Am Nova- Am's Role During Jfw
.jpg "Am Nova- Ams Role During Jfw - Quiz")
Welcome to November E-Learning Test.
Here is an opportunity to test your Product knowledge, Strategy and Aptitude.
Please read the Pre Quiz Learning Material from the link
https://www.proprofs.com/training/course/? Title=role-of-an-area-manager -during-jfw
You have 20 minutes to complete this test.
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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 important for an Area Manager as it allows for effective communication and coordination with the team. This call enables the manager to discuss any updates, challenges, or important information with the TE (presumably the team or team leader). It helps in setting the direction for the day, ensuring that everyone is on the same page, and addressing any immediate concerns or issues. This proactive approach helps in better planning and execution of tasks throughout the day, leading to improved productivity and performance.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 both reach the patch 45 minutes before the TE arrives and have a pre-work discussion with the TE about the day's plan. This ensures that the manager is prepared and ready to assist the TE in their tasks and responsibilities for the day. Additionally, arriving early allows the manager to have enough time to set up and make any necessary preparations before the TE's arrival.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. 5 -
- 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
An Area Manager should ideally discuss the Doctors Call with the TE outside the Doctors chamber just before the call because it allows for a quick and convenient discussion without interrupting the doctor's appointment. It ensures that both the Area Manager and the TE are on the same page and can address any concerns or questions before the call takes place. This approach also allows for privacy and avoids any potential distractions or interruptions during the call.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 answer suggests that the AM should allow the TE (Team Member) to take responsibility for the tasks of detailing, sampling, and gifting. By doing so, the AM can observe the TE's performance and coach them accordingly. This approach promotes delegation, development, and empowerment of the TE, allowing them to gain experience and improve their skills.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 the most logical and practical approach as it allows the TE to plan their schedule accordingly and be prepared for the joint fieldwork. Informing the TE early in the morning or joining suddenly in the middle of the day may disrupt their plans and cause inconvenience. Similarly, informing the TE the previous night may not give them enough time to prepare. Therefore, informing the TE at the beginning of the month after TP is ready ensures proper coordination and preparation for the joint fieldwork.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". After observing the performance of the TE in the call, the AM should provide feedback by conducting a post-call analysis. This involves analyzing the call, identifying any mistakes made by the TE, and providing constructive feedback for improvement. This process helps in evaluating the TE's performance, identifying areas of improvement, and ensuring consistent quality in customer interactions.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, appreciating good work done, and asking what he could have done better in the call (areas of improvement). This comprehensive approach allows for a thorough evaluation of the call, ensuring that all aspects are considered. By assessing the achievement of objectives, acknowledging good performance, and identifying areas for improvement, the TE can provide valuable feedback and support to enhance future calls.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." During retail calls, the Area Manager (AM) must observe the TE's relationship with the Chemist, whether the TE is able to ask for non-moving stocks or any other issues with the Chemist, and if the TE is doing RCPA (Retail Chemist Prescription Audit) with quantification of Micro Brand and Other (competitor Brands). In other words, the AM should pay attention to all of these aspects during the retail calls.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 means that out of all the calls made by the Area Manager, 60% of them should be focused on developmental purposes. Developmental calls are important for the growth and improvement of the team or department. These calls may involve training, coaching, mentoring, or providing feedback to the team members. By dedicating a significant portion of their calls to developmental activities, the Area Manager can contribute to the overall development and success of the team.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
An AM should work a minimum of 6 days with HOT TE. This means that the AM is required to work for 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 Training Executive (TE), the Area Manager (AM) should ensure that the TE has submitted their testimonials and joining report to HR. Additionally, the AM should make sure that the TE has received a fieldwork bag and a Navdisha ID. Lastly, the AM should ensure that the TE has received visual aids and other necessary inputs. All of these steps are important in properly onboarding and equipping the new TE for their role.Rate this question:
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- 13.
During Pre call planning 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
During pre-call planning, it is important for the Account Manager (AM) to ask the Territory Executive (TE) about the brands they are promoting and the focus brand based on RCPA (Retail Chemist Prescription Audit). This information will help the AM understand the specific products or brands that the TE is working with and allows them to tailor their approach and messaging accordingly. By knowing the objective of the call, whether it is conversion, improvement, or retention, the AM can align their goals and strategies with the TE's objectives. Additionally, asking the TE to arrange their bag and rehearse if necessary ensures that they are prepared and ready for the call.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
The AM should appreciate the TE 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 where the AM acknowledges the team's achievements and provides constructive criticism for improvement. It promotes a positive and growth-oriented work environment, encouraging the TE to continue performing well while also identifying areas for development.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 " -
- 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 of having vacancies in two high performing HQ's while still achieving the objective as an Area Manager for the current month, it is necessary to look for the right candidate to fill the vacancies. This ensures that the HQ's continue to operate effectively. Additionally, it is important to visit the important top prescribers of the vacant territory HQ and ensure that they continue to prescribe the company's products. This helps to maintain the business and prevent any negative impact on sales. Therefore, both options A and B are necessary steps to manage the situation effectively.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, the best course of action would be to implement all of the above options. By making time to analyze the reasons behind the lack of effort, the Area Manager can identify any underlying issues and address them effectively. Inviting the team for a formal meet and listening to their reasons can help create an open and supportive environment, allowing for better communication and understanding. Finally, motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team can boost their morale and encourage them to put in more effort.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
Given the situation, the most appropriate action would be to analyze the request and approve the leave. However, it is also important to remind Satish about the task that needs to be achieved in the remaining working days. This approach ensures that Satish gets the necessary break while also emphasizing the importance of completing the task on time.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 group of patches and doctors, neglecting to cover other doctors. This is evident from the fact that he repeatedly takes the sales representative to the same doctors and the overall sales figure is only 75k. This suggests that he is not expanding his reach to other doctors and patches, which may be affecting the overall sales performance.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 of the suggested actions to avoid situations where stockists are not willing to give the required Primary order. By forecasting primary sales and analyzing the statement at the beginning of the month, you can better plan and anticipate any potential issues. Monitoring secondary sales versus closing on a weekly basis and sending emails can help keep track of the situation and address any concerns promptly. Planning activities to increase secondary sales of brands with high closing can also help mitigate the impact of heavy closing of power brands.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 aspects. It involves unlocking the potential of a TE (Training Expert) to enhance their effectiveness during field work. Additionally, coaching focuses on helping individuals come up with their own solutions, rather than providing direct answers. It also emphasizes being tough on issues by giving constructive feedback, while remaining supportive and not tough on people. Therefore, the correct answer is "All of the above."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 the most suitable option. This option allows for addressing the issue of non-availability of stocks by utilizing other brands to maintain sales and meet customer demand. By planning primary sales with alternative brands, the company can ensure that there is no significant impact on the overall sales and revenue, mitigating the crisis effectively.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 most appropriate action in this situation would be to coach the TE on the process and different ways they can convert the Dr. This approach focuses on providing support and guidance to the TE, helping them improve their skills and knowledge in order to generate business at the required pace. Threatening or complaining about the TE will not be productive and may create a negative work environment. Helping the TE by doing Dr conversions yourself may provide temporary relief, but it does not address the root issue or help the TE develop their own 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 is important to first 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 Area Manager can identify any underlying issues that may be affecting the team's performance. Additionally, inviting the team for a formal meet and listening to the reasons they share can provide valuable insights and help address any concerns or challenges they may be facing. Finally, by motivating and charging the team with the incentive earning opportunity and pride of becoming the number one team in the division, the Area Manager can inspire and encourage the team to put in more efforts and work towards achieving the target.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 (12 months in the organization) and work on coaching and skill development. This option suggests a proactive approach to address the issue by analyzing the TE's performance, identifying areas for improvement, and providing the necessary support and guidance through coaching and skill development. This approach focuses on finding a solution rather than getting frustrated or taking over the responsibilities, which may not be sustainable in the long run.Rate this question:
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Mar 14, 2023Quiz Edited by
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Nov 20, 2016Quiz Created by
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