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:

Physical Health

The overall condition of the body, including the absence of disease, fitness level, and physical functioning.

Negative Correlation

A relationship between two variables in which an increase in one variable is associated with a decrease in the other.

Correlational Studies

Studies designed to yield information concerning the degree of relationship between two variables.

Ex Post Facto Design

A scientific study in which the values of the independent variable are not manipulated, but selected by the experimenter after the groups have naturally divided themselves.