Am Carsyon II- Am's Role During Jfw
.jpg "Am Carsyon II- Ams Role During Jfw - Quiz")
Welcome to November E-Learning Test.
Here is an opportunity to test your Product knowledge, Strategy and Aptitude.
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The topic is Responsibility of an Area Manager on JFW.
All the best
Micro Leadership Academy
- 1.
A normal day in the life of an Area Manager should ideally start with?
- A.
Morning telephone call with TE
- B.
Direct field working with TE
- C.
Business plan with TE
- D.
Customary exchange of pleasantries with TE
Correct Answer
A. Morning telepHone call with TEExplanation
Starting the day with a morning telephone call with TE is ideal for an Area Manager because it allows for effective communication and coordination with the TE (presumably the team or the team leader). This call can serve as a platform to discuss and plan the day's activities, address any concerns or issues, and ensure that everyone is on the same page. It helps in setting the direction for the day and ensures a smooth flow of work.Rate this question:
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- 2.
The first priority of a Manager on JFW with TE is ?
- A.
Reaching the Patch 45 Minutes before the TE arrives
- B.
Doing Pre Work Discussion with TE 's Day's Plan
- C.
Both A & B
- D.
Reach just 5 mins before 1st call
Correct Answer
C. Both A & BExplanation
The first priority of a Manager on JFW with TE is to reach the patch 45 minutes before the TE arrives and also to have a pre-work discussion with the TE about the day's plan. This ensures that the manager is well-prepared and ready to assist the TE in their work. Additionally, reaching the patch early allows the manager to set up any necessary equipment or make any arrangements before the TE begins their tasks. By doing both A and B, the manager can effectively support and coordinate with the TE to ensure a smooth workflow.Rate this question:
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- 3.
AM should induct New TE for _______ Days
- A.
1
- B.
4
- C.
3
- D.
5
Correct Answer
D. 5Explanation
The correct answer is 5 because the sentence suggests that AM should induct a new TE (Team Member) for a certain number of days. Out of the options provided, 5 is the only number that fits this context.Rate this question:
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- 4.
Where should an Area Manager ideally discuss about the Doctors Call with the TE
- A.
While he is travelling with TE
- B.
Over the phone before the JFW
- C.
After making the call
- D.
Outside the Doctors chamber just before the call
Correct Answer
D. Outside the Doctors chamber just before the callExplanation
The area manager should ideally discuss the doctor's call with the TE outside the doctor's chamber just before the call. This allows for a quick discussion and alignment of objectives before entering the doctor's chamber. It ensures that both the area manager and the TE are on the same page and prepared for the call, maximizing their chances of success. Discussing the call outside the doctor's chamber also maintains professionalism and avoids any potential distractions or interruptions that may occur inside the chamber.Rate this question:
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- 5.
AM must ____________ to observe TE performance and Coach him
- A.
Do the entire detailing himself
- B.
Handover the gifts himself
- C.
Handover samples himself
- D.
Let the TE do the detailing,sampling and gifting
Correct Answer
D. Let the TE do the detailing,sampling and giftingExplanation
The correct answer is "let the TE do the detailing, sampling and gifting." This is because AM needs to observe the TE's performance and coach them. By allowing the TE to do the detailing, sampling, and gifting themselves, the AM can assess their skills and provide guidance and feedback for improvement. Doing the tasks themselves would not allow for observation and coaching opportunities.Rate this question:
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- 6.
For joint fieldwork, AM should
- A.
Inform the TE early in the morning
- B.
Join him suddenly in the middle of the day and surprise him
- C.
Inform him the previous night about his joint fieldwork plans
- D.
Inform the TE at the beginning of the month after TP is ready
Correct Answer
D. Inform the TE at the beginning of the month after TP is readyExplanation
The correct answer is to inform the TE at the beginning of the month after TP is ready. This is because it allows for proper planning and preparation for the joint fieldwork. By informing the TE in advance, they can allocate the necessary resources, coordinate schedules, and ensure that everything is in place for a successful fieldwork. It also gives the TE time to review the TP and make any necessary adjustments before the joint fieldwork takes place.Rate this question:
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- 7.
The AM should observe the performance of the TE in the call and give feedback by doing
- A.
Finding mistakes
- B.
Post Call Analysis
- C.
Stop the TE and do the Call
- D.
Do Nothing
Correct Answer
B. Post Call AnalysisExplanation
The correct answer is "Post Call Analysis." The AM should observe the performance of the TE in the call and provide feedback through post-call analysis. This involves analyzing the call after it has taken place to identify any mistakes or areas for improvement. By reviewing the call, the AM can provide constructive feedback to the TE, helping them to enhance their performance and improve their skills. This feedback can be used to address any issues or gaps in the TE's performance and ensure continuous improvement.Rate this question:
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- 8.
Post call analysis should be done with the TE by
- A.
Asking whether Objective of the call is achieved or not
- B.
Appreciating Good work Done
- C.
Asking what he could have done better in the call ( Areas of Improvement)
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
Post call analysis should be done with the TE by asking whether the objective of the call is achieved or not. This helps in evaluating the effectiveness of the call and determining if the desired outcome was met. Additionally, appreciating good work done by the TE is important to acknowledge their efforts and encourage positive behavior. Lastly, asking the TE what they could have done better in the call helps in identifying areas of improvement and providing constructive feedback for future calls. Therefore, all of the above options are necessary for a comprehensive post call analysis.Rate this question:
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- 9.
During retail calls AM must observe for
- A.
TE's relationship with the Chemist
- B.
TE able to ask for Non moving stocks / Any other issue with Chemist
- C.
TE doing RCPA with Quantification of Micro Brand and Other (competitor Brands)
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
The correct answer is "All of the above." This means that during retail calls, the Area Manager (AM) must observe all of the mentioned factors: the TE's relationship with the Chemist, the TE's ability to ask for Non-moving stocks or any other issues with the Chemist, and the TE's performance in conducting Retail Chemist Prescription Audit (RCPA) with quantification of both the Micro Brand and other competitor Brands.Rate this question:
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- 10.
An Area Manager should do ____% of Developmental Calls
- A.
30
- B.
60
- C.
10
- D.
20
Correct Answer
B. 60Explanation
An Area Manager should do 60% of Developmental Calls. This indicates that the majority of their time and effort should be dedicated to conducting developmental calls, which involve coaching and mentoring their team members to improve their skills and performance. This is important for the growth and development of the team and ultimately leads to better results for the organization.Rate this question:
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- 11.
An AM should work minimum of ____days with HOT TE
- A.
6
- B.
3
- C.
2
- D.
10
Correct Answer
A. 6Explanation
The correct answer is 6 because an AM should work a minimum of 6 days with HOT TE. This implies that the AM is required to work at least 6 days in order to meet the minimum requirement set by HOT TE.Rate this question:
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- 12.
While inducting a new TE, AM should
- A.
Make sure that TE has submits his testimonials and Joining report to HR
- B.
Make sure that he has received fieldwork bag, Navdisha ID
- C.
Make sure that he has received Visual aid and other inputs
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
The correct answer is "all of the above". When inducting a new TE, the AM should ensure that the TE has submitted his testimonials and joining report to HR, received a fieldwork bag and Navdisha ID, as well as received visual aid and other inputs. This comprehensive approach ensures that the TE is properly equipped and documented for their new role.Rate this question:
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- 13.
On joint field work days AM should ask TE
- A.
AM should ask for Brands promoting and Focus brand based on RCPA
- B.
AM should ask for Objective of the call - Conversion/ Improvement / Retention of the call
- C.
AM should ask TE arrange the bag and do rehearse if necessary
- D.
All of the above
Correct Answer
A. AM should ask for Brands promoting and Focus brand based on RCPAExplanation
The correct answer is "AM should ask for Brands promoting and Focus brand based on RCPA." This option suggests that AM (presumably Area Manager) should ask TE (presumably Territory Executive) about the brands that are being promoted and the focus brand based on RCPA (presumably Retail Chemist Prescription Audit). This information would be important for the joint field work days, as it would help the AM to understand the marketing strategy and focus on promoting the specific brand that is performing well according to RCPA data.Rate this question:
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- 14.
At the end of the day AM should
- A.
Appreciate the TE for all that went well during the day
- B.
Tell him what all could have been done better
- C.
Both A & B
- D.
Criticise the TE for all the mistakes he did
Correct Answer
C. Both A & BExplanation
At the end of the day, an AM (Account Manager) should appreciate the TE (Team Member) for all that went well during the day and also tell him what all could have been done better. This approach allows for a balanced feedback session, acknowledging the team member's achievements while also providing constructive criticism for areas of improvement. This helps in fostering a positive work environment and encourages personal and professional growth.Rate this question:
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- 15.
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.
"Discuss with team the need of availability of new product by asking solution options and providing benefits "
- D.
You convey the same inventory and stockist issue to your superiors.
Correct Answer
C. "Discuss with team the need of availability of new product by asking solution options and providing benefits "Explanation
In this situation, the best approach would be to discuss with the team the need for the availability of the new product by asking for solution options and providing the benefits. This approach involves engaging the team in finding a solution and understanding the importance of maintaining the required inventory. By involving the team in the decision-making process and highlighting the benefits of achieving the new product objective, it can help motivate them to overcome the challenges with stockists and work towards achieving the goal.Rate this question:
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- 16.
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.
Look for right candidate to fill vacancy
- B.
Visit Important Top Prescribers of the vacant territory HQ and ensure Drs continue prescriptions
- C.
Both A & B
- D.
None of the above
Correct Answer
C. Both A & BExplanation
In order to manage the situation where there are vacancies in 2 high performing HQ's, while still achieving the objective as an Area Manager for the current month, it is important to look for the right candidate to fill the vacancy (option A). Additionally, it is crucial to visit the important top prescribers of the vacant territory HQ and ensure that they continue to prescribe medications (option B). Both options A and B need to be implemented in order to effectively manage the situation and achieve the desired objective.Rate this question:
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- 17.
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 analyze the reasons behind the lack of efforts in the team. By making time to analyze the reasons with the available tools and resources, the manager can identify any potential issues or obstacles that may be hindering the team's performance. Additionally, inviting the team for a formal meeting and listening to the reasons they share can provide valuable insights and help address any concerns or challenges they may be facing. Finally, motivating and charging the team with the incentive earning opportunity and pride of becoming the No. 1 team in the division can serve as a powerful motivator and encourage them to put in more effort. Therefore, all of the above options are necessary steps to address the situation and improve team performance.Rate this question:
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- 18.
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.
Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working days
- B.
Reject his leave request and tell him to work as the target is high
- C.
Ask Satish to take approval from RM.
- D.
None of the above
Correct Answer
A. Analysis , Approve Leave and also remind him regarding the task to be achieved in the remaining number of working daysExplanation
In this situation, the best course of action would be to analyze the situation and approve Satish's leave request. However, it is important to remind him about the task that needs to be achieved in the remaining working days. This approach acknowledges Satish's need for leave while also emphasizing the importance of completing the task at hand. It allows for a balance between accommodating Satish's personal needs and ensuring the completion of the task.Rate this question:
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- 19.
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.
TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.
- B.
Most of the Drs in the list are committed to other company
- C.
Dr List is not right
- D.
All of the above.
Correct Answer
A. TE is limiting his efforts only to a set of patch and Drs and neglecting other Dr Coverage.Explanation
The analysis is that TE Santosh is focusing only on a specific set of patches and doctors, neglecting to cover other doctors. This is evident from the fact that he repeatedly takes the representative to the same doctors, resulting in a limited overall PCPM sale of only 75k. This indicates that TE Santosh is not effectively expanding his reach and is not making efforts to engage with a wider range of doctors in different patches.Rate this question:
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- 20.
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 means that as a Manager, you should do all three actions mentioned in the options to avoid situations where stockists are not willing to give the required Primary order due to heavy closing of power brands. By forecasting primary sales, monitoring secondary sales vs closing, and planning activities to increase secondary sales of the brand with high closing, you can better manage the stockist's concerns and ensure the availability of required orders.Rate this question:
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- 21.
Coaching is
- A.
Unlocking TE's potential to maximize his effectiveness during field work
- B.
Helping people come out with their own solution
- C.
Being tough on issue by giving constructive feedback and Not tough on people
- D.
All of the above
Correct Answer
D. All of the aboveExplanation
Coaching encompasses all of the mentioned options. It involves unlocking the potential of TE (presumably a team member) to maximize their effectiveness during field work. It also involves helping people come up with their own solutions, rather than providing them with answers. Additionally, coaching is about being tough on the issue by giving constructive feedback, while remaining supportive and not being tough on people. Therefore, all of the mentioned options are valid explanations for coaching.Rate this question:
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- 22.
On 27th Nov 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 availabilityExplanation
In order to manage the crisis of insufficient stock for a fast-moving brand, planning primary sales with other brands to bridge the gap is a suitable solution. This is because the brand in question contributes to 15% of the total sales, indicating its significance in generating revenue. By utilizing other brands in the primary sales plan, the company can ensure that the gap caused by the non-availability of the fast-moving brand is minimized, thereby preventing a significant impact on overall sales. This proactive approach demonstrates effective crisis management and a commitment to meeting customer demands.Rate this question:
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- 23.
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 would be to coach the TE on the process and different ways they can convert the Drs. This approach acknowledges that the TE may be struggling and offers support and guidance to help them improve. Threatening the TE or complaining about them to superiors would not be productive or helpful in addressing the issue. Additionally, helping the TE by doing the conversions yourself may provide temporary relief, but it does not address the underlying problem or help the TE develop the necessary skills.Rate this question:
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- 24.
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 would be important to take a proactive approach to address the lack of efforts in the team. By making time to analyze the reasons with the available tools and resources, the Area Manager can identify any underlying issues and develop strategies to overcome them. Inviting the team for a formal meet and listening to the reasons they share can provide valuable insights and help foster open communication. Additionally, motivating and charging the team with the incentive earning opportunity and pride of becoming the No. 1 Team in the Division can inspire them to put in more effort and achieve the targets. Therefore, all of the above actions would be necessary to address the situation effectively.Rate this question:
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- 25.
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 option shows a proactive approach to addressing the issue by recognizing that the TE may need additional support and guidance. By identifying areas of improvement and providing coaching and skill development, it is possible to help the TE improve their effectiveness in in-clinic doctor calls, resulting in better conversions and prescriptions. This option also avoids getting frustrated and shouting at the TE or taking on all the calls and conversions oneself, which may not be sustainable or effective in the long run.Rate this question:
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Mar 18, 2023Quiz Edited by
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Nov 19, 2016Quiz Created by
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