Am Carsyon 1- Am's Role During Jfw
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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
Starting the day with a morning telephone call with TE is the ideal way for an Area Manager to begin their day. This allows the manager to discuss any important updates, tasks, or issues with the TE (presumably a team or employee) and set the agenda for the day. It ensures effective communication and coordination between the manager and the team, enabling them to align their goals and plan their activities accordingly. This proactive approach helps in staying organized, addressing any urgent matters, and ensuring a smooth workflow throughout the day.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 and also to have a pre-work discussion with the TE to go over the day's plan. This ensures that the manager is well-prepared and ready to support the TE effectively during the shift. Additionally, arriving early allows the manager to set up any necessary equipment or materials and address any potential issues before the TE begins their work. Therefore, both options A and B are correct and should be the first priority for the manager.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 the sentence states that AM should induct a new TE for a certain number of days. Out of the given options, 5 is the only number provided, so it is the most appropriate answer.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
The ideal place for an Area Manager to discuss the Doctors Call with the TE is outside the Doctors chamber just before the call. This location allows for a quick discussion and finalization of any important details or strategies before entering the doctor's chamber. It ensures that both the Area Manager and the TE are on the same page and well-prepared for the call, maximizing the chances of a successful interaction with the doctor.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 answer suggests that the AM should allow the TE (presumably a team member or subordinate) to handle the tasks of detailing, sampling, and gifting on their own. This approach promotes the development and performance of the TE, allowing them to gain experience and take responsibility for these tasks. It also frees up the AM's time to focus on other aspects of observing and coaching the TE's performance.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 because it allows the TE to plan their schedule and make necessary arrangements in advance. By informing the TE early in the month, AM ensures that they have enough time to prepare for the joint fieldwork and coordinate their efforts effectively. This approach promotes better communication and collaboration between AM and TE, leading to a more successful and organized fieldwork experience.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 correct answer is "Post Call Analysis." In order to provide feedback to the TE, the AM should observe their performance during the call and analyze it afterwards. This analysis helps in identifying any mistakes made by the TE and provides an opportunity to give constructive feedback for improvement. By conducting a post-call analysis, the AM can ensure that the TE's performance is evaluated effectively and necessary feedback is provided for their development.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, appreciating good work done, and asking what he could have done better in the call (areas of improvement). This comprehensive approach ensures that all aspects of the call are considered and evaluated, including the overall goal, positive aspects, and areas for growth. By incorporating all of the above elements, a thorough analysis can be conducted to enhance future performance and ensure continuous improvement.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 several things. Firstly, they need to observe the relationship between the Territory Executive (TE) and the Chemist. This is important as a good relationship can lead to better sales and customer satisfaction. Secondly, the TE should be able to ask about non-moving stocks or any other issues that the Chemist may be facing. This shows that the TE is proactive and concerned about the Chemist's needs. Lastly, the TE should be doing Retail Chemist Prescription Audit (RCPA) with quantification of both the Micro Brand and other competitor brands. This helps in understanding the market share and performance of different brands. Therefore, 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% should be focused on developmental activities. These activities may include coaching and mentoring team members, identifying and addressing skill gaps, providing feedback and guidance, and working towards the professional growth and development of the team. By dedicating a significant portion of their calls to developmental activities, the Area Manager can contribute to the overall improvement and success of the team.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 AM should work a minimum of 6 days with HOT TE. This implies that the AM is required to work for at least 6 days in order to fulfill their duties and responsibilities related to HOT TE. Working for less than 6 days would not meet the minimum requirement set for the AM's role in 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
The correct answer is "all of the above". When inducting a new TE, the AM should ensure that the TE has submitted his testimonials and joining report to HR, received the fieldwork bag and Navdisha ID, as well as received visual aid and other inputs. This ensures that the TE is properly 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 AM to ask the TE about the brands that are being promoted and the focus brand based on RCPA (Retail Coverage and Penetration Analysis). This information will help the AM understand the specific products or brands that need to be discussed during the call. By knowing the focus brand, the AM can tailor their conversation and pitch to highlight the benefits and features of that particular brand. This will ensure that the call is targeted and effective in promoting the desired products. Additionally, asking the TE to arrange the bag and rehearse if necessary shows the AM's attention to detail and preparation 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
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 recognition of the team's achievements and also provides constructive feedback for improvement. By doing both A and B, the AM can create a balanced and effective communication style that promotes growth and development 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 would be to discuss the need for the availability of the new product with your team. By asking for their input on finding solutions and highlighting the benefits of maintaining the required inventory, you can encourage them to take ownership of the issue and come up with ideas to address it. This approach fosters collaboration and empowers your team to find ways to achieve the new product objective, rather than relying solely on your personal intervention or seeking help from your boss or superiors.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
Both options A and B are correct because in this situation, as an Area Manager, you need to look for the right candidate to fill the vacancy in the high performing HQs. This is important to ensure that the performance of the territory does not suffer. Additionally, you should also visit the important top prescribers of the vacant territory HQ to ensure that they continue prescribing and supporting the company's objectives. By doing both A and B, you can effectively manage the situation and achieve your objectives as an Area Manager.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, the best course of action would be to take some time to analyze the reasons behind the lack of efforts in the team. This can be done by using the tools and resources available to identify any potential issues or challenges that may be hindering their performance. Additionally, it would be beneficial to invite the team for a formal meeting and listen to the reasons they share. This will allow for open communication and understanding of any concerns or obstacles they may be facing. 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 morale and encourage them to put in more effort. Therefore, all of the above options 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
In this situation, the best course of action would be to analyze the situation, approve Satish's leave request, and remind him about the task that needs to be achieved in the remaining working days. This approach shows understanding and empathy towards Satish's personal needs while also emphasizing the importance of completing the task. It allows Satish to take the necessary time off while also reminding him of his responsibilities and the urgency of the task.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 limiting his efforts only to a set of patches and doctors, neglecting other doctor coverage. This is evident from the fact that he repeatedly takes the salesperson to the same doctors in the three patches they worked, but the overall PCPM sale is only 75k. This suggests that Santosh is not 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 mentioned actions to avoid situations where stockists are not willing to give the required primary order. By forecasting primary sales, monitoring secondary sales versus closing, and planning activities to increase secondary sales of brands with high closing, you can proactively address the issue and ensure that the required orders are fulfilled.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
Coaching encompasses all of the mentioned options. It involves unlocking the potential of a team member to enhance their effectiveness during fieldwork. It also focuses on helping individuals come up with their own solutions rather than providing direct answers. Additionally, coaching involves being tough on issues by giving constructive feedback, while being supportive and not tough on people. Therefore, the correct answer is "All of the above."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 the fast-moving brand, planning primary sales with other brands to bridge the gap is the most suitable solution. This approach allows for the continuation of sales and ensures that the overall sales target is not compromised. By leveraging the availability of other brands, the company can still generate revenue and meet customer demands. This proactive measure demonstrates problem-solving skills and a focus on maintaining sales performance despite the unforeseen stock shortage.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 effectiveness in generating business. By coaching the TE, they can learn new strategies and techniques that may help them achieve the required pace in converting Drs. Threatening or complaining about the TE would not be constructive or helpful in this situation.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, the best course of action would be to do all of the above. By taking the time to analyze the reasons behind the lack of efforts, the Area Manager can identify any underlying issues and address them effectively. Inviting the team for a formal meet and listening to their reasons can 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 can boost their morale and encourage them to put in more efforts. By implementing all of these actions, the Area Manager can improve the team's performance and increase the chances of achieving targets and incentives.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
In this scenario, it is important to handle the situation professionally and support the TE to improve their skills. Option a is not appropriate as getting frustrated and shouting at the TE will only demotivate them further. Option b is not sustainable as it is not the manager's responsibility to do all the Dr calls and conversions. Option c is the best approach as it involves observing and identifying areas of improvement in the TE, and then working on coaching and skill development to help them become more effective in their role.Rate this question:
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Sep 03, 2023Quiz Edited by
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Nov 20, 2016Quiz Created by
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