How are organizations using data analytics to boost sales productivity? Give an example of an analytics-based application.
What will be an ideal response?
The savviest sales organizations today actively utilize data analytics to dramatically reinvent their selling processes. Insights derived from Big Data are helping firms increase overall sales productivity. This happens not by hiring more or better salespeople, but by helping existing reps sell more.
One significant new analytics-based application is lead scoring. In this approach, a company numerically rates its best prospective customers. The company develops ratings by running various internal and external data through statistical models that identify those traits that make the customer more likely to purchase. In so doing, companies can make sure that prospects are matched to the right sales reps at the most appropriate time, based upon prospect behaviors, buying stage, interests, or demographic factors.
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Peterson Inc uses direct labor hours as the cost driver for variable overhead. Which of the following items does not need to be known, in order to calculate the variable overhead spending variance?
A) Actual overhead costs B) Actual direct labor hours C) Standard variable overhead rate per direct labor hour D) Standard direct labor hours allowed
All of the following reflect monthly outward flow of funds EXCEPT:
a. the costs of daily operations b. cost of credit service c. cost of inventory d. certificates of deposit (CDs) e. payment for debt
The GATS provides a provision for a departure from the principle of national treatment to ensure that direct taxes may be effectively collected on services
Indicate whether the statement is true or false
Which of the following situations would be a bona fide occupational qualification?
A) Hiring only Hispanic waiters at a restaurant that markets to a Hispanic clientele B) Hiring only Catholics to be waitresses in a restaurant that caters to a largely Catholic population C) Hiring only men to be attendants in the locker room of a men's health club D) Both A and B E) Both B and C