(a) An IQ test was developed to test a prospective salesperson's ability to sell Ten existing staff sat the test Instead of putting achieved scores in the computer, the manager proceeded to rank the staff in ascending order in terms of the test as well as productivity The ranked data are Staff member Rank order in IQ test Rank order in productivity A 2 1 B 3 2 C 5 3 D 1 4 E 4 5 F 9 6 G 10 7 H 6 8 I 7 9 J 8 10 Calculate the Spearman Rank Correlation coefficient to see if the IQ test is reasonable predictor of sales ability (10 marks) (b) Explain the meaning and importance of forecast control (10 marks) (c) Explain the tools required for long term forecasting (10 marks)

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Question: (a) An IQ test was developed to test a prospective salesperson's ability to sell. Ten existing staff sat the test. Instead of putting achieved scores

(a) An IQ test was developed to test a prospective salesperson's ability to sell. Ten existing staff sat the test. Instead of putting achieved scores in the computer, the manager proceeded to rank the staff in ascending order in terms of the test as well as productivity. The ranked data are:

Staff member	Rank order in IQ test	Rank order in productivity
A	2	1
B	3	2
C	5	3
D	1	4
E	4	5
F	9	6
G	10	7
H	6	8
I	7	9
J	8	10

Calculate the Spearman Rank Correlation coefficient to see if the IQ test is reasonable predictor of sales ability. (10 marks)

(b) Explain the meaning and importance of forecast control. (10 marks) (c) Explain the tools required for long-term forecasting. (10 marks)

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