1. Demonstrate knowledge and understanding of the role of quantitative analysis in generating
value from data.
2. Apply basic statistical techniques to business and management problems.
3. Communicate quantitative ideas effectively in written form.
representative had been employed by the company (Time with
Company; in months);
3. What percentage of the market potential the company actually had in this territory (Market
Share);
4. The market size in the territory, measured as total sales of products within the same product
category (Market Potential);
5. The number of retail outlets the sales representative was responsible for in this territory
(Outlets);
6. The average rating of the company in each territory (Rating);
7. The number of meetings between the sales representative and someone from top
management (Nb of meetings; semi-annually).
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The Excel spreadsheet contains data for the 90 sample sales
territories.
You are tasked to conduct the data analysis to provide the CEO with insights about what drives
or predicts sales. For this you should write a summary of your findings and recommendations
for the company in management terms, so the CEO knows what to focus the companys attention on.
Bear in mind that the CEO is very busy, not a fan of statistics jargon and thus
wants easily accessible information.
The CFO has also announced their interest in your findings because they are hoping for a
mathematical model to predict future sales. Unlike the CEO, the CFO is a bit of a statistics whizz and will critically examine your analysis and assumptions.
