Rm E Gyan Jan 2019

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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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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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.