Rm E Gyan Jan 2019

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Rm E Gyan Jan 2019 - Quiz

Welcome to RM E-GYAN Quiz
Here you will get 50 questions which you have to attempt within 30 mins.
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.
You will be Felicitated with E GYAN Certificate for scoring above 75%. You can download your certificate.
All the best
Micro Leadership Academy


Questions and Answers
  • 1. 

     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.

       Educate your Team to convince the stockist based on your sales plan to make the Brand Big

    • D.

      You convey the same inventory and stockist reason for your superiors

    Correct Answer
    C.  Educate your Team to convince the stockist based on your sales plan to make the Brand Big
    Explanation
    In this situation, it is important to educate the team on the sales plan and the potential benefits of achieving the new product objective. By doing so, the team will be better equipped to convince the stockists to maintain the required inventory. This approach focuses on empowering the team to effectively communicate the value of the new product and the potential growth of the brand. It encourages collaboration and problem-solving within the team, rather than relying on external influences or making excuses to superiors.

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  • 2. 

    TE has not planned his Daily call planner completely , just Dr list was mentioned and AM thinks that is sufficient planning.What should RM do ?

    • A.

      Coach  AM about the significance of Planning with Dr Details ,time & Products to be Promoted in the call. 

    • B.

      Coach  AM & TE about the significance of Planning with Dr Details ,time & Products to be Promoted

    • C.

      Make a note in his Diary for action to be taken in the next meeting

    • D.

      Ask them to prepare immediately before they embark for next call.

    Correct Answer
    A. Coach  AM about the significance of Planning with Dr Details ,time & Products to be Promoted in the call. 
    Explanation
    RM should coach AM about the significance of planning with doctor details, time, and products to be promoted in the call. This is important to ensure that the call is well-prepared and effective. By providing this coaching, RM can help AM understand the importance of thorough planning and encourage them to include all necessary information in their daily call planner.

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  • 3. 

    TE was poor in Relationship building and closing was not done effectively , call objective was also not achieved.  AM & TE are ready for Next Call . Your Next step should be?

    • A.

      Do Post Call Analysis to bring more focus  for better outcome and results

    • B.

      Do Pre Call Planning for the Next Call

    • C.

      Do Post Call Analysis to bring more focus  for better outcome and results and set objectives for the next Call.

    • D.

      Take Note in Diary to address the issues later

    Correct Answer
    C. Do Post Call Analysis to bring more focus  for better outcome and results and set objectives for the next Call.
    Explanation
    The correct answer is to do a post-call analysis to bring more focus for better outcomes and results and set objectives for the next call. This is because the TE was poor in relationship building and closing, and the call objective was not achieved. By conducting a post-call analysis, the team can identify areas for improvement and make necessary adjustments to ensure better outcomes in future calls. Additionally, setting objectives for the next call will provide a clear direction and focus for the team.

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  • 4. 

    Based on RM’s guidance AM started doing Pre Call planning and Post Call analysis . However he is in telling mode , As an RM what is your role ?

    • A.

      Ask AM to demonstrate in one of the call about the points discussed

    • B.

      Ask AM to Repeat the Coaching steps again

    • C.

      Ask AM about the set objectives which he wants to improve by asking suggestionS from TE

    • D.

      You start Coaching TE

    Correct Answer
    C. Ask AM about the set objectives which he wants to improve by asking suggestionS from TE
    Explanation
    As an RM, it is important to have a clear understanding of the AM's objectives and goals in order to provide effective coaching. By asking the AM about the set objectives and seeking suggestions from the TE, the RM can gain insight into areas that the AM wants to improve and identify potential strategies or actions to help them achieve those objectives. This approach promotes collaboration and empowers the AM to take ownership of their development, while also utilizing the expertise and insights of the TE.

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  • 5. 

    During Dr Call , TE was slow in detailing , AM started to detail and completed the call by closing himself. 

    • A.

      Ask TE to detail in next call himself

    • B.

      Ask AM to do closing of the call only

    • C.

      Take note in DIARY to address in Team Meeting

    • D.

      Ask AM to do the Role of AM , demand better detailing from TE by addressing the issue

    Correct Answer
    D. Ask AM to do the Role of AM , demand better detailing from TE by addressing the issue
    Explanation
    The correct answer suggests that the best course of action is to ask the AM (Assistant Manager) to fulfill their role as AM and address the issue of slow detailing from TE (Team Executive). By doing so, the AM can demand better detailing from TE and ensure that the issue is resolved. This approach recognizes the importance of each team member fulfilling their designated roles and responsibilities.

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  • 6. 

    Priority work of RM is to understand

    • A.

      A.) People ,Process & Performance

    • B.

      B.) People ,Performers & their Performance

    • C.

      Both A & B

    • D.

      None of the Above

    Correct Answer
    A. A.) People ,Process & Performance
    Explanation
    The correct answer is A.) People, Process & Performance. The explanation for this answer is that as an RM (Relationship Manager), it is crucial to have a deep understanding of the people involved in the business, the processes they follow, and the performance metrics that determine success. By understanding these three aspects, an RM can effectively manage relationships, identify areas for improvement, and make informed decisions to drive performance and achieve desired outcomes.

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  • 7. 

    In RCPA TE is just asking Micro brands which is moving ( P1 or P2 brand ) , he is neither trying to build relationship with Chemist nor asking complete information ( Qty & competitor brands ) . AM is still fine with such incomplete RCPA?

    • A.

      Coach  AM about the significance of RCPA and ask him how the RCPA can be improved

    • B.

      Coach  AM & TE about the significance of RCPA and ask him how the RCPA can be improved

    • C.

      Make a note in his Diary for action to be taken in the next meeting

    • D.

      Give Lecture on Importance of RCPA 

    Correct Answer
    B. Coach  AM & TE about the significance of RCPA and ask him how the RCPA can be improved
    Explanation
    The correct answer is to coach AM and TE about the significance of RCPA and ask them how the RCPA can be improved. This is because the given scenario suggests that AM is not fully understanding the purpose and importance of RCPA. By coaching both AM and TE, it will ensure that they both have a clear understanding of RCPA and its significance in building relationships with chemists and gathering complete information. Additionally, asking them how the RCPA can be improved will encourage them to think critically about their current approach and find ways to enhance it.

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  • 8. 

    During your Joint Field Work , You ask your NEW TE about Competitors activity in the area ,he is working ,but he is clueless. What do you do?

    • A.

      Explain him about the importance of Competitors activity 

    • B.

      Give him small assignments 

    • C.

      Ask him to observe during his field visit in stockist ,chemist and doctors

    • D.

      All of the Above

    Correct Answer
    D. All of the Above
    Explanation
    In this situation, the best course of action would be to implement all of the options mentioned. By explaining the importance of competitors' activity to the new team member, they will gain a better understanding of its significance and be more motivated to learn about it. Giving them small assignments related to competitors' activity will provide them with practical experience and help them develop their knowledge and skills in this area. Lastly, asking them to observe during their field visits to stockists, chemists, and doctors will allow them to gather firsthand information about competitors' activities in the area. By implementing all of these options, the new team member will have a comprehensive understanding of competitors' activity.

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  • 9. 

    Minimum days for Inducting new colleague by AM

    • A.

      3 Days

    • B.

      4 Days

    • C.

      5 Days

    • D.

      7 Days

    Correct Answer
    C. 5 Days
    Explanation
    The minimum number of days for inducting a new colleague by the AM is 5 days. This means that it takes at least 5 days for the AM to properly onboard and train a new colleague. This time frame allows for sufficient training and orientation to ensure that the new colleague is well-prepared for their role and responsibilities within the team.

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  • 10. 

    Disciplined Execution needs to be done by

    • A.

      Plan ,Influence , Follow through & Feedback

    • B.

      Plan ,Influence , Follow up  & Feedback

    • C.

      Plan ,Influence & Feedback

    • D.

      Plan ,Feedback ,Influence and Influence

    Correct Answer
    A. Plan ,Influence , Follow through & Feedback
    Explanation
    The correct answer is "Plan, Influence, Follow through & Feedback." Disciplined execution requires careful planning, the ability to influence others, following through on the plan, and receiving feedback to make improvements.

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  • 11. 

    As a supervisor you are responsible for ensuring T.Es and AM fulfil the expectations: Company & Division

    • A.

      True

    • B.

      Sometimes

    • C.

      False

    • D.

      In Some Cases

    Correct Answer
    A. True
    Explanation
    As a supervisor, it is indeed your responsibility to ensure that both Training Executives (T.Es) and Account Managers (AM) fulfill the expectations set by the company and the division. This means that you need to oversee and monitor their performance, provide guidance and support, and ensure that they are meeting their targets and delivering the desired results. By doing so, you contribute to the overall success of the company and help maintain a high level of performance within your team.

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  • 12. 

    A new TE should be sent to Crash Course

    • A.

      With in 6 months of Joining

    • B.

      With in 9 months of Joining

    • C.

      With in 3 months of Joining

    • D.

      With in 30 days of Joining

    Correct Answer
    D. With in 30 days of Joining
    Explanation
    The correct answer is "within 30 days of Joining". This suggests that a new TE (Training Evaluation) should be sent to Crash Course within the first 30 days of joining. This implies that there is a specific timeframe for sending the TE, and it should be done early on in the joining process to ensure timely evaluation and completion of the training.

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  • 13. 

    Feedback of Deviations during OJC  has to be informed to TE/AM

    • A.

      In the same day , in a convenient surrounding

    • B.

      During next visit

    • C.

      At the end of Day

    • D.

      Next Day

    Correct Answer
    A. In the same day , in a convenient surrounding
    Explanation
    The correct answer is "in the same day, in a convenient surrounding". This means that any deviations or issues that occur during OJC (On-the-Job Coaching) should be reported to the TE/AM (Training Executive/Assistant Manager) on the same day they happen, in a location that is convenient for both parties. This ensures that the feedback is timely and can be addressed promptly, leading to effective coaching and improvement. Reporting the deviations in a convenient surrounding allows for a comfortable and conducive environment for discussion and resolution.

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  • 14. 

    During the Doctor Call , AM s Role should be

    • A.

      Facilitator

    • B.

      Observer

    • C.

      Supporter

    • D.

      Detailer

    Correct Answer
    B. Observer
    Explanation
    During a doctor call, the role of AM (Account Manager) should be that of an observer. This means that the AM should primarily focus on listening and observing the conversation between the doctor and the sales representative. By taking on the role of an observer, the AM can gather valuable insights about the doctor's needs, preferences, and concerns, which can then be used to develop effective strategies and solutions. The AM's role as an observer allows them to understand the dynamics of the doctor-patient relationship and identify opportunities for collaboration and support.

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  • 15. 

    Oragnisation has planned to launch a new brand , AS RM what is your responsibility

    • A.

      Make an indent to organisation and do nothing

    • B.

      Make an indent to organisation and wait for stocks to arrive at the CFA/ Super stockist

    • C.

      Make an indent to organisation and ensure stock reaches CFA/ Super stockist  minimum 15 days before the launch

    • D.

      Ask your superior to make an indent and send the stocks

    Correct Answer
    C. Make an indent to organisation and ensure stock reaches CFA/ Super stockist  minimum 15 days before the launch
    Explanation
    The responsibility of the AS RM (Area Sales Regional Manager) in launching a new brand is to make an indent to the organization and ensure that the stock reaches the CFA (Centralized Warehousing Facility) or Super Stockist at least 15 days before the launch. This implies that the AS RM is responsible for coordinating with the organization and ensuring a timely and sufficient supply of stock to the designated distribution points, in order to meet the demand and ensure a successful launch of the new brand.

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  • 16. 

    Best Influencing Style is

    • A.

      Reasoning

    • B.

      Assertiveness

    • C.

      Friendliness

    • D.

      Depending upon the situation

    Correct Answer
    D. Depending upon the situation
    Explanation
    The best influencing style depends on the situation because different situations call for different approaches. In some situations, reasoning may be the most effective way to influence others by presenting logical arguments and evidence. In other situations, assertiveness may be necessary to assert one's position and persuade others. Additionally, friendliness can be a powerful influencing style in building rapport and gaining trust. Therefore, the best influencing style cannot be determined without considering the specific circumstances and individuals involved.

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  • 17. 

    On 25th of the month  you  have realized that there is no sufficient stock of one of your fast moving brand at the CFA. But however Organisation is expecting you to do completed your state monthly target

    • 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 availability
    Explanation
    The correct answer suggests planning primary sales with other brands to bridge the gap due to non-availability of stocks. This is a logical solution as it allows the organization to meet their monthly target by promoting and selling other brands that are available in stock. It ensures that the organization does not lose out on potential sales and maintains customer satisfaction by offering alternative options. This strategy also helps in minimizing any potential financial losses that could occur due to the non-availability of the fast-moving brand.

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  • 18. 

    As State head your are plan to do 10 CME in a month, But however on 15th of the month you have realized that only 2 CME has completed, whay would be you action plan to ensure 10 CME in a month.

    • A.

      Personal call all the Drs and ensure 10 CME are completed

    • B.

      Call for meeting and discuss the action plan with the TE's to complete 10 CME

    • C.

      Call for meeting and discuss the action plan with the AM to complete 10 CME

    • D.

      Write a strong mail to AM with CC to superior to ensure all 10 CME are completed

    Correct Answer
    C. Call for meeting and discuss the action plan with the AM to complete 10 CME
  • 19. 

    RM can Identify essential competency of an Area Manager in the following parameters

    • A.

      Leading and Development

    • B.

      Data Analysis , Problem Solving , Decision making

    • C.

      Strategy Implementation and commercial acumen

    • D.

      All of the Above

    Correct Answer
    D. All of the Above
    Explanation
    The correct answer is "All of the Above" because the question states that RM can identify the essential competency of an Area Manager in the parameters of leading and development, data analysis, problem solving, decision making, and strategy implementation and commercial acumen. Therefore, all of these parameters are considered essential competencies for an Area Manager, according to RM.

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  • 20. 

    Recently a TE was promoted as AM , But how ever he is not performing to his potential, So As AM what initiations will you take.

    • A.

      Send AM for Induction immediately

    • B.

      Discuss with him personally on the challenges he is facing in the current role & prepare an Action plan for development

    • C.

      Coach him during Joint field work

    • D.

      All of the Above

    Correct Answer
    D. All of the Above
    Explanation
    The correct answer is "All of the Above". As an AM, it is important to take multiple initiatives to address the issue of the promoted TE not performing to his potential. Sending the AM for induction immediately will help him understand his new role and responsibilities better. Discussing with him personally about the challenges he is facing will provide insights into any obstacles he may be facing and allow for the creation of an action plan for his development. Coaching him during joint field work will provide hands-on guidance and support to improve his performance. Therefore, all of these initiatives are necessary to help the TE perform better in his new role.

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  • 21. 

     In the last 2 months you find there is lack of efforts in the team overall, because of which you as an Regional 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.

      Help the TE to come up with an action plan to ensure this month target & deficit

    • 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 Above
    Explanation
    In this situation, the Regional Manager should make some time to analyze the reasons behind the lack of efforts in the team. This will help identify any underlying issues that may be affecting their performance. Additionally, the Regional Manager should help the team come up with an action plan to ensure they meet their targets for the current month and make up for any deficit. Motivating and charging the team with the opportunity to earn incentives and the pride of becoming the number one team in the division can also help boost their performance. Therefore, all of the above options should be considered in order to address the issue effectively.

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  • 22. 

    One of your AM is very poor in doing his admin related work like sending Reports, Formats, Sales and work related data. He requires 2 to 3 reminders than any other TE. How will you make this TE more organized?

    • A.

      Write a mail at the beginning of the month to AM on Admin related works.

    • B.

      Discuss dead line for each admin related work

    • C.

      Coach the AM on importance of each admin work & it's impact on work & sales

    • D.

       All of the above

    Correct Answer
    D.  All of the above
    Explanation
    The correct answer is "All of the above" because implementing all the mentioned actions will help make the AM more organized. Writing a mail at the beginning of the month will serve as a reminder and set expectations. Discussing deadlines for each admin-related work will provide clarity and help the AM prioritize tasks. Coaching the AM on the importance of each admin work and its impact on work and sales will help them understand the significance and motivate them to improve. By combining all these approaches, the TE can effectively address the AM's poor performance in admin-related work.

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  • 23. 

    Last month you have achieved your target , But however New brand sales is very Low in the last month , So as RM what will bw your Action plan to ensure New brand is sold 

    • A.

      Inform the team on the incentive of the New brand .

    • B.

      Ask minimum 5 Drs conversion per TE to ensure target of new brand

    • C.

      Plan CME or camps for new brand

    • D.

      All of the Above

    Correct Answer
    D. All of the Above
    Explanation
    The correct answer is "All of the Above" because each action plan mentioned can contribute to ensuring the sale of the new brand. Informing the team about the incentive of the new brand can motivate them to promote and sell it. Asking for a minimum of 5 doctor conversions per Territory Executive (TE) can set a specific target and ensure that each TE is actively promoting the new brand. Planning Continuing Medical Education (CME) sessions or camps specifically for the new brand can create awareness and generate interest among healthcare professionals. By implementing all of these strategies, the RM can maximize the chances of selling the new brand successfully.

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  • 24. 

    Your team Strategy implementation is below 30 % , what will be your action plan ?

    • A.

      Check  Strategy understanding level of AM and TE

    • B.

      Coach team learn how to execute Strategy

    • C.

      Followup with AM's on day to day basis on Strategy implementation

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above." If the team's strategy implementation is below 30%, it is necessary to take multiple actions to improve the situation. Checking the strategy understanding level of the AM and TE will help identify any gaps in their comprehension. Coaching the team on how to execute the strategy will provide them with the necessary skills and knowledge. Following up with AMs on a daily basis will ensure that they are consistently working towards implementing the strategy. Therefore, all of these actions are necessary to improve the team's strategy implementation.

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  • 25. 

    40% of your TE's are not good in product knowledge and skills , what initiative would you take to develop your TE?

    • A.

      Blame them for poor knowledge and skills

    • B.

      Focus on sales instead wasting time with such TE's

    • C.

      Discuss with AM and Regional Training Manager on Development of TE's

    • D.

      None of the Above

    Correct Answer
    C. Discuss with AM and Regional Training Manager on Development of TE's
    Explanation
    The correct answer is to discuss with the AM and Regional Training Manager on the development of the TE's. This option shows a proactive approach to address the issue of TE's lacking product knowledge and skills. By involving the AM and Regional Training Manager, a plan can be created to provide the necessary training and support to improve the TE's knowledge and skills. This approach focuses on finding a solution rather than blaming or neglecting the TE's, and it demonstrates a commitment to their professional growth and development.

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  • 26. 

    How an Regional Manager can ensure an effective  KOL customer coverage by AM

    • A.

      Ensuring AM follow TP to ensure KOL coverage

    • B.

      Analysing AM work efforts on KOL coverage on a weekly basis

    • C.

      Asking AM during morning phone call on Number of Kol Planned today

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The regional manager can ensure an effective KOL customer coverage by AM by implementing all of the above strategies. By ensuring that the AMs follow the territory plan to cover KOLs, analyzing their work efforts on KOL coverage on a weekly basis, and asking them about the number of KOLs planned for the day during morning phone calls, the regional manager can ensure that the KOLs are effectively covered by the AMs. These strategies help in monitoring and tracking the AMs' activities and ensuring that they are focused on covering the KOLs as per the plan.

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  • 27. 

      For Data Analysis what are the sources of Data Collection

    • A.

      Navdisha and Disha

    • B.

      Awacs Data

    • C.

      Navdisha and Activities

    • D.

       Navdisdha, Disha , Activities , Other sources and some geographical Dimension

    Correct Answer
    D.  Navdisdha, Disha , Activities , Other sources and some geographical Dimension
    Explanation
    The correct answer includes multiple sources of data collection for data analysis, such as Navdisha, Disha, Activities, Other sources, and some geographical Dimension. This suggests that in order to conduct data analysis, one can gather data from various sources including Navdisha, Disha, Activities, and other additional sources. Additionally, the inclusion of geographical dimension implies that data related to specific geographical locations can also be collected and analyzed.

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  • 28. 

    As per Huth waite survey data on time spent for coaching , on which 2 category of AM you as an RM need allocate Maximum time.

    • A.

      Poor Performers, Under Achievers

    • B.

      Solid Performers, stars Performers

    • C.

      Poor Performers, stars Performers

    • D.

      Under Achievers , Solid Performers

    Correct Answer
    D. Under Achievers , Solid Performers
    Explanation
    The correct answer is Under Achievers, Solid Performers. According to the Huthwaite survey data, these two categories require the maximum amount of coaching time. Under Achievers need extra attention and guidance to improve their performance, while Solid Performers need coaching to maintain their high level of performance and continue to excel. Allocating maximum time to these two categories will help ensure overall team success and growth.

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  • 29. 

    Why Data Analysis  is very important for an RM

    • A.

      Helps in knowing sales of Territory wise

    • B.

      Helps in knowing product wise performance of each brand

    • C.

      Helps in knowing the work efforts of the team

    • D.

      Helps in knowing the sales of stockist wise

    • E.

      All of the Above

    Correct Answer
    E. All of the Above
    Explanation
    Data analysis is very important for an RM because it allows them to gain insights into various aspects of their business. By analyzing data, an RM can understand the sales of different territories, evaluate the performance of each brand, assess the work efforts of their team, and determine the sales of different stockists. Having this information helps the RM make informed decisions, identify areas of improvement, and allocate resources effectively. Therefore, data analysis plays a crucial role in the overall success and growth of an RM's business.

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  • 30. 

    In your region closing sales is increased by 2 folds since last 6 months , what would be your strategy to generate primary sales

    • A.

      Increase more number of stockist

    • B.

      Sell offer brands to Stockist

    • C.

      Guide Team to increase prescriber and secondary sales

    • D.

      All of the above

    Correct Answer
    C. Guide Team to increase prescriber and secondary sales
    Explanation
    The strategy to generate primary sales in this scenario would be to guide the team to increase prescriber and secondary sales. This means focusing on increasing the number of healthcare professionals who prescribe the product and encouraging existing customers to make repeat purchases. By doing so, the primary sales will naturally increase as a result of increased demand and customer loyalty. Increasing the number of stockists and selling offer brands to stockists may also be beneficial, but they are not directly related to generating primary sales.

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  • 31. 

    An RM can ensure Strategy implementation through TE's only when 

    • A.

      AM is 100 % aware of the strategy

    • B.

      AM is following up on daily basis with the TE 

    • C.

      AM ensuring 100% strategy execution on time

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above". This means that an RM can ensure strategy implementation through TE's only when the AM is 100% aware of the strategy, following up on a daily basis with the TE, and ensuring 100% strategy execution on time. In other words, all three conditions mentioned in options A, B, and C must be met for the RM to effectively ensure strategy implementation through TE's.

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  • 32. 

    While working  with your  ABM  you observd that a TE  reporting to him and working from last  2 years with a achievemnet 90 % and  13% growth, has high PCPM in team. You found he  is looking for better prospects and monetary benefits . He has high involvement in team,  He  complains of low salary , how you are going to address your AM to handle such TE . 

    • A.

      AM to support TE  on how to increase his sales  with some additional efforts and conversions to bring his growth to  20 % and to earn  100 % incentives

    • B.

      Detail him to increase his sales  and have 120 % achievement 

    • C.

      Ask him to have positive attitude

    • D.

      None of the Above

    Correct Answer
    A. AM to support TE  on how to increase his sales  with some additional efforts and conversions to bring his growth to  20 % and to earn  100 % incentives
    Explanation
    The correct answer is to have the AM support the TE in increasing his sales by providing additional efforts and conversions to bring his growth to 20% and earn 100% incentives. This approach addresses the TE's desire for better prospects and monetary benefits by helping him improve his performance and achieve higher incentives. It also acknowledges his high involvement in the team and addresses his complaint of low salary by providing a clear path for him to increase his earnings through increased sales.

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  • 33. 

    A New  TE  just joined two months back is a fresher by profession and found to be low in confidence , You found him  finding difficulty in doing Proper RCPA , and  proper detailing in Doc chamber , his product knowledge was  not upto mark, he is hard working TE  and  ready to learn , his head qtr is on  70 %  with degrowth  10 % . What would be your guidance to an AM

    • A.

      Do a proper Induction of a TE 

    • B.

      Send him for next up  coming  crash course / induction

    • C.

      Give him additional time in coaching and Development  and support in some Doctor  conversion in his area.

    • D.

      All of the above

    Correct Answer
    D. All of the above
    Explanation
    The correct answer is "All of the above". This is because the TE is a fresher and lacks confidence, proper RCPA skills, proper detailing in the Doc chamber, and product knowledge. Therefore, the AM should provide a proper induction to the TE, send them for a crash course or induction, give them additional time for coaching and development, and support them in converting doctors in their area. All of these actions combined will help the TE improve their skills, knowledge, and confidence, leading to better performance.

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  • 34. 

    While  working in field with your AM you observed that your TE working  from   last 2 years, his performance is not encouraging  and is landing at 1.4  lacs PCPM , He always complains about lack of inputs and gifts , 10 -15 Doc are prescriber in his area .In Doctor chamber also he was just breifing  brand and composition . What you are going to address to your AM 

    • A.

      AM to do thorough analysis of  of Doc coverage / Compliance  every month and follow through

    • B.

      AM  to brief him  Business opportunities   from rest of customers to be gained with regular visit and input utilisation 

    • C.

      AM to brief him on  proper RCPA and in clinic effectiveness also  to generate more Rx.

    • D.

      All of the Above

    Correct Answer
    D. All of the Above
    Explanation
    The correct answer is "All of the Above". This means that the person addressing their AM should discuss all three points mentioned in the options. They should ask the AM to conduct a thorough analysis of the doctor's coverage and compliance every month and follow through with any necessary actions. They should also ask the AM to brief the TE on business opportunities from other customers that can be gained through regular visits and effective utilization of inputs. Additionally, the AM should provide guidance on proper RCPA (Retail Chemist Prescription Audit) and in-clinic effectiveness to generate more prescriptions.

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  • 35. 

    During a call you observed AM  makes  complete Doctor call , with briefing USPs of the brand , making demand and giving and detailing Gift to a doctor , what do you think  need to be improved  which you would like to brief to  your AM

    • A.

      AM should  work on Developing TE 

    • B.

      AM to work on motivating a TE

    • C.

      AM to work on supporting  TE

    • D.

      AM to work on Pre call planning before a call and  set call objective  and its execution during a call

    Correct Answer
    D. AM to work on Pre call planning before a call and  set call objective  and its execution during a call
    Explanation
    The correct answer suggests that the AM should work on pre-call planning before a call and set call objectives, as well as execute them during the call. This implies that the AM needs to improve their preparation and organization skills before making a call, ensuring they have a clear plan and objective in mind. Additionally, they should focus on executing the call effectively, ensuring they cover all necessary points and provide the required information to the doctor.

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  • 36. 

    An AM is promoted from  TE, had 10 years of work experience ,  4 years as ABM  - You found that coverage and compliance of his territory is below 45% , strategy implementation is below   50 % , Overall performance of his territory is  at  60 % . What course correction  will be required at this level

    • A.

      Will convert the doctor of his territory 

    • B.

      Will  do Navdisha Analysis for him  

    • C.

      Will give  him clear cut guideline on Importance of coverage and compliance

    • D.

      Will check his understanding  on coverage and compliance and Navdisha analysis, strategy implementation and help and support him  to implement regularly  

    Correct Answer
    D. Will check his understanding  on coverage and compliance and Navdisha analysis, strategy implementation and help and support him  to implement regularly  
    Explanation
    The correct answer is "Will check his understanding on coverage and compliance and Navdisha analysis, strategy implementation and help and support him to implement regularly." This course correction is necessary because the AM's territory is performing below expectations in terms of coverage and compliance, strategy implementation, and overall performance. By checking the AM's understanding and providing guidance and support, it will help improve these areas and ensure regular implementation of strategies.

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  • 37. 

    What are the Qualitative aspects of Data Analysis to be considered before taking any  decision 

    • A.

      A) % of achievement

    • B.

      B) Growth / PCPM

    • C.

      C) Knowledge skill and competency level

    • D.

      D) Execution and Implementation

    • E.

      Option C and D

    • F.

      Option A and C

    Correct Answer
    E. Option C and D
    Explanation
    The qualitative aspects of data analysis that should be considered before making a decision are knowledge, skill, and competency level, as well as execution and implementation. These factors are important because they determine the ability to understand and interpret the data accurately, as well as the capability to effectively execute and implement the decision based on the analysis. By considering these aspects, one can ensure that the decision-making process is informed and successful.

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  • 38. 

    Data Interpretation and insights is  an exhaustive outcome while going through 

    • A.

      A) Effort  Vs Sales  

    • B.

      B) Performance of manager/ TE

    • C.

      C) Potential vs penetration in market 

    • D.

      D) Deployment strategy 

    • E.

      Both A & C

    • F.

      All of the Above

    Correct Answer
    F. All of the Above
    Explanation
    The correct answer is "All of the Above". This means that all of the options A, B, C, and D contribute to the exhaustive outcome of Data Interpretation and insights. Option A, Effort Vs Sales, helps in analyzing the relationship between the effort put in and the resulting sales. Option B, Performance of manager/ TE, helps in evaluating the performance of the manager or the sales team. Option C, Potential vs penetration in the market, helps in understanding the potential of the market and the level of penetration achieved. Option D, Deployment strategy, helps in analyzing the strategy used for deploying resources.

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  • 39. 

     For a  person  with some competency and Moderate  Commitment, Manager need to adopt 

    • A.

      High directive and high Supportive behaviour

    • B.

      High directive and low Supportive behaviour

    • C.

      Low supportive and low directive behaviour

    • D.

      High supportive and low directive

    Correct Answer
    A. High directive and high Supportive behaviour
    Explanation
    For a person with some competency and moderate commitment, the manager needs to adopt high directive behavior to provide clear instructions and guidance. This is necessary because the person may have the necessary skills but may still require specific instructions to complete tasks effectively. Additionally, the manager should also exhibit high supportive behavior to provide encouragement, praise, and emotional support. This will help in building a positive relationship and boosting the person's motivation and confidence.

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  • 40. 

    Key objective of  Data Analysis for  manager is to help in

    • A.

      Decision making

    • B.

      Problem solving

    • C.

      Sales Planning overall 

    • D.

      Planning number of days  to be spent in a head Qtr

    • E.

      Planning Overall, problem solving and Decision making 

    Correct Answer
    E. Planning Overall, problem solving and Decision making 
    Explanation
    The key objective of Data Analysis for a manager is to help in planning overall, problem solving, and decision making. Data analysis provides insights and information that can be used to make informed decisions, solve problems, and develop effective plans. By analyzing data, managers can identify trends, patterns, and correlations that can inform their planning process and help them make strategic decisions. Additionally, data analysis can help managers identify and solve problems by identifying root causes and suggesting potential solutions based on data-driven insights.

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  • 41. 

    As a Regional manager where would you like your AM to spent time on TE who are 

    • A.

      Under Achievers 

    • B.

      Star  Performers 

    • C.

      Under achievers and Solid performers

    • D.

      Equal attention to all performers 

    Correct Answer
    C. Under achievers and Solid performers
    Explanation
    As a Regional manager, it would be beneficial to have the Assistant Manager (AM) spend time on both underachievers and solid performers. By focusing on underachievers, the AM can identify the reasons for their underperformance and provide guidance and support to help them improve. This can ultimately lead to increased productivity and better results. Additionally, giving attention to solid performers is essential as it helps maintain their motivation and engagement, ensuring they continue to excel and contribute to the team's success. By prioritizing these two groups, the AM can effectively address performance gaps and foster a high-performing team.

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  • 42. 

    As a manager we need  to constantly update  ourself on 

    • A.

      Sales record for last two years

    • B.

      Current targets / budget area wise

    • C.

      Product / performance of key brand

    • D.

       Secondary sales trend

    • E.

      All of the Above

    Correct Answer
    E. All of the Above
    Explanation
    As a manager, it is important to constantly update oneself on various aspects of the business. This includes staying informed about the sales record for the last two years to identify trends and patterns. Additionally, knowing the current targets and budget area wise helps in setting goals and allocating resources effectively. Understanding the product and performance of key brands is crucial for making informed decisions and strategies. Lastly, monitoring the secondary sales trend provides insights into the overall market dynamics. Therefore, all of the mentioned options are necessary for a manager to stay updated and make informed decisions.

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  • 43. 

    As an Manager  how would you rectify performance problems

    • A.

      By Communicating, Telling,Coaching,Motivating

    • B.

      By Communicating, Training,Coaching and Motivating 

    • C.

      ​​​​​​​By Communicating, Training,Coaching,finding faults and correcting

    • D.

      By Communicating, Training,Coaching,directing and  non  rewarding

    Correct Answer
    B. By Communicating, Training,Coaching and Motivating 
    Explanation
    The correct answer is "By Communicating, Training, Coaching and Motivating". As a manager, one can rectify performance problems by effectively communicating with the team members to understand their challenges and provide necessary guidance and feedback. Training can be provided to enhance their skills and knowledge. Coaching can help in identifying areas of improvement and providing support to overcome them. Motivating the team members can boost their morale and encourage them to perform better.

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  • 44. 

    Which of the following is not a part of decision making 

    • A.

      Assessment of Situation

    • B.

      Identifying Business Opportunities

    • C.

      Identifying the team development  Opportunities

    • D.

      Non Optimization of Resources

    Correct Answer
    D. Non Optimization of Resources
    Explanation
    The correct answer is "Non Optimization of Resources." This option does not pertain to decision making as it focuses on the efficient use of resources rather than the decision-making process itself. Decision making involves assessing the situation, identifying business opportunities, and identifying team development opportunities, all of which are essential for making informed and effective decisions.

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  • 45. 

    In a Directing role when a TE is low in skill set and  low in willingness also -  A manager need  to  have 

    • A.

      Ability to give clear instruction 

    • B.

      Set expectation

    • C.

      Good listening skills and ability to observe

    • D.

      In Post call providing SMART Feedback

    • E.

      All of the Above

    Correct Answer
    E. All of the Above
    Explanation
    In a Directing role, when a TE is low in skill set and low in willingness, a manager needs to have the ability to give clear instructions, set expectations, have good listening skills, and the ability to observe. This is because clear instructions and setting expectations will help the TE understand what is expected of them and how to improve their skills. Good listening skills will allow the manager to understand the TE's concerns and provide appropriate feedback. Observing the TE's performance will help the manager identify areas for improvement and provide targeted feedback. Therefore, all of the above options are necessary for a manager in this situation.

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  • 46. 

    In a doctor call , TE  was unable to address the USP's of a brand,what  we observe  during post call analysis our AM should do

    • A.

      A) Appreciate any positive  

    • B.

      B) Ask his opinion

    • C.

      C) Ask him how he could improve

    • D.

      D) Reviewing  candidate after call

    • E.

      Option A , B & C

    Correct Answer
    E. Option A , B & C
    Explanation
    During the post call analysis, the AM should appreciate any positive aspects of the doctor call to provide encouragement and motivation to the TE. Additionally, the AM should ask for the TE's opinion on the call to gather feedback and understand their perspective. Lastly, the AM should ask the TE how they could improve in addressing the USP's of the brand to encourage self-reflection and growth. Therefore, options A, B, and C are the correct answers.

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  • 47. 

    AM found to be good  in overall performance in such conditions  RM should drive on

    • A.

      Data and Logical framework 

    • B.

      Strategy implementation 

    • C.

      Call average and coverage

    • D.

      Team Work

    • E.

      All of the Above

    Correct Answer
    A. Data and Logical framework 
    Explanation
    The given answer, "Data and Logical framework," is the correct answer because it suggests that AM (presumably a person or a team) has been found to be good in overall performance in certain conditions. Therefore, RM (presumably another person or a team) should drive on, meaning they should continue with their current strategy or approach. The other options, such as "Strategy implementation," "Call average and coverage," and "Team Work," do not provide a clear explanation for why AM should be considered good and why RM should continue driving on.

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  • 48. 

    In Coaching , AM should speak the most

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    The given statement is "In coaching, AM should speak the most" and the correct answer is False. This means that the statement is not true. In coaching, it is not necessary for the AM (Assistant Manager) to speak the most. Coaching involves effective communication and interaction between the coach and the coachee, where the coach guides and supports the coachee in achieving their goals. Both parties should have an equal opportunity to speak and share their thoughts, ideas, and concerns. The focus should be on active listening, asking open-ended questions, and facilitating a constructive dialogue to foster growth and development.

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  • 49. 

    You have observed that TE is not asking the competitor brands and neither asking for Quantified data during the RCPA, what would you suggest your AM  to do 

    • A.

      Ask AM  to take information

    • B.

      Ask AM to Realise the importance of effective RCPA and make TE prepare for next call

    • C.

      Ignore the situation and hope for better In future

    • D.

      Ask AM and  TE for proper information

    Correct Answer
    B. Ask AM to Realise the importance of effective RCPA and make TE prepare for next call
    Explanation
    The correct answer suggests that the AM should make the TE realize the importance of effective RCPA (Retail Chemist Prescription Audit) and encourage them to prepare for the next call. This implies that the current approach of not asking competitor brands and not collecting quantified data during RCPA is ineffective. By emphasizing the importance of these factors and encouraging better preparation, the AM can improve the quality and effectiveness of future calls.

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  • 50. 

    During Closing  AM ask TE  for monthly growth but some how TE was unable to achieve  incentives , what  need to be addressed further 

    • A.

      Cumulative growth norms

    • B.

      Sales return norms

    • C.

      Expiry breakage norms

    • D.

      All of the Above

    Correct Answer
    D. All of the Above
    Explanation
    The question is asking what needs to be addressed further when the TE (presumably a sales team) is unable to achieve incentives for monthly growth. The answer "All of the Above" suggests that all three options (cumulative growth norms, sales return norms, and expiry breakage norms) need to be addressed. This implies that each of these factors may be contributing to the TE's inability to achieve incentives, and all should be examined and potentially adjusted in order to improve performance.

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Quiz Review Timeline +

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

  • Current Version
  • Mar 20, 2023
    Quiz Edited by
    ProProfs Editorial Team
  • Jan 09, 2019
    Quiz Created by
    Microlabs1
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