Am Gratia- Am's Role During Jfw

1. AM must ____________ to observe TE performance and Coach him

Do the entire detailing himself

Handover the gifts himself

Handover samples himself

Let the TE do the detailing,sampling and gifting

2.

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. Get frustrated and shout at TE for lacking the required skills.

B. You end up doing all the Dr calls and conversions to ensure the business is maintained.

C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.

D. All of the above

3. The AM should observe the performance of the TE in the call and give feedback by doing

Finding mistakes

Post Call Analysis

Stop the TE and do the Call

Do nothing

4.

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?

TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.

Most of the Drs in the list are committed to other company

Dr List is not right

All of the above.

5.

For joint fieldwork, AM should

Inform the TE early in the morning

Join him suddenly in the middle of the day and surprise him

Inform him the previous night about his joint fieldwork plans

Inform the TE at the beginning of the month after TP is ready

6.

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 issue to your superiors.

7.

At the end of the day AM should

Appreciate the TE for all that went well during the day

Tell him what all could have been done better

Both A & B

"Discuss with team the need of availability of new product by asking solution options and providing benefits"

8.

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. Help TE by doing Dr Conversions when you go for the JFW

B. Threaten TE that he will be in big problem, if he is not able to generate business.

C. Complain about the TE to your superiors

D. Coach TE on the process and different ways a TE can convert the Dr.

9. 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 Div.

All of the above

10.

An Area Manager should inform the TE about his work plan minimum 1 day in advance

True

False

11.

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?

Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days

Reject his leave request and tell him to work as the target is high

Ask Satish to take approval from RM.

None of the above

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?

Look for right candidate to fill vacancy

Visit Important Top Prescribers of the vacant territory HQ and ensure Drs continue prescriptions

Both A & B

None of the above

13.

Post call analysis should be done with the TE by

Asking whether Objective of the call is achieved or not

Appreciating Good work Done

Asking what he could have done better in the call ( Areas of Improvement)

All of the above

14. AM should induct New TE for _______ Days

1

4

3

5

15.

A normal day in the life of an Area Manager should ideally start with?

Morning telephone call with TE

Direct field working with TE

Business plan with TE

Customary exchange of pleasantries with TE

16.

Coaching is

Unlocking TE's potential to maximize his effectiveness during field work

Helping people come out with their own solution

Being tough on issue by giving constructive feedback and Not tough on people

All of the above

17.

The first priority of a Manager on JFW with TE is ?

Reaching the Patch 45 Minutes before the TE arrives

Doing Pre Work Discussion with TE 's Day's Plan

Both A & B

Reach just 5 mins before 1st call

18.

Where should an Area Manager ideally discuss about the Doctors Call with the TE

While he is travelling with TE

Over the phone before the JFW

After making the call

Outside the Doctors chamber just before the call

19.

During Pre call planning AM should ask TE

Make sure that TE has received his offer letter

Make sure that he has received fieldwork bag

Make sure that he has received Visual aid and undergone crash course

All of the above

20.

An AM should work minimum of ____days with HOT TE

6

3

2

10

21.

An Area Manager should do ____% of Developmental Calls

30

60

10

20

22.

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

Inform Dr you will revert back.

Give assurance for the gain of immediate business.

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?

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 Div.

All of the above

24. During retail calls AM must observe for

TE's relationship with the Chemist

AM must observe and partcipate in the conversation

TE doing RCPA with Quantification of Micro Brand and Other (competitor Brands)

Do the retail call himself

25. Every month your TE complains that the stock has not reached the stockist even after 8 days from the date of billing, which is hampering his POB Supply and secondary sales. As an AM what steps do you take to avoid such situation?

Educate TE to follow up for supply with Super stockist after the billing

Ensure 30 days inventory is maintained for all the brands at every stockist

TE to collect the primary order 3 to 4 days in prior especially during closing

All of the above

26.

On joint field work days AM must

AM should ask for Brands promoting and Focus brand based on RCPA

AM should ask for Objective of the call - Conversion/ Improvement / Retention of the call

AM should ask TE arrange the bag and do rehearse if necessary

All of the above