Am Gratia- Am's Role During Jfw

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     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
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About This Quiz


Welcome to November E-Learning Test.
Here is an opportunity to test your Product knowledge, Strategy and Aptitude.
Please read the Pre Quiz Learning Material from the link

https://www.proprofs.com/training/course/? Title=role-of-an-area-manager -during-jfw
You have 20 minutes to complete this test.
Please enter your name , Emp. Code ,HQ and Select your state.
Then press "Start" to begin the test. You can only attend the test once and hence make sure you have uninterrupted internet connectivity.
The topic is Responsibility of an Area Manager on JFW.

All the best
Micro Leadership Academy

Am Gratia- Ams Role During Jfw - Quiz

Quiz Preview

  • 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

    Correct Answer
    A. C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.
  • 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

    Correct Answer
    A. Post Call Analysis
  • 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.

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

    Correct Answer
    A. 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.

    Correct Answer
    A. Educate your Team to convince the stockist based on your sales plan to make the Brand Big
  • 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 "

    Correct Answer
    A. Both A & B
  • 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.

    Correct Answer
    A. 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

    Correct Answer
    A. All of the above
  • 10. 

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

    • True

    • False

    Correct Answer
    A. True
  • 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

    Correct Answer
    A. Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days
  • 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

    Correct Answer
    A. Both A & B
  • 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

    Correct Answer
    A. All of the above
  • 14. 

    AM should induct New TE for _______ Days

    • 1

    • 4

    • 3

    • 5

    Correct Answer
    A. 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

    Correct Answer
    A. Morning telephone call 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

    Correct Answer
    A. 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

    Correct Answer
    A. Both A & B
  • 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

    Correct Answer
    A. 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

    Correct Answer
    A. All of the above
  • 20. 

    An AM should work minimum of ____days with HOT TE

    • 6

    • 3

    • 2

    • 10

    Correct Answer
    A. 6
  • 21. 

    An Area Manager should do ____% of Developmental Calls

    • 30

    • 60

    • 10

    • 20

    Correct Answer
    A. 60
  • 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

    • Explain Dr that due to recent development of MCI guidelines we will not be able to do sponsor for personal reasons

    •  Inform Dr you will revert back.

    • Give assurance for the gain of immediate business.

    Correct Answer
    A.  Inform Dr you will revert back.
  • 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? 

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

    • 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

    Correct Answer
    A. Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days
  • 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

    Correct Answer
    A. 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

    Correct Answer
    A. Educate TE to follow up for supply with Super stockist after the billing
  • 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

    Correct Answer
    A. AM should ask for Brands promoting and Focus brand based on RCPA

Quiz Review Timeline (Updated): Mar 16, 2022 +

Our quizzes are rigorously reviewed, monitored and continuously updated by our expert board to maintain accuracy, relevance, and timeliness.

  • Current Version
  • Mar 16, 2022
    Quiz Edited by
    ProProfs Editorial Team
  • Nov 20, 2016
    Quiz Created by
    Microlabs1
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