mgmt600 1404a 02 applied managerial decision making 4

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Company W is testing a sales software package. Their sales force of 500 people is divided into four regions: Northeast, Southeast, Central and West. Each sales person is expected to sell the same amount of products. During the last 3 months, only half of the sales representatives in each region were given the software program to help them manage their contacts.

The VP of Sales at WidgeCorp, who is comfortable with statistics, wants to know the possible null and alternative hypotheses for a non-parametric test on this data using the chi-square distribution. A non-parametric test is used on data that is qualitative or categorical, such as gender, age group, region, and color. It is used when it doesn’t make sense to look at the mean of such variables. (You can refer to the article for this week for further information located at the end of the Phase Resources.)

Phase resources

This site is an aggregation of links to publications that cover business topics. In addition, the site offers access to Harvard Business Review online, McKinsey Quarterly and hundreds of company research sites. While these high-powered research sites restrict access to some materials, they provide free e-newsletters which deliver the most current articles on timely topics. At, marketing topics (e.g., branding, market plans, marketing communications) can be entered in the search and advanced search engine tool to retrieve a large database of targeted links.

NPD is a market research company providing news and information on consumer trends, sales and marketing information for a diverse range of industries.

An electronic statistics textbook.

SPSS, Inc. is one of the leading makers of statistics software commonly used in business (and other realms). This site offers statistics services, software, data warehousing and customer testimonials. You can download a free 30-day trial version of the software from this site.

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