Assessment Center Document for TM Observers Guide

Selection Process
PURPOSE A fair, equitable and comprehensive process for the selection of right candidate for Area Sales Managers position. This will increase the probability of better business results and appropriate development of the sales team. Besides, this will create an environment for all employees that Hilton Pharmas management takes keen interest in their career plan. SCOPE All selective TMs as per following criteria will be taken through this selection process. SELECTION CRITERIA 1. Territory Manager, preferably with science or Pharmacy degree but not essential. 2. Overall 3 years pharmaceutical sales experience, out of which minimum one year with Hilton Pharma. 3. Among the top 10 TMs in sales performance (Overall Sales Value Ranking) in their respective teams 4. TMs YTD 2005 achievement must not be less than 95%. SELECTION PROCESS (The Assessment Center) TMs Selection by MM / NSM as per criteria
(Final candidates list review by management & approval) (Managements final approval for assessment exercises)

Assessment Center Exercises (South & North)

(Periodic review of observers assessment rating and comments on different exercises)

Final Interviews by Observers / Management

(Completion of all parts of the assessments sheets by observers and data tabulation to make management summary)

Management Summary (Candidates Ranking)

(Managements final selection and approval of the successful candidates)

Job Offer by HR Department

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Assessment Center Document for TM Observers Guide

MAJOR PARAMETERS TO BE ASSESSED & PRPOSED WEIGHT 1. 2. 3. 4. 5. 6. 7. Written Aptitude Test Leadership (Ability to influence others) Communication Skills (Verbal, Non Verbal & Written) Analytical Skills Problem Solving Decision Making Ability Team Work Stress Management
5% weight 20% // 15% // 12% // 12% // 13% // 12% // 11% //

PRPOSED EXERCISES / SESSIONS TO ASSES ABOVE PARAMETERS

(A): Aptitude Test (General English, MCQs etc) Written Test.

(Total Time: 1 Hour)

MATERIAL: Questions sheets / Ball Pens ACTIVITY: All candidates will be asked to participate in a written test.

Parameters to be covered in this activity General IQ, basic language ability and aptitude towards managers job.

(B): Real life Data analysis (Individual Exercise & Presentation)

(Total Time: 3-4 Hours)

MATERIAL: One ASMs Sales Diary & 5 TMs Sales Diaries. Set of 10 Transparencies & A set of washable slides markers. Flip Chart / White board marker IOC writing pad ACTIVITY: All candidates will be asked to review sales diaries of X area and TMs and analyze sales data; define situation, problems, opportunities and a course of action plan to improve performance. Finally, candidates will present their finding through OHP presentation. Also give written feedback to one TM with good sales, one with bad performance.

Parameters to be covered in this activity Analytical Skills, Presentation / communication skills, Problem Solving & Decision Making. (All observers will record each candidates rating and comments as per defined parameters in the assessment sheet).

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(C): Group Discussion

(Total Time: 20-30 Minutes)

MATERIAL: No material required ACTIVITY: All candidates will be seating in round shape and be given a topic to discuss.

Activitys Topics: (i) Why I chose pharmaceutical career? (ii) Is career making better with MNCs or national companies and Why? (iii) What is the role of an ASM in pharmaceutical organization? How do you asses the ASMs role in Hilton Pharma. Parameters to be covered in this activity Leadership, Communication, Stress Management & Interpersonal Skills. (All observers will record
each candidates rating and comments as per defined parameters in the assessment sheet).

(D): Situation Handling Exercise

MATERIAL: No material required ACTIVITY:

(Total Time: 5 Minutes / Candidates)

Two candidates will take part in this activity at a time. One candidate will play a role of ASM and other TM as per situation given to them. Rest of the candidates will be seating in classroom style to observe two candidates in action.

Activitys Situations (i): A TM is delivering good performance, How ASM will give feed back on good performance? (ii): A TM is continuously having performance issue. How ASM will give feedback? (iii): You are a cricket coach, How would you coach a player that how to do swing bowling. (iv): A TM is suspected to sell samples which is a malpractice according to company guidelines How would you react with him? (v): A TM is reporting fake calls, How would you react with him? (vi): A TM is habitual late comer, How would you react? (vii): A TM secured a very good order with his efforts from a very important hospital. How would you appreciate him? Parameters to be covered in this activity Leadership (Motivational skills or ability to reprimand bad behavior), Communication & Stress Management. (All observers will record each candidates rating and comments as per defined parameters in the assessment sheet).

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(E): Group Exercise

(Total Time: 30 Minutes)

MATERIAL: 5-8 A4 size paper sheets, one scotch tape ACTIVITY: All candidates will be divided into two groups (2 observers for each group) Each group will make a bridge with the help of above material only. To claim the strong bridge, a person must be able to pass under the bridge without damaging the structure. Total time for bridge completion is 15-20 Minutes Group learning to be presented by spokes person (5 Minutes / Group)

Parameters to be covered in this activity Leadership, Stress Management, Planning Skills, Interpersonal Skills and Team Work. (All
observers will record each candidates rating and comments as per defined parameters in the assessment sheet).

(F): Decision Making Workshop (Total

MATERIAL: Answer Sheets / Score Sheet ACTIVITY:

Time: 30 Minutes)

All candidates will be exposed towards some situations with 3-4 options, each option carry points. Best option carries high points and other options carry less point accordingly. A candidates scoring high will have better decision power. Besides, group will also discuss the options and will reach a mutually agreed option. This calls a group decision. We will also observe that who influences the group in making the group decision.

Parameters to be covered in this activity Decision making skills, Leadership, Stress Management, Planning Skills, Interpersonal Skills (All observers will record each candidates rating and comments as per defined parameters in the assessment sheet).

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