Supervision and performance evaluation of PSR MCQs With Answer

Supervision and performance evaluation of PSR (Pharmaceutical Sales Representatives) are essential components of effective pharmaceutical field force management. For B. Pharm students, understanding supervision models, KPI-based appraisals, CRM analytics, territory planning, compliance, and ethical conduct prepares you for roles in clinical liaison, sales training, and regulatory reporting. This topic covers performance metrics — call frequency, coverage, prescription growth, sample management — appraisal methods such as objective-based reviews, 360-degree feedback, and Kirkpatrick training evaluation, plus corrective actions and documentation best practices. Real-world tools include dashboards, field audits, role-play assessments, and adverse event reporting protocols. Now let’s test your knowledge with 30 MCQs on this topic.

Q1. What does PSR commonly stand for in the pharmaceutical industry?

• Pharmacy Safety Regulation
• Pharmaceutical Sales Representative
• Patient Safety Report
• Pharmacovigilance System Review

Correct Answer: Pharmaceutical Sales Representative

Q2. Which KPI directly measures the frequency of visits a PSR makes to healthcare professionals?

• Call frequency
• Sample turnover
• Prescription quality index
• Adverse event rate

Correct Answer: Call frequency

Q3. Which appraisal method uses specific, measurable objectives agreed upon by supervisor and PSR?

• 360-degree feedback
• Behavioral checklist
• Management by Objectives (MBO)
• Peer review

Correct Answer: Management by Objectives (MBO)

Q4. Which tool helps supervisors monitor PSR activity, territory coverage, and sales analytics in real time?

• Cold calling guide
• Customer Relationship Management (CRM) system
• Pharmacopoeia
• Paper logbook

Correct Answer: Customer Relationship Management (CRM) system

Q5. Which training evaluation model assesses reaction, learning, behavior, and results?

• Kirkpatrick model
• Bloom’s taxonomy
• SWOT analysis
• PDSA cycle

Correct Answer: Kirkpatrick model

Q6. What is a key ethical concern supervisors must monitor in PSR activities?

• Territory mapping techniques
• Sample distribution documentation
• Offering inappropriate inducements to prescribers
• Using CRM for route planning

Correct Answer: Offering inappropriate inducements to prescribers

Q7. Which performance metric evaluates how effectively PSRs convert interactions into prescriptions?

• Conversion rate
• Average call duration
• Training hours
• Attendance rate

Correct Answer: Conversion rate

Q8. A 360-degree feedback appraisal includes input from:

• Only the PSR’s direct manager
• Managers, peers, subordinates, and customers
• External auditors only
• Regulatory authorities

Correct Answer: Managers, peers, subordinates, and customers

Q9. Which document is essential for tracking adverse events reported by PSRs?

• Territory plan
• Sample inventory sheet
• Pharmacovigilance adverse event report form
• Sales pitch script

Correct Answer: Pharmacovigilance adverse event report form

Q10. What is the purpose of a performance improvement plan (PIP) for an underperforming PSR?

• Terminate employment immediately
• Provide structured goals, support, and timelines for improvement
• Reassign territory without review
• Ignore poor results and wait for change

Correct Answer: Provide structured goals, support, and timelines for improvement

Q11. Which metric assesses sample usage efficiency against prescriptions generated?

• Sample-to-prescription ratio
• Gross margin percentage
• Call dropout rate
• CRM login frequency

Correct Answer: Sample-to-prescription ratio

Q12. Which supervisory style is most effective for developing a new PSR’s skills?

• Laissez-faire supervision
• Authoritative-only supervision
• Coaching and supportive supervision
• Micromanagement with no feedback

Correct Answer: Coaching and supportive supervision

Q13. Mystery calls or visits are used to:

• Evaluate competitor pricing
• Assess PSR behavior and adherence to standards covertly
• Collect adverse event data
• Train supervisors

Correct Answer: Assess PSR behavior and adherence to standards covertly

Q14. Which element is NOT typically part of a PSR’s territory plan?

• Key accounts and visit frequency
• Logistics for sample distribution
• Personal investment strategy
• Objectives and growth targets

Correct Answer: Personal investment strategy

Q15. For objective performance appraisal, metrics should be:

• Vague and flexible
• Measurable, specific, achievable, relevant, and time-bound (SMART)
• Based only on supervisor intuition
• Kept secret from PSRs

Correct Answer: Measurable, specific, achievable, relevant, and time-bound (SMART)

Q16. Which data analysis helps identify high-potential prescribers in a territory?

• Prescription mapping and segmentation
• Employee satisfaction survey
• Manufacturing batch analysis
• Clinical trial enrollment rates

Correct Answer: Prescription mapping and segmentation

Q17. What is an important legal compliance area supervisors must ensure PSRs follow?

• Patent prosecution
• Anti-bribery and anti-kickback regulations
• Formulation development
• Laboratory animal care

Correct Answer: Anti-bribery and anti-kickback regulations

Q18. Which method best measures the impact of PSR training on actual field behavior?

• Pre- and post-training knowledge test only
• Observation of field interactions and performance metrics over time
• Sending a training manual
• Annual performance bonus

Correct Answer: Observation of field interactions and performance metrics over time

Q19. Which scorecard balances financial metrics with customer, internal process, and learning perspectives?

• Balanced Scorecard
• Profit-and-loss statement
• Gantt chart
• SWOT matrix

Correct Answer: Balanced Scorecard

Q20. What is a valid qualitative measure of PSR performance?

• Number of emails sent per week
• Supervisor’s assessment of communication and relationship-building skills
• Exact travel mileage
• CRM login count

Correct Answer: Supervisor’s assessment of communication and relationship-building skills

Q21. Which approach helps reduce subjectivity in performance ratings?

• Using behaviorally anchored rating scales (BARS)
• Relying solely on annual impressions
• Removing all metrics
• Allowing PSRs to self-grade without oversight

Correct Answer: Using behaviorally anchored rating scales (BARS)

Q22. What does CRM data typically NOT provide for PSR evaluation?

• Visit logs and call outcomes
• Route optimization suggestions
• Detailed clinical efficacy of competitor drugs
• Customer feedback notes

Correct Answer: Detailed clinical efficacy of competitor drugs

Q23. Which frequency is generally recommended for regular PSR field performance reviews?

• Every 5 years
• Monthly or quarterly with periodic audits
• Only at hiring
• Daily without documentation

Correct Answer: Monthly or quarterly with periodic audits

Q24. Which is an effective corrective action when a PSR repeatedly violates compliance policies?

• Ignore the violations
• Provide targeted retraining, close monitoring, and documented warnings
• Immediately promote the PSR
• Delete CRM records

Correct Answer: Provide targeted retraining, close monitoring, and documented warnings

Q25. Role-play exercises in supervision primarily assess:

• PSR’s coding skills
• Real-time communication, objection handling, and product knowledge
• Manufacturing SOP adherence
• Warehouse inventory accuracy

Correct Answer: Real-time communication, objection handling, and product knowledge

Q26. Which indicator helps assess coverage of key opinion leaders (KOLs) in a territory?

• Number of training modules completed
• KOL visit penetration rate
• Sample expiry date
• Manufacturing yield

Correct Answer: KOL visit penetration rate

Q27. Which piece of documentation should supervisors maintain to justify appraisal decisions?

• Personal notes with no dates
• Structured performance records, call reports, and feedback logs
• Only verbal comments
• Anonymous rumors

Correct Answer: Structured performance records, call reports, and feedback logs

Q28. How should a supervisor handle conflicting feedback from peers and customers about a PSR?

• Ignore both sources
• Investigate patterns, validate evidence, and discuss discrepancies with the PSR
• Terminate immediately
• Accept the most negative comment as final

Correct Answer: Investigate patterns, validate evidence, and discuss discrepancies with the PSR

Q29. Which metric measures the financial value generated by a PSR relative to targets?

• Revenue attainment or sales target achievement percentage
• Number of customer complaints only
• Number of meetings without outcomes
• Average call time

Correct Answer: Revenue attainment or sales target achievement percentage

Q30. What is a best practice when setting PSR performance targets?

• Set identical unrealistic targets for all territories
• Align targets with territory potential, historical data, and SMART criteria
• Keep targets secret until year-end
• Use only qualitative descriptors with no metrics

Correct Answer: Align targets with territory potential, historical data, and SMART criteria

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