Gratia Am- E-gyan Test
.jpg "Gratia Am- E-gyan Test - Quiz")
Dear Manager ,
Management is called an art because managing requires certain skills which are personal possessions of managers. Science provides the knowledge & art deals with the application of knowledge and skills.
A manager to be successful in his profession must acquire knowledge of science & the art of applying it.
Micro Leadership Academy is dedicated to enable Area Manager to perform his Role as an AM successfully.
All the best
Micro Leadership Academy
- 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 BigExplanation
In this situation, the best approach is to educate your team on how to convince the stockists based on your sales plan to make the brand big. By educating your team, they will have a better understanding of the sales plan and be able to effectively communicate its benefits to the stockists. This will help in convincing the stockists to maintain the required inventory and achieve the new product objective. Approaching the stockists personally or seeking help from your boss may not be as effective as educating your team to handle the situation themselves.Rate this question:
-
- 2.
On 27th Aug you realized that there is no sufficient stock of one of your fast moving brand at the stockist. And you are very well aware that this brand contributes to 15% of the total sales. How do you manage this crisis in the month end?
- A.
Give reasons to the superiors on non availability of stocks.
- B.
Find out alternative means of getting stocks.
- C.
Plan primary sales with other brands to bridge the gap due to non availability.
- D.
Do Nothing.
Correct Answer
C. Plan primary sales with other brands to bridge the gap due to non availability.Explanation
In this situation, planning primary sales with other brands is the most appropriate solution to manage the crisis. By doing so, the company can bridge the gap caused by the non-availability of the fast-moving brand and ensure that overall sales targets are met. This proactive approach demonstrates problem-solving skills and a commitment to achieving results. It also shows consideration for customer needs and satisfaction by offering alternative options.Rate this question:
-
- 3.
In a given situation where you have vacancy in 2 high performing HQ’s. However it is expected that you achieve your objective as an Area Manager for the current month. How do you manage such a situation?
- A.
Visit all Prescribers of the vacant territory HQ and ensure Drs continue prescriptions.
- B.
Motivate other HQ’s TE‘s to increase their efforts to increase their PCPM.
- C.
Both A&B
- D.
None of the above
Correct Answer
C. Both A&BExplanation
In this situation, the best approach would be to implement both options A and B. By visiting all the prescribers in the vacant territory HQ, the Area Manager can ensure that the doctors continue to prescribe medications, thus maintaining the achievement of objectives. Additionally, motivating the TE's in the other HQ's to increase their efforts to increase their PCPM (Prescriptions per Customer per Month) can help compensate for the vacancy and ensure overall success. Therefore, implementing both options A and B would be the most effective way to manage this situation.Rate this question:
-
- 4.
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?
- A.
Agree to do the sponsor on a condition of minimum 10k business per month.
- B.
Explain Dr that due to recent development of MCI guidelines we will not be able to do sponsor for personal reasons.
- C.
Inform Dr you will revert back.
- D.
Give assurance for the gain of immediate business.
Correct Answer
B. Explain Dr that due to recent development of MCI guidelines we will not be able to do sponsor for personal reasons. -
- 5.
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
D. Coach TE on the process and different ways a TE can convert the Dr.Explanation
The best course of action in this situation is to coach the TE on the process and different ways they can convert the doctors. Threatening or complaining about the TE will not solve the problem and may create a negative work environment. By providing guidance and support, the TE can improve their skills and become more effective in generating business.Rate this question:
-
- 6.
One of your TE 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.
Share the Incentive he earns by sending reports and being organized.
- B.
Suggest him to keep reminders in mobile.
- C.
Demonstrate reporting post FW during my JFW.
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
The correct answer is "All of the above" because each of the suggested actions can contribute to making the TE more organized. Sharing the incentive he earns by sending reports and being organized can motivate him to improve his admin work. Suggesting him to keep reminders in his mobile can help him stay on top of his tasks and deadlines. Demonstrating reporting post FW during JFW can provide him with a clear example of how to effectively complete his admin-related work. By implementing all of these suggestions, the TE is more likely to become more organized and efficient in his admin tasks.Rate this question:
-
- 7.
Your TE Satish working with Micro since 1.5 years, you observed that in the last 6 months he is on leave for 1- 2 days a month for various reasons. This month you have huge task to achieve. However you find Satish is once again in request of a day’s leave. What will you do in this situation?
- A.
Reject his leave request and tell him to work as the target is high.
- B.
Ask Satish to take approval from RM.
- C.
Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days.
- D.
None of the above.
Correct Answer
C. Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days.Explanation
In this situation, the best course of action would be to approve Satish's leave request and remind him about the task that needs to be achieved in the remaining working days. While it may be tempting to reject his leave request due to the high target, it is important to consider that Satish has been working with the company for 1.5 years and has only taken 1-2 days of leave per month in the last 6 months. Granting him this day off will help maintain a healthy work-life balance and show that the company values its employees. Additionally, reminding him about the task will ensure that he is aware of the importance of completing it within the given timeframe.Rate this question:
-
- 8.
One of your TE was very enthusiastic to perform when he joined 8 months back. In the recent past you find there is lack of involvement leading to decline in performance. TE is very good in product knowledge and selling skills. As an AM what will be your action.
- A.
Spend time with TE to discuss and understand the reason for his poor involvement and work on the same.
- B.
Inform superiors and arrange a meeting and review.
- C.
Caution TE that in the next 2 months he needs to perform to stay in the organization.
- D.
Tell him to look out for an alternative.
Correct Answer
A. Spend time with TE to discuss and understand the reason for his poor involvement and work on the same.Explanation
The correct answer is to spend time with the TE to discuss and understand the reason for his poor involvement and work on the same. This action shows a proactive approach in addressing the decline in performance. By having a conversation with the TE, the AM can identify any underlying issues or concerns that may be affecting the TE's motivation and involvement. This allows the AM to provide support, guidance, and potential solutions to help improve the TE's performance. It also demonstrates a commitment to the development and success of the team member.Rate this question:
-
- 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?
- A.
Make some time to analyze the reasons with the tools/ resources available.
- B.
Invite the team for a formal meet and listen to the reasons they share.
- C.
Motivate and Charge the Team with the incentive earning opportunity and pride of becoming No. 1 Team in the Div.
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
In this situation, it is important for the Area Manager to take a proactive approach to address the lack of efforts in the team. By making time to analyze the reasons behind the lack of efforts, the manager can identify any underlying issues and find solutions to improve the team's performance. Inviting the team for a formal meeting and listening to the reasons they share can help foster open communication and create a supportive environment. Additionally, motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team in the division can inspire them to put in more effort and achieve the targets. Therefore, all of the above actions are necessary to address the situation effectively.Rate this question:
-
- 10.
During your JFW with TE Santosh (working since 1.2 years), you found Santosh is having very good relationship with Drs and good number of prescribers in the 3 patches you worked and he repeatedly takes you to the same Drs.However the overall PCPM sale is only 75 k. What is your analysis?
- A.
Dr List is not right.
- B.
Most of the Drs in the list are committed to other company.
- C.
TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.
- D.
All of the above.
Correct Answer
C. TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.Explanation
The analysis is that TE Santosh is limiting his efforts only to a set of patches and doctors, neglecting other doctor coverage. Despite having good relationships with doctors and a good number of prescribers in the patches he works, the overall PCPM sale is only 75k. This suggests that he is not effectively expanding his reach to other doctors and patches, resulting in limited sales.Rate this question:
-
- 11.
During your JFW you find the competitors especially MNC’s are more aggressive in activities and Dr Conversion. Few of the Drs who were a prescriber now shifted their prescription to other competitor brand. The same issue is been raised by your TE’s. What will you do such a situation?
- A.
Empathize and Share your feelings with your TE
- B.
Convey the same reasons to the superiors and HO.
- C.
Make false commitment with the Drs.
- D.
Design unique activity and communication plan with the help of your team to ensure you get your share from these Drs.
Correct Answer
D. Design unique activity and communication plan with the help of your team to ensure you get your share from these Drs.Explanation
In this situation, it is important to acknowledge the concerns raised by the TE and empathize with their feelings. However, simply sharing feelings is not enough to address the issue effectively. Conveying the same reasons to superiors and HO is necessary, but it may not result in immediate action. Making false commitments with the doctors is unethical and can damage the company's reputation. The best approach is to design a unique activity and communication plan with the help of the team. This will ensure that efforts are made to regain the lost share from the doctors and counter the aggressive activities of competitors.Rate this question:
-
- 12.
In the last 2 months your TE’s are giving an excuse that there is heavy closing of the power brands because of which stockist is not willing to give the required Primary order. As a Manager what should you do to avoid such situations?
- A.
Forecast primary sales by proper analysis of the statement in the beginning of the month.
- B.
Monitor Sec Sales Vs Closing on weekly basis and send the mail.
- C.
Plan activities to increase secondary of the brand having high closing.
- D.
All of the above.
Correct Answer
D. All of the above.Explanation
The correct answer is "All of the above." This is because all of the listed actions can help a manager avoid situations where stockists are not willing to give the required primary order due to heavy closing of power brands. Forecasting primary sales by analyzing the statement at the beginning of the month helps in planning and ensuring sufficient stock. Monitoring secondary sales versus closing on a weekly basis helps in identifying any potential issues and taking corrective actions. Planning activities to increase secondary sales of brands with high closing helps in maintaining a steady supply and demand.Rate this question:
-
- 13.
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
C. Observe and Identify areas of improvement in TE and work on Coaching and skill development.Explanation
The correct answer is to observe and identify areas of improvement in the TE and work on coaching and skill development. This is the most effective approach to address the issue of poor Dr conversions and less prescriptions. Getting frustrated and shouting at the TE will not solve the problem and may even worsen the situation. Doing all the Dr calls and conversions oneself is not a sustainable solution and may lead to burnout. By observing and identifying areas of improvement in the TE, the manager can provide targeted coaching and skill development to help the TE improve their performance and achieve better results.Rate this question:
-
- 14.
One of Your TE working since last 2 years in the organization and is an average performer since the time of joining, he has decided to change the organization because of monetary benefits. What will you do in this situation?
- A.
Accept his resignation and say Good Bye.
- B.
Explain TE about huge incentive earning potential at Micro than in any organization.
- C.
Look out for a better candidate than him.
- D.
None of the above.
Correct Answer
B. Explain TE about huge incentive earning potential at Micro than in any organization.Explanation
In this situation, the best course of action would be to explain to the TE about the huge incentive earning potential at Micro compared to any other organization. This approach would allow the organization to retain the employee by highlighting the financial benefits they can gain by staying. By emphasizing the potential for increased earnings, the TE may reconsider their decision to leave and choose to stay with the organization. This option shows a proactive approach in addressing the employee's concerns and trying to find a solution that benefits both parties.Rate this question:
-
- 15.
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?
- A.
Educate TE to follow up for supply with Super stockist after the billing.
- B.
Ensure 30 days inventory is maintained for all the brands at every stockist.
- C.
TE to collect the primary order 3 to 4 days in prior especially during closing.
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
The correct answer is "All of the above" because each of the mentioned steps can help avoid the situation where the stock has not reached the stockist even after 8 days from the date of billing. By educating the TE to follow up for supply with the Super stockist, they can proactively ensure that the stock reaches the stockist on time. Maintaining 30 days inventory for all brands at every stockist ensures that there is enough stock available to meet the demand. Additionally, collecting the primary order 3 to 4 days in advance, especially during closing, allows for better planning and timely delivery of the stock.Rate this question:
-
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, 2023Quiz Edited by
ProProfs Editorial Team -
Sep 04, 2015Quiz Created by
Microlabs1
Back to top