You Have Just Completed a Cross-Tabulation Analysis from the Data

question 36

Multiple Choice

You have just completed a cross-tabulation analysis from the data you received on your sales force and customer base. The results suggest that the newest salespeople have the lowest closing ratio of your sales force and the senior salespeople with more than 7 years experience appear to have low new account numbers. From this analysis, you can confidently do the following:

• A) Design a training program for senior salespeople.
• B) Design a training program for junior salespeople on questioning, presentation style, and closing.
• C) Conduct more needs analysis to identify the causes of the problems.
• D) Do both a and b above.
• E) From the data analysis described, I would do nothing to see if the problems fix themselves.

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Definitions:

Materials Cost Per Yard

The total cost associated with acquiring materials required to produce one yard of a product.

Yards Per Unit

A measurement indicating the amount of yardage (length) required or produced per unit of a product.

Actual Costs

The real or precise cost incurred in the production of goods or in the rendering of services, as opposed to estimated or standard costs.

Direct Labor Time Variance

This metric measures the difference between the actual hours worked and the standard hours planned, multiplied by the standard labor rate, assessing efficiency in production.