50 Training Questions for MR → ABM Promotion

 50 Training Questions for MR → ABM Promotion

Personal & Motivation (1–10)

1. Tell me about your career journey as a Medical Representative.
2. Why do you want to become an Area Business Manager?
3. What is the difference between MR role and ABM role?
4. Why should we promote you instead of another MR?
5. What motivates you to take leadership responsibility?
6. How do you see your growth in the next 5 years?
7. What are your strengths that will help you as an ABM?
8. What weaknesses have you worked on to prepare for management?
9. How do you balance work pressure and personal life?
10. What is your biggest achievement as MR till now?
    
    
    

Sales & Target Handling (11–20)

11. How do you plan monthly targets for your territory?
12. What steps do you take when you miss a target?
13. How do you motivate yourself on low-performing days?
14. What is your strategy to increase prescriptions of a product?
15. How do you handle competition from other companies?
16. How do you ensure stock availability at chemists and stockists?
17. How do you manage sales in tough market conditions?
18. How do you build long-term relations with doctors?
19. Which product did you promote successfully and how?
20. How do you manage secondary vs primary sales?

Team Handling & Leadership (21–30)

21. How will you motivate your team members as ABM?
22. How do you handle a low-performing MR?
23. What will you do if your team misses monthly target?
24. How do you train new MRs in the field?
25. How do you ensure team discipline and reporting?
26. What is your style of leadership – strict or friendly?
27. How will you balance company expectations and team comfort?
28. What will you do if there is conflict between two team members?
29. How do you ensure teamwork in your area?
30. How will you set daily call plans for your team?

Product Knowledge & Pharma Basics (31–40)

31. Why is product knowledge important for an ABM?
32. How do you train team on new product launch?
33. What is the difference between branded and generic drug?
34. Explain what is pharmacokinetics in simple words.
35. How do you explain mode of action of a product to your MR?
36. How will you handle a doctor’s technical question if MR fails?
37. What are proton pump inhibitors (PPIs) and when are they used?
38. What is difference between acute and chronic disease?
39. How do you explain competitor comparison in training?
40. What role does clinical study play in promotion?

Situational & Practical (41–50)

41. What will you do if stockist refuses to take order?
42. How will you handle a senior doctor who does not meet your team?
43. What will you do if a competitor offers unethical gifts to doctors?
44. How will you manage sudden price drop by competitor?
45. What is your action plan if one MR leaves the company suddenly?
46. How will you ensure maximum coverage of doctors in your area?
47. What is your plan for first 90 days as ABM?
48. How will you handle pressure from ZSM (Zonal Manager) for target?
49. What new ideas will you bring to increase sales in your area?
50. How will you measure and review performance of your MR team?

 

MR → ABM Promotion Training Q&A (50 Questions with Answers)

Personal & Motivation (1–10)

1. Tell me about your career journey as a Medical Representative.
👉 I started my career as an MR, learned how to detail products, build relations with doctors and chemists, and achieve sales targets. I gained confidence in communication, product knowledge, and territory management.

2. Why do you want to become an Area Business Manager?
👉 Because I want to grow in career, take leadership responsibility, and guide a team to achieve bigger results.

3. What is the difference between MR role and ABM role?
👉 MR works individually for sales and doctor coverage. ABM handles a team of MRs, motivates them, plans strategy, and ensures area target achievement.

4. Why should we promote you instead of another MR?
👉 Because I have consistent performance, strong doctor relations, and leadership qualities. I am ready to train and support a team.

5. What motivates you to take leadership responsibility?
👉 I feel happy when I guide others and they achieve success. Leadership gives me pride and recognition.

6. How do you see your growth in the next 5 years?
👉 In 5 years, I see myself growing from ABM to RSM with strong sales performance and leadership.

7. What are your strengths that will help you as an ABM?
👉 Hardworking, good communication, relationship-building, patience, and ability to motivate others.

8. What weaknesses have you worked on to prepare for management?
👉 Earlier I was shy in public speaking, but now I practice and improved my confidence to guide team.

9. How do you balance work pressure and personal life?
👉 By planning work properly, keeping positive attitude, and spending quality time with family after work.

10. What is your biggest achievement as MR till now?
👉 Consistently achieving and sometimes crossing my monthly targets, and building strong doctor support for company products.

Sales & Target Handling (11–20)

11. How do you plan monthly targets for your territory?
👉 I break target into weekly and daily goals, focus on top doctors, ensure stock availability, and monitor performance regularly.

12. What steps do you take when you miss a target?
👉 I analyze reason, take corrective action, increase coverage, and consult my manager for guidance.

13. How do you motivate yourself on low-performing days?
👉 I remind myself of incentives, recognition, and long-term career growth.

14. What is your strategy to increase prescriptions of a product?
👉 Regular doctor follow-up, clear product detailing, clinical study sharing, and building trust through samples.

15. How do you handle competition from other companies?
👉 By highlighting unique benefits of my product, maintaining strong relation with doctors, and providing better service.

16. How do you ensure stock availability at chemists and stockists?
👉 I coordinate regularly with stockists, check inventory, and ensure supply chain runs smoothly.

17. How do you manage sales in tough market conditions?
👉 I focus more on loyal doctors, increase call frequency, and use creative strategies like group meetings.

18. How do you build long-term relations with doctors?
👉 By being regular, honest, providing good product knowledge, and showing consistent support.

19. Which product did you promote successfully and how?
👉 [Candidate can give example] – I focused on top prescribers, gave strong detailing, and maintained stock availability, which increased prescriptions.

20. How do you manage secondary vs primary sales?
👉 By ensuring doctors prescribe, chemists stock, and stockist supply regularly. I monitor both levels of sales.

Team Handling & Leadership (21–30)

21. How will you motivate your team members as ABM?
👉 By appreciating good work, guiding in weak areas, setting small achievable goals, and supporting them in field.

22. How do you handle a low-performing MR?
👉 I will identify problem, go on joint field work, train him, and motivate with achievable targets.

23. What will you do if your team misses monthly target?
👉 I will review reasons, make recovery plan, and motivate team for next month.

24. How do you train new MRs in the field?
👉 By demonstrating call planning, product detailing, and guiding them step by step.

25. How do you ensure team discipline and reporting?
👉 By setting clear expectations, monitoring reports daily, and guiding them politely but firmly.

26. What is your style of leadership – strict or friendly?
👉 Balanced – friendly for motivation, but strict when discipline is required.

27. How will you balance company expectations and team comfort?
👉 By communicating company goals clearly and supporting team with practical field guidance.

28. What will you do if there is conflict between two team members?
👉 I will listen to both sides, solve misunderstanding, and ensure teamwork continues.

29. How do you ensure teamwork in your area?
👉 By encouraging team spirit, sharing success stories, and organizing small group meetings.

30. How will you set daily call plans for your team?
👉 Based on potential doctors, area coverage, and product focus of the month.

Product Knowledge & Pharma Basics (31–40)

31. Why is product knowledge important for an ABM?
👉 Because ABM has to train and guide team. Without product knowledge, I cannot build team confidence.

32. How do you train team on new product launch?
👉 By explaining benefits, mode of action, competitor comparison, and practical doctor approach.

33. What is the difference between branded and generic drug?
👉 Generic drug is low-cost without brand promotion. Branded drug is marketed with brand name and quality assurance.

34. Explain what is pharmacokinetics in simple words.
👉 Pharmacokinetics means how drug moves in body – absorption, distribution, metabolism, and excretion.

35. How do you explain mode of action of a product to your MR?
👉 In simple steps – how drug works in body, what benefit it gives, and why doctor should prescribe.

36. How will you handle a doctor’s technical question if MR fails?
👉 I will support immediately with available knowledge and provide literature if needed.

37. What are proton pump inhibitors (PPIs) and when are they used?
👉 PPIs reduce stomach acid. They are used in acidity, ulcers, and reflux disease.

38. What is difference between acute and chronic disease?
👉 Acute disease is short-term (like fever, flu). Chronic disease is long-term (like diabetes, hypertension).

39. How do you explain competitor comparison in training?
👉 By highlighting unique benefits, better quality, price, and company image of our product.

40. What role does clinical study play in promotion?
👉 Clinical studies give scientific proof, which increases doctor’s trust in product.

Situational & Practical (41–50)

41. What will you do if stockist refuses to take order?
👉 I will understand reason, solve issues, show doctor demand, and involve manager if required.

42. How will you handle a senior doctor who does not meet your team?
👉 I will personally approach, request small time, and slowly build relation through respect and follow-up.

43. What will you do if a competitor offers unethical gifts to doctors?
👉 I will not copy. I will focus on ethical promotion, product quality, and service.

44. How will you manage sudden price drop by competitor?
👉 I will highlight our product quality, brand trust, and maintain doctor relation instead of just price fight.

45. What is your action plan if one MR leaves the company suddenly?
👉 I will immediately cover his area, ensure no doctor is missed, and recruit replacement fast.

46. How will you ensure maximum coverage of doctors in your area?
👉 By proper planning, fixing minimum doctor calls per MR, and monitoring reports.

47. What is your plan for first 90 days as ABM?
👉 Learn area potential, build team relation, meet key doctors, and ensure smooth target achievement.

48. How will you handle pressure from ZSM (Zonal Manager) for target?
👉 I will stay calm, explain ground reality, and motivate my team to achieve as much as possible.

49. What new ideas will you bring to increase sales in your area?
👉 Doctor group meetings, chemist awareness programs, and better team training.

50. How will you measure and review performance of your MR team?
👉 By checking daily call reports, secondary/primary sales, doctor coverage, and comparing with target.

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