with TE
- C.
Business plan with TE
- D.
Customary exchange of pleasantries with TE
Correct Answer
A. Morning telephone call with TEExplanation
A normal day in the life of an Area Manager should ideally start with a morning telephone call with TE. This is because the Area Manager needs to have a clear understanding of the tasks and goals for the day, and a telephone call with TE can provide important updates, instructions, and guidance. It allows the Area Manager to align their activities with the overall objectives of the organization and ensures effective communication and coordination with the TE team.Rate this question:
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- 2.
The first priority of a Manager on JFW with TE is ?
- A.
Reaching the Patch 45 Minutes before the TE arrives
- B.
Doing Pre Work Discussion with TE 's Day's Plan
- C.
Both A & B
- D.
Reach just 5 mins before 1st call
Correct Answer
C. Both A & BExplanation
The first priority of a Manager on JFW with TE is to both reach the Patch 45 minutes before the TE arrives and to do pre-work discussion with the TE's day's plan. This ensures that the manager is well-prepared and ready to assist the TE in their tasks for the day. Additionally, reaching the patch early allows the manager to set up any necessary equipment or materials before the TE's arrival, ensuring a smooth start to the day.Rate this question:
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- 3.
AM should induct New TE for _______ Days
- A.
1
- B.
4
- C.
3
- D.
5
Correct Answer
D. 5Explanation
The correct answer is 5. This suggests that the AM should induct a new TE for 5 days.Rate this question:
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- 4.
Where should an Area Manager ideally discuss about the Doctors Call with the TE
- A.
While he is travelling with TE
- B.
Over the phone before the JFW
- C.
After making the call
- D.
Outside the Doctors chamber just before the call
Correct Answer
D. Outside the Doctors chamber just before the callExplanation
An Area Manager should ideally discuss the Doctors Call with the TE outside the Doctors chamber just before the call. This is because discussing the call outside the chamber allows for privacy and avoids any distractions or interruptions. It also ensures that both the Area Manager and the TE are prepared and have all the necessary information before entering the chamber. Additionally, discussing the call just before the appointment allows for any last-minute updates or changes to be communicated effectively.Rate this question:
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- 5.
AM must ____________ to observe TE performance and Coach him
- A.
Do the entire detailing himself
- B.
Handover the gifts himself
- C.
Handover samples himself
- D.
Let the TE do the detailing,sampling and gifting
Correct Answer
D. Let the TE do the detailing,sampling and giftingExplanation
The correct answer is "let the TE do the detailing, sampling, and gifting." This option suggests that the AM should allow the TE (Team Member) to perform the tasks of detailing, sampling, and gifting. This approach promotes the TE's growth and development by giving them the opportunity to observe their performance and receive coaching. By allowing the TE to take on these responsibilities, the AM can also focus on other tasks and responsibilities.Rate this question:
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- 6.
For joint fieldwork, AM should
- A.
Inform the TE early in the morning
- B.
Join him suddenly in the middle of the day and surprise him
- C.
Inform him the previous night about his joint fieldwork plans
- D.
Inform the TE at the beginning of the month after TP is ready
Correct Answer
D. Inform the TE at the beginning of the month after TP is readyExplanation
The correct answer is to inform the TE at the beginning of the month after TP is ready. This is the most appropriate option because it allows the TE to plan and prepare for the joint fieldwork in advance. By informing the TE early in the month, they have enough time to coordinate their schedules and make necessary arrangements. Additionally, waiting until the TP is ready ensures that the necessary groundwork and preparations have been completed before informing the TE about the joint fieldwork.Rate this question:
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- 7.
The AM should observe the performance of the TE in the call and give feedback by doing
- A.
Finding mistakes
- B.
Post Call Analysis
- C.
Stop the TE and do the Call
- D.
Do Nothing
Correct Answer
B. Post Call AnalysisExplanation
The AM should observe the performance of the TE in the call and give feedback by doing a post-call analysis. This involves analyzing the call after it has ended to identify any mistakes made by the TE and provide feedback on areas that need improvement. This helps in identifying strengths and weaknesses, improving performance, and ensuring better customer service in future calls.Rate this question:
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- 8.
Post call analysis should be done with the TE by
- A.
Asking whether Objective of the call is achieved or not
- B.
Appreciating Good work Done
- C.
Asking what he could have done better in the call ( Areas of Improvement)
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
Post call analysis should be done with the TE by asking whether the objective of the call is achieved or not. This helps in evaluating the effectiveness of the call and determining if the desired outcome was met. Additionally, appreciating the good work done by the TE is important as it motivates and encourages them to continue performing well. Lastly, asking the TE what they could have done better in the call helps in identifying areas of improvement and provides an opportunity for growth and development. Therefore, all of the above options are necessary for a comprehensive post call analysis.Rate this question:
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- 9.
During retail calls AM must observe for
- A.
TE's relationship with the Chemist
- B.
TE able to ask for Non moving stocks / Any other issue with Chemist
- C.
TE doing RCPA with Quantification of Micro Brand and Other (competitor Brands)
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
During retail calls, the Area Manager (AM) needs to observe various aspects. Firstly, they need to observe the relationship between the Territory Executive (TE) and the Chemist, as a good relationship is crucial for effective business operations. Secondly, the TE should be able to ask about non-moving stocks or any other issues that the Chemist may be facing, as addressing these issues is important for maintaining a smooth supply chain. Lastly, the TE should be conducting Retail Chemist Prescription Audit (RCPA) with quantification of both the company's micro brand and competitor brands, as this helps in analyzing market trends and making informed business decisions. Hence, all of the above observations are necessary during retail calls.Rate this question:
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- 10.
An Area Manager should do ____% of Developmental Calls
- A.
30
- B.
60
- C.
10
- D.
20
Correct Answer
B. 60Explanation
An Area Manager should do 60% of Developmental Calls. This means that out of all the calls made by the Area Manager, 60% of them should be focused on developmental activities. Developmental calls refer to calls that are aimed at improving skills, providing training, and mentoring employees to enhance their performance and contribute to their professional growth. By dedicating a significant portion of their calls to developmental activities, the Area Manager can ensure the continuous improvement and development of their team members, ultimately leading to better overall performance and results.Rate this question:
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- 11.
An AM should work minimum of ____days with HOT TE
- A.
6
- B.
3
- C.
2
- D.
10
Correct Answer
A. 6Explanation
The correct answer is 6 because an AM (Assistant Manager) should work a minimum of 6 days with HOT TE (HOT Technical Expert). This implies that the AM is required to have at least 6 working days alongside the HOT TE.Rate this question:
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- 12.
While inducting a new TE, AM should
- A.
Make sure that TE has submits his testimonials and Joining report to HR
- B.
Make sure that he has received fieldwork bag, Navdisha ID
- C.
Make sure that he has received Visual aid and other inputs
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
When inducting a new TE, the AM should ensure that the TE has submitted his testimonials and joining report to HR. This is important for documentation and record-keeping purposes. The AM should also make sure that the TE has received a fieldwork bag and a Navdisha ID, which are essential for carrying out their work effectively. Additionally, the AM should ensure that the TE has received visual aid and other inputs necessary for their role. Therefore, all of the above options are correct and should be taken care of during the TE's induction process.Rate this question:
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- 13.
During Pre call planning AM should ask TE
- A.
AM should ask for Brands promoting and Focus brand based on RCPA
- B.
AM should ask for Objective of the call - Conversion/ Improvement / Retention of the call
- C.
AM should ask TE arrange the bag and do rehearse if necessary
- D.
All of the above
Correct Answer
A. AM should ask for Brands promoting and Focus brand based on RCPAExplanation
During pre-call planning, it is important for the AM to ask the TE about the brands that are being promoted and the focus brand based on the RCPA (Retail Chemist Prescription Audit) data. This information will help the AM to tailor their call and communication strategy accordingly. By understanding which brands are being promoted and which brand is the focus, the AM can effectively plan their call objectives and strategies to achieve conversion, improvement, or retention goals. Additionally, asking the TE to arrange the bag and rehearse if necessary ensures that the AM is well-prepared for the call.Rate this question:
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- 14.
At the end of the day AM should
- A.
Appreciate the TE for all that went well during the day
- B.
Tell him what all could have been done better
- C.
Both A & B
- D.
Criticise the TE for all the mistakes he did
Correct Answer
C. Both A & BExplanation
At the end of the day, the AM should appreciate the TE for all that went well during the day and also tell him what all could have been done better. This approach allows for a balanced feedback session where the AM acknowledges the team's achievements and also provides constructive criticism for improvement. It promotes a positive and growth-oriented environment within the team.Rate this question:
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- 15.
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.
"Discuss with team the need of availability of new product by asking solution options and providing benefits "
- D.
You convey the same inventory and stockist issue to your superiors.
Correct Answer
C. "Discuss with team the need of availability of new product by asking solution options and providing benefits "Explanation
In this situation, the best approach is to discuss with the team the need for the availability of the new product. By asking for solution options and providing the benefits of maintaining the required inventory, you can encourage your team to find ways to address the stockist's concerns. This approach promotes teamwork and empowers the team to come up with creative solutions. Additionally, it shows that you value their input and are willing to work together to achieve the new product objective.Rate this question:
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- 16.
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.
Look for right candidate to fill vacancy
- B.
Visit Important Top Prescribers of the vacant territory HQ and ensure Drs continue prescriptions
- C.
Both A & B
- D.
None of the above
Correct Answer
C. Both A & BExplanation
In order to manage the situation of having vacancies in two high-performing HQ's while still achieving the objective as an Area Manager for the current month, it is important to look for the right candidate to fill the vacancy (option A). This ensures that the vacant territories are being managed by competent individuals who can maintain the performance levels. Additionally, visiting important top prescribers of the vacant territory HQ and ensuring that doctors continue to prescribe (option B) helps to maintain relationships and ensure that the business continues to thrive in those territories. Therefore, both options A and B are necessary steps to manage the situation effectively.Rate this question:
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- 17.
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 Div.
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
In this situation, it would be important for the Area Manager to analyze the reasons behind the lack of efforts in the team. This can be done by making time to analyze the reasons with the tools and resources available. Additionally, inviting the team for a formal meet and listening to the reasons they share can provide valuable insights. Furthermore, motivating and charging the team with the incentive earning opportunity and the pride of becoming the number one team in the division can help boost their motivation and overall performance. Therefore, all of the above actions would be necessary to address the situation effectively.Rate this question:
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- 18.
Your TE Satish working with Micro since 1.5 years, you observed that in the last 6 months he is on leave for 1- 2 days a month for various reasons. This month you have huge task to achieve. However you find Satish is once again in request of a day’s leave. What will you do in this situation?
- A.
Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days
- B.
Reject his leave request and tell him to work as the target is high
- C.
Ask Satish to take approval from RM.
- D.
None of the above
Correct Answer
A. Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working daysExplanation
Given the situation, the best course of action would be to analyze the situation, approve Satish's leave request, and also remind him about the task that needs to be achieved in the remaining working days. This approach takes into consideration Satish's past leave history and acknowledges the importance of the task at hand. By reminding him about the task, it ensures that he is aware of the responsibilities and can plan accordingly to meet the targets.Rate this question:
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- 19.
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.
TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.
- B.
Most of the Drs in the list are committed to other company
- C.
Dr List is not right
- D.
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.Explanation
The analysis is that TE Santosh is focusing his efforts only on a specific set of patches and doctors, neglecting other doctor coverage. This is evident from the fact that he repeatedly takes the representative to the same doctors in the three patches they have worked together, yet the overall PCPM sale is low at only 75k. This suggests that Santosh is not effectively expanding his reach and is not utilizing the potential of other doctors in different patches.Rate this question:
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- 20.
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.
Correct Answer
D. All of the above.Explanation
The correct answer is "All of the above." This means that as a manager, you should do all three actions mentioned in the options to avoid situations where stockists are not willing to give the required primary order. By forecasting primary sales, you can anticipate any potential issues and plan accordingly. Monitoring secondary sales versus closing on a weekly basis allows you to identify any discrepancies and take necessary actions. Planning activities to increase secondary sales of brands with high closing helps to ensure a steady flow of orders.Rate this question:
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- 21.
Coaching is
- A.
Unlocking TE's potential to maximize his effectiveness during field work
- B.
Helping people come out with their own solution
- C.
Being tough on issue by giving constructive feedback and Not tough on people
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
The correct answer is "All of the above" because coaching involves unlocking the potential of a person, helping them come up with their own solutions, and providing constructive feedback without being tough on the person. Coaching aims to maximize the effectiveness of individuals during field work by empowering them to find their own solutions and improve their skills.Rate this question:
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- 22.
On 27th 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 contributes 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
Correct Answer
C. Plan primary sales with other brands to bridge the gap due to non availabilityExplanation
In order to manage the crisis of insufficient stock for a fast-moving brand, it is important to plan primary sales with other brands to bridge the gap. This is because the brand in question contributes to 15% of the total sales, which is a significant portion. By planning primary sales with other brands, it ensures that there is still a supply of products to meet customer demand and prevent any potential loss of sales or customers. This proactive approach addresses the issue and helps maintain business continuity.Rate this question:
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- 23.
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.
A. Help TE by doing Dr Conversions when you go for the JFW
- B.
B. Threaten TE that he will be in big problem, if he is not able to generate business.
- C.
C. Complain about the TE to your superiors
- D.
D. Coach TE on the process and different ways a TE can convert the Dr.
Correct Answer
D. D. Coach TE on the process and different ways a TE can convert the Dr.Explanation
The best course of action in this situation is to coach the TE on the process and different ways to convert doctors. Threatening or complaining about the TE will not solve the problem and may create a negative work environment. By providing guidance and support, the TE can learn and improve their skills, ultimately helping them generate business at the required pace.Rate this question:
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- 24.
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 Div.
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
In this situation, it is important for the Area Manager to take a proactive approach to address the lack of efforts in the team. By making time to analyze the reasons behind the lack of efforts, the manager can identify any underlying issues or challenges that may be affecting the team's performance. Inviting the team for a formal meeting and listening to the reasons they share can help create an open and supportive environment where team members feel comfortable expressing their concerns or difficulties. Finally, motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team in the division can help boost their motivation and drive to achieve targets. Therefore, choosing all of the above options would be the most effective approach in this situation.Rate this question:
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- 25.
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.
A. Get frustrated and shout at TE for lacking the required skills.
- B.
B. You end up doing all the Dr calls and conversions to ensure the business is maintained.
- C.
C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.
- D.
D. All of the above
Correct Answer
C. C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.Explanation
The correct answer is c. Observe and Identify areas of improvement in TE and work on Coaching and skill development. This option shows a proactive approach to addressing the issue. Instead of getting frustrated or taking over the responsibilities, it suggests observing and identifying the areas where the TE needs improvement. By working on coaching and skill development, the TE can be equipped with the necessary skills to effectively do the In clinic Dr call, resulting in improved Dr conversions and prescriptions. This option promotes a supportive and constructive approach to problem-solving.Rate this question:
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Mar 21, 2023Quiz Edited by
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Nov 20, 2016Quiz Created by
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