EFIM10014: Quantitative Analysis in Management
University of Bristol Business School
COURSEWORK 2023
This assessment is assessing the following unit learning outcomes:
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.
4. Use a variety of visual models to represent statistical results.
5. Use Excel for data analysis and presentation.
Assignment:
Kheirat is a company that sells skincare products all over Asia. The company has designated geographic sales territories, each
the responsibility of a single sales representative who services a number of retail outlets within their territory. The company
wants to find out which factors influence the quantity of sold units and the impact each factor has on sales. For this, a random
sample of 110 sales territories of the firm’s sales organisation was drawn. Information was collected on the number of units
of the product sold, along with values for seven possible predictor variables, in each territory.
Sales of the skincare products (in units sold) were hypothesised to be a function of the following variables:
1. The advertising budget in that territory during the past year (Advertising; in $);
2. How long the territory sales 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; in %);
4. The market size in the territory, measured as total sales of products within the same product category (Market Potential);
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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; in points);
7. The number of meetings between the sales representative and someone from top management (Nb of meetings; semi_x005f annually).
The Excel spreadsheet “QAM CW DATASET 2023.xlsx” contains data for the 110 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 make recommendations for the company, in management/nontechnical terms,
so the CEO knows what to focus the company’s attention on. Bear in mind that the CEO is 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.
To please both, you should write a report of maximum 2500 words (this is excluding tables and graphs) with the following
structure:
Start with the summary of the findings and recommendations arising from your analysis. This is aimed at the CEO so it has
to go first, as they won’t read the rest of the report. The summary and recommendations to the CEO should constitute the
main part of the report, and thus will include most of the writing.
The second part of the report, which could be the technical appendix, should demonstrate and explain all the steps you have
taken in your analysis, the obtained model of what drives sales, and which assumptions you have made and tested. Remember
this needs to be statistically accurate, as the CFO will examine it critically and might recommend scrapping your results to
the CEO if they do not trust your procedure. This part does not need to include a lot of writing/text but must include tables
and graphs with some relevant explanation.
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Your work should be presented in a word document, not in an Excel file (this means that tables and graphs need to be copied
from Excel into the document; Font: Times New Roman 12).
You will be assessed on:
The correctness of your models and statistical analysis
The correctness and details in your interpretations of ALL the output
The clarity of the interpretation of your analysis for management’s (CEO)
understanding
The structure and presentation style of the report
Recommendations arising from the analysis and suggestions for future work
Conducting any relevant extended analysis beyond the basic brief (especially
if based on your own independent reading with relevant sources)
Please also see the marking criteria at the end of this document.
The coursework accounts for 60% of the unit’s grade.
Submit your work via the Blackboard link by (8
th Jan 2024) at 1 pm.
Please note that this is your individual work. Using someone else’s work is plagiarism which is a serious offence and comes
with penalties.
