Following several years of declining advertising sales, the Greenville

Let's make sure we understand the given information:

• The Greenville Times (GT) had several years of declining advertising sales. During that time, "the sales force was organized geographically, with some sales representatives concentrating on city-center businesses and others concentrating on different outlying regions."
• Then, GT reorganized its advertising sales force by "having each sales representative deal with only one type of industry or of retailing." The goal of this reorganization was "to increase the sales representatives' knowledge of clients' businesses."
• After the reorganization, revenue from advertising sales increased.

Was the subsequent increase in revenue from advertising sales a result of the reorganization? In answering that question, it would be helpful to find out each of the following EXCEPT (in other words, eliminate choices representing information that would be helpful):


We are trying to explain an increase in revenue from advertising sales, not a change to the proportion of GT's total revenue generated by advertising sales. This information would be irrelevant, so keep choice (A).


If the circulation of GT had increased substantially, we would expect that revenue from advertising sales would have also increased, regardless of whether the reorganization had any effect. Knowing this information would be helpful in determining whether the increase in revenue from advertising sales was a result of the reorganization, so eliminate (B).


If GT replaced many of their sales representatives, then the increase in revenue from advertising sales could have been a result of the change in personnel and NOT a result of the reorganization (i.e. perhaps the new sales representatives were better at their jobs than the old representatives were). Knowing this information would be helpful, so eliminate (C).


The goal of this reorganization was "to increase the sales representatives' knowledge of clients' businesses." In other words, rather than having to deal with a wide variety of businesses in a given geography, perhaps representatives could then thoroughly study one type of industry or retailing. This might allow the representatives to increase their knowledge of their clients' businesses.

However, what if, prior to the reorganization, the sales representatives had NOT found it difficult to keep up with relevant developments in all types of businesses to which they were assigned? In that case, the apparent benefit of the reorganization would have been unnecessary, and the reorganization probably would not have had an effect on revenue from advertising sales. Knowing this information would be helpful, so eliminate (D).


A growth in the economy in Greenville might explain the increase in revenue from advertising sales. In order to rule out this possibility, it would be helpful to find out the answer to this question, so eliminate (E).

(A) is the best answer.

Following several years of declining advertising sales, the Greenville Times reorganized its advertising sales force two years ago. Before reorganization, the sales force was organized geographically, with some sales representatives concentrating on city-center businesses and others concentrating on different outlying regions. The reorganization attempted to increase the sales representatives' knowledge of clients' businesses by having each sales representative deal with only one type of industry or of retailing. After the reorganization, revenue from advertising sales increased.

In assessing whether the improvement in advertising sales can properly be attributed to the reorganization, it would be most helpful to find out which of the following EXCEPT:

(A) Two years ago, what proportion of the Greenville Time's total revenue was generated by advertising sales

(B) Has the circulation of the Greenville Times increased substantially in the last two years

(C) Has there been a substantial turnover in personnel in the advertising sales force over the last 2 years

(D) Before the reorganization, had sales representatives found it difficult to keep up with relevant developments in all types of businesses to which they are assigned?

(E) Has the economy in Greenville and the surrounding regions been growing rapidly over the last two years?

Following several years of declining advertising sales, the Greenville Times reorganized its advertiFollowing several years of declining advertising sales, the Greenville Times reorganized its
advertising sales force two years ago. Before the reorganization, the sales force was organized
geographically, with some sales representatives concentrating on city-center businesses and
others concentrating on different outlying regions. The reorganization attempted to increase
the sales representatives' knowledge of clients' businesses by having each sales representative
deal with only one type of industry or of retailing. After the reorganization, advertising sales
increased.

In assessing whether the improvement in advertising sales can properly
be attributed to the reorganization, it would be helpful to find out each of the
following EXCEPT:

A. Two years ago, what proportion of the Greenville Times' total revenue was generated by
advertising sales?
B. Has the circulation of the Greenville Times increased substantially in the last two years?
C. Has there been a substantial turnover in personnel in the advertising sales force over the last
two years?
D. Before the reorganization, had sales representatives found it difficult to keep up with relevant
developments in all types of businesses to which they are assigned?
E. Has the economy in Greenville and the surrounding regions been growing rapidly over the last
two years?

When a question stem includes a word in ALL CAPS, rephrase the question stem WITHOUT the all-cap word.
If we omit from the question stem above the word EXCEPT, we get:
In assessing whether the improvement in advertising sales can properly be attributed to the reorganization, it would be helpful to find out which of the following?
Four of the five answer choices will STRENGTHEN or WEAKEN the conclusion that the reorganization is responsible for the improvement in ad sales.
Eliminate these four answer choices.
The correct answer will be the REMAINING answer choice.

Here, the answer choices are phrased as QUESTIONS.
To see more easily which answer choices strengthen or weaken the conclusion, rephrase the answer choices as STATEMENTS.

B: The circulation of the Greenville Times has increased substantially in the last two years.
Here, the improvement in ad sales can be attributed to the increase in circulation, WEAKENING the conclusion that the reorganization is responsible for the improvement in ad sales.
Eliminate B.

C: There been a substantial turnover in personnel in the advertising sales force over the last two years.
Here, the improvement in ad sales can be attributed to the turnover in personnel, WEAKENING the conclusion that the reorganization is responsible for the improvement in ad sales.
Eliminate C.

D: Before the reorganization, sales representatives found it difficult to keep up with relevant
developments.
This answer choice indicates that the reorganization has made it easier for sales reps to keep up with relevant developments, STRENGTHENING the conclusion that the reorganization is responsible for the improvement in ad sales.
Eliminate D.

E: The economy in Greenville and the surrounding regions has been growing rapidly over the last two years.
Here, the improvement in ad sales can be attributed to the growth in the economy, WEAKENING the conclusion that the reorganization is responsible for the improvement in ad sales.
Eliminate E.

.

A: Two years ago, a high proportion of the Greenville Times' total revenue was generated by advertising sales.
This answer choice tells us nothing about whether the reorganization is responsible for the improvement in ad sales.

Following several years of declining advertising sales, the Greenville Times reorganized its advertising sales force two years ago. Before reorganization, the sales force was organized geographically, with some sales representatives concentrating on city-center businesses and others concentrating on different outlying regions. The reorganization attempted to increase the sales representatives' knowledge of clients' businesses by having each sales representative deal with only one type of industry or of retailing. After the reorganization, revenue from advertising sales increased.

In assessing whether the improvement in advertising sales can properly be attributed to the reorganization, it would be most helpful to find out which of the following EXCEPT:


(A) Two years ago, what proportion of the Greenville Time's total revenue was generated by advertising sales

(B) Has the circulation of the Greenville Times increased substantially in the last two years

(C) Has there been a substantial turnover in personnel in the advertising sales force over the last 2 years

(D) Before the reorganization, had sales representatives found it difficult to keep up with relevant developments in all types of businesses to which they are assigned?

(E) Has the economy in Greenville and the surrounding regions been growing rapidly over the last two years?


Source : GMATPrep Default Exam Pack

Same passage with different question from OG: LINK