Am Cardicare - Am's Role During Jfw
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Welcome to November E-Learning Test.
Here is an opportunity to test your Product knowledge, Strategy and Aptitude.
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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 important because it allows the Area Manager to communicate and coordinate with their team effectively. The call can be used to discuss any updates, issues, or priorities for the day ahead. It ensures that everyone is on the same page and helps in setting the direction for the day's activities. By starting the day with this call, the Area Manager can establish a clear line of communication and ensure a smooth workflow.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 reach the Patch 45 minutes before the TE arrives. This is important as it allows the manager to prepare the necessary materials and set up the equipment before the TE's arrival, ensuring a smooth start to the day. Additionally, doing pre-work discussion with the TE about the day's plan is also a priority for the manager as it helps establish clear communication and alignment on goals and tasks for the day. Both actions are crucial for effective teamwork and productivity.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 because it suggests that the company should hire a new TE (Technical Engineer) for a period of 5 days. This indicates that the company needs temporary assistance from a TE for a short-term project or task.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 allows them to have a quick discussion and align their strategies before meeting with the doctor. It ensures that both the Area Manager and the TE are on the same page and can present a cohesive message to the doctor. Additionally, discussing the call outside the chamber allows for privacy and avoids any distractions or interruptions during the conversation.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 means that the AM should allow the TE (Territory Executive) to handle the tasks of detailing, sampling, and gifting on their own. The AM should observe the TE's performance and provide coaching if necessary. This approach promotes the development of the TE's skills and allows them to take ownership of their 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 "inform the TE at the beginning of the month after TP is ready." This answer suggests that AM should inform the TE about their joint fieldwork plans at the beginning of the month, but only after the TP (presumably the work plan or schedule) is ready. This ensures that the TE has enough time to prepare and make necessary arrangements for 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 or areas for improvement. By conducting a post-call analysis, the AM can provide constructive feedback to the TE, helping them to improve their performance in future calls. This feedback can be valuable in enhancing the overall quality of the team's calls and ensuring better customer satisfaction.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 to evaluate the effectiveness of the call and determine if the desired outcome was met. Additionally, appreciating good work done by the TE helps to boost morale and motivation. Lastly, asking what the TE could have done better in the call helps to identify areas of improvement and provide constructive feedback for future calls. 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
The correct answer is "All of the above". This means that during retail calls, the Area Manager must observe all of the mentioned factors: the TE's relationship with the Chemist, the TE's ability to ask for non-moving stocks or any other issues with the Chemist, and the TE's performance in conducting RCPA with quantification of both the Micro Brand and other competitor Brands.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 the majority of their time should be dedicated to conducting developmental calls, which involve coaching and mentoring their team members to improve their performance and skills. This is an important aspect of their role as it helps in the growth and development of their team, ultimately leading to better results and success for the organization.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 Account Manager (AM) should work a minimum of 6 days with HOT TE. This implies that the AM is expected to have a certain level of commitment and availability to effectively manage the account and ensure client satisfaction. Working for fewer than 6 days may not provide enough time and effort to fulfill the responsibilities of the role.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
The correct answer is "all of the above". This means that while inducting a new TE, the AM should make sure that the TE has submitted his testimonials and joining report to HR, has received a fieldwork bag and Navdisha ID, and has received visual aid and other inputs. This ensures that the TE is fully prepared and equipped for their role.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 Area Manager (AM) to ask the Territory Executive (TE) about the brands that are being promoted and the focus brand based on RCPA (Retail Chemist Prescription Audit). This information will help the AM understand the specific products that need to be discussed during the call and tailor the conversation accordingly. By asking for the brands promoting and the focus brand, the AM can ensure that the call is targeted and relevant to the needs of the customers.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, it is important for the AM (Assistant Manager) to appreciate the TE (Team Employee) for all that went well during the day. This helps to acknowledge the team's achievements and boosts morale. Additionally, the AM should also provide feedback on areas that could have been done better, as this promotes growth and improvement within the team. Therefore, the correct answer is both A and B.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
The correct answer suggests that the manager should discuss with the team the need for the availability of the new product by asking for solution options and providing the benefits. This approach involves engaging the team in finding a solution and highlighting the benefits of maintaining the required inventory. It encourages teamwork and collaboration, and by involving the team in the decision-making process, it increases their commitment and responsibility towards achieving 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.
None of the above
- D.
Both A & B
Correct Answer
D. 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 vacancies. This ensures that the HQ's continue to perform well even in the absence of the previous employees. Additionally, visiting important top prescribers of the vacant territory HQ and ensuring that doctors continue to prescribe medications helps maintain the performance and productivity of the HQ's. Therefore, both options A and B are necessary to effectively manage the situation.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 best for the Area Manager to make some time to analyze the reasons behind the lack of efforts in the team. This will allow the manager to understand the underlying issues and address them effectively. Additionally, inviting the team for a formal meet and listening to the reasons they share will provide valuable insights and help in finding solutions. Finally, motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team in the division will boost their morale and encourage them to put in more effort. Therefore, all of the above actions are necessary to address the problem and improve team performance.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
In this situation, the best course of action would be to analyze the situation and approve Satish's leave request. However, it is also important to remind him about the task that needs to be achieved in the remaining working days. This approach shows understanding and flexibility towards Satish's personal needs while also emphasizing the importance of completing the task on time. By reminding him about the task, it ensures that he is aware of the expectations and can plan accordingly to meet the deadline.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 is limiting his efforts only to a set of patch and doctors and neglecting other doctor coverage. This is supported by the fact that he repeatedly takes the representative to the same doctors in the three patches they worked in, but the overall PCPM sale is only 75k. This suggests that TE is not effectively expanding his reach to other doctors and patches, resulting in limited sales.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 of the suggested actions to avoid situations where stockists are not willing to give the required Primary order due to heavy closing of power brands. By forecasting primary sales, monitoring secondary sales vs closing, and planning activities to increase secondary sales of brands with high closing, you can proactively address and mitigate the impact of power brand closures on stockist willingness to provide the required 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 TE's potential to maximize effectiveness during field work, helping people come out with their own solutions, and being tough on issues by giving constructive feedback without being tough on people.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 this situation, planning primary sales with other brands is the most logical solution to manage the crisis caused by the non-availability of stocks for the fast-moving brand. By doing so, the company can ensure that there is no significant gap in sales and revenue at the end of the month. This alternative approach allows the company to maintain customer satisfaction and prevent potential losses.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 they can convert the Dr. This approach focuses on providing support and guidance to the TE, helping them improve their skills and knowledge. Threatening or complaining about the TE will not be productive and may create a negative work environment. Offering assistance by doing Dr conversions when going for the JFW may be helpful, but it is not a long-term solution to the TE's performance issues. Therefore, coaching the TE is the most appropriate response.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 multiple actions to address the lack of efforts in the team. By making time to analyze the reasons with available tools and resources, the manager can identify the root causes of the issue. Inviting the team for a formal meeting and listening to their reasons allows for open communication and understanding. Additionally, motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team in the division can inspire them to improve their performance. Therefore, all of the above actions are necessary to address the situation effectively.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
It is important to approach the situation calmly and professionally. Getting frustrated and shouting at the TE will not solve the problem and may even worsen the situation. Taking over all the Dr calls may temporarily solve the issue, but it is not a sustainable solution and may create dependency on the manager. The best approach is to observe and identify areas of improvement in the TE's performance and provide coaching and skill development to help them improve their effectiveness in conducting Dr calls. This approach focuses on long-term improvement and development of the TE's skills.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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