Assessment Center Document for TM “ Observer’s Guide”

Selection Process
PURPOSE A fair, equitable and comprehensive process for the selection of right candidate for Area Sales Manager’s 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 Pharma’s 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. TM’s 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) (Management’s 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 assessment’s sheets by observers and data tabulation to make management summary)

Management Summary (Candidates’ Ranking)
(Management’s final selection and approval of the successful candidates)

Job Offer by HR Department

Version 1_March, 2005

Page 1

opportunities and a course of action plan to improve performance. 2005 Page 2 .Assessment Center Document for TM “ Observer’s Guide” MAJOR PARAMETERS TO BE ASSESSED & PRPOSED WEIGHT 1. 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. (All observers will record each candidate’s rating and comments as per defined parameters in the assessment sheet). (Total Time: 1 Hour) MATERIAL: Questions sheets / Ball Pens ACTIVITY: All candidates will be asked to participate in a written test. 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. Problem Solving & Decision Making. candidates will present their finding through OHP presentation. Also give written feedback to one TM with good sales. (B): Real life Data analysis (Individual Exercise & Presentation) (Total Time: 3-4 Hours) MATERIAL: One ASM’s Sales Diary & 5 TMs’ Sales Diaries. Parameters to be covered in this activity General IQ. Presentation / communication skills. Version 1_March. 7. 3. Set of 10 Transparencies & A set of washable slides’ markers. 6. problems. 5. Written Aptitude Test Leadership (Ability to influence others) Communication Skills (Verbal. Parameters to be covered in this activity Analytical Skills. 2. 4. basic language ability and aptitude towards manager’s job. Finally. one with bad performance. MCQs etc) Written Test. define situation.

Communication & Stress Management. How would you react with him? (vi): A TM is habitual late comer. Activity’s Situations (i): A TM is delivering good performance. How would you react? (vii): A TM secured a very good order with his efforts from a very important hospital. How ASM will give feedback? (iii): You are a cricket coach. How ASM will give feed back on good performance? (ii): A TM is continuously having performance issue. Activity’s 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 ASM’s role in Hilton Pharma. (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. One candidate will play a role of ASM and other TM as per situation given to them. 2005 Page 3 . Version 1_March. (All observers will record each candidate’s rating and comments as per defined parameters in the assessment sheet). Communication. (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. Rest of the candidates will be seating in classroom style to observe two candidates in action. How would you appreciate him? Parameters to be covered in this activity Leadership (Motivational skills or ability to reprimand bad behavior). Stress Management & Interpersonal Skills. (All observers will record each candidate’s rating and comments as per defined parameters in the assessment sheet). Parameters to be covered in this activity Leadership. How would you coach a player that how to do swing bowling.Assessment Center Document for TM “ Observer’s Guide” (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.

Assessment Center Document for TM “ Observer’s Guide” (E): Group Exercise (Total Time: 30 Minutes) MATERIAL: 5-8 A4 size paper sheets. Planning Skills. This calls a group decision. 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. Best option carries high points and other options carry less point accordingly. Interpersonal Skills and Team Work. a person must be able to pass under the bridge without damaging the structure. Besides. Planning Skills. Leadership. (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. (All observers will record each candidate’s rating and comments as per defined parameters in the assessment sheet). each option carry points. Parameters to be covered in this activity Decision making skills. We will also observe that who influences the group in making the group decision. A candidates scoring high will have better decision power. group will also discuss the options and will reach a mutually agreed option. To claim the strong bridge. 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. Stress Management. Interpersonal Skills (All observers will record each candidate’s rating and comments as per defined parameters in the assessment sheet). Version 1_March. 2005 Page 4 .

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