Week 6: Opportunities

Question 1

What are the two model dimensions and the factors under each according to the cultural map?

Answer 1

• Rational: Evaluating, Deciding, Trusting, Scheduling
• Social: Disagreeing, Persuading, Communicating, Leading

Question 2

Explain what the Rational (Evaluating) model is.

Answer 2

Answer on slide 11.

Question 3

Explain what the Rational (Deciding) model is.

Answer 3

Answer on slide 12.

Question 4

Explain what the Rational (Trusting) model is.

Answer 4

Answer on slide 13.
- Task based trust: confidence in someone’s abilities ot do a job or perform a task is created through having worked together
- Relationship based trust: confidence in someone else’s abilities to do a job or perform a task comes from your affective relationship with a person you have socialized with.

Question 5

Explain what the Rational (Scheduling) model is.

Answer 5

Answer on slide 14.

Question 6

Explain what the Social (Disagreeing) model is.

Answer 6

Answer on slide 15.

Question 7

Goal vs. Relationship

Answer 7

• Competing: one party seeks to satisfy interest regardless of impact to other party
• Collaborating: both parties win
• Compromise: both parties win and give up something
• Avoiding: one or both parties seek to suppress the conflict
• Accommodating: one party yields the win to the other party

Question 8

Empathetic vs. Sympathetic

Answer 8

• Empathetic means putting yourself easily and completely in another person’s shoes
• Sympathetic means showing concern for someone when something bads happens

Question 9

Explain what the social (Communicating) model is.

Answer 9

Answer on slide 20.

Question 10

Explain what the social (Persuading) model is.

Answer 10

Answer on slide 21.
- Principles first: means providing the whole picture (understand the why)
- Application first: means outlining what must be done in detail and later providing the background (understanding the how)
- Asian cultures are a special case as they use both approach to be persuasive.

Question 11

Explain what the social (Leading) model is.

Answer 11

Answer on slide 22.

Question 12

Identify one such instance where cannot unpivot columns on TIBCO cloud and suggest a workaround.

Answer 12

• You cannot unpivot calculated columns.
• The trick is to create a new dataset (copy of the tidied dataset), so the calculated columns become “permanent”, and is not dependent on other column but this only works for small datasets.

Question 13

Identify the key metrics that should be showcased on a Sales Dashboard.

Answer 13

• Leads by source
• Pipeline
• Sales cycle
• Closed Opportunities
• New Business vs Uspselling
• Win / Loss Rate
• Product gaps
• Open opportunities
• Open activities
• Open cases
• Opportunities past due
• Sales by close data

Question 14

Identify the pseudo code to calculate moving average on TIBCO.

Answer 14

𝐴𝑣𝑔([𝑛𝑒𝑤_𝑐𝑎𝑠𝑒𝑠]) 𝑂𝑉𝐸𝑅 (𝐿𝑎𝑠𝑡𝑃𝑒𝑟𝑖𝑜𝑑𝑠(7, [𝐴𝑥𝑖𝑠. 𝑋]))
LastPeriods(7, [Axis.X]) is a function used to specify the scope or window for the aggregation. It indicates the last 7 periods or data points based on the values along the X-axis. The function appears to calculate the average over this window.

Question 15

Tell me the use cases of various Simple Exponential Smoothing (SES) methods.

Answer 15

• Weighted Average (WA): good when you have multiple variables
• SES: Good when there is no clear trend or seasonal pattern
• Holt’s Exponential Smoothing (HES): Good when there is a trend
• Winter’s Exponential Smoothing (WES): Good when there is also seasonality