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# QOTD #3 A new study by the American Seller Institute (ASI) has tried t

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QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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Updated on: 27 Dec 2017, 03:09
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A new study by the American Seller Institute (ASI) has tried to pin down, with scientific precision, the personal qualities that contribute to superior selling. Over a period of three years, the financial ups and downs of twelve sales teams in ten different fields were carefully tracked. The 75 sales people involved were analyzed and tested for various personal and even physical characteristics. Interviews were conducted with family members and with people who bought (or did not buy) the salespeople’s products. The results have been published by ASI in The Selling Quality, a 620-page work filled with as many bar graphs as anecdotes from the road.

Three personality types emerge as characteristic of the most successful sellers. The Chameleon, as the name implies, is adept at quickly understanding how clients see
themselves (or would like to see themselves), and then mirroring that image. A good Chameleon is highly attentive, shrewd, and often unaware of what he or she is doing.
This personality is formed early in life, and its attributes are hard to acquire. The Chameleon, perhaps because of strong mediating skills, often has a happy domestic life.

The Charismatic, in contrast, relies on a strong, even intimidating physical presence, as an essential tool to close a sale. Charismatics reverse the typical dynamic between seller and buyer, convincing clients that they should please the seller, and that the seller has something of great worth that the client needs to ask for. These people have, as The Selling Quality puts it, a “productive self-centeredness” that often leads to management positions, but also to less stability at home. Like the Chameleon, the Charismatic has
traits that are seen early in life and that are difficult to cultivate in adulthood.

The Student—the third successful sales personality type—literally does his or her homework. An ability to provide useful data at a moment’s notice and a relatively mild
persona make the Student a highly effective collaborator with a Charismatic. Students have risen to management positions through persistence and an ability to see where an
industry is headed, but a lack of leadership skills often keeps them out of top positions. While the skills of a top-notch Student seller are based less on intuition than are those
of the other selling types, studying trade publications and mapping out a would-be client company’s hierarchy are not enough to make a Student a superior salesperson. An ability to communicate a genuine (or seemingly genuine) enthusiasm for the product is crucial to a Student’s success, as it is for all successful sellers.

1. The primary purpose of this passage is to _______.

(A) provide the reader with a recommendation
(B) summarize and critique the contents of a book of non-fiction
(C) give an overview of some of the findings of a new study
(D) propose a system for categorizing the workers in a given field
(E) report on a ranking of three personality types

Spoiler: :: OA
C

2. According to the passage, The Selling Quality implies that Students, in comparison with Chameleons and Charismatics, _______.

(A) are generally not as successful
(B) tend to have stable domestic lives
(C) rely exclusively on their ability to research their fields
(D) have skills that are more easily acquired
(E) rise to management positions for which they are not well suited

Spoiler: :: OA
D

3. What does the author assume about the usual relationship between buyer and seller?

(A) The buyer is generally unaware of the methods of a successful seller.
(B) The seller is in a position of less control.
(C) The successful seller knows more about the product than does the buyer.
(D) A high degree of trust between both parties is crucial for the formation of a successful relationship.
(E) The seller is less convinced of the worth of the product than is the buyer.

Spoiler: :: OA
B

4. Which of the following is implied about Chameleons?
(A) They are highly organized.
(B) They rarely rise to top management positions.
(C) They are skilled at resolving disputes.
(D) They tend to marry people similar to themselves.
(E) They generally do more research on their client than do Charismatics.

Spoiler: :: OA
C

5. The passage does NOT state which of the following about successful salespeople?
(A) The most successful ones tend to fall into one of three categories.
(B) Communication skills are important.
(C) Some are capable of advancing their careers and entering management
positions.
(D) Their selling approach goes through dramatic changes throughout
their careers.
(E) They often use a selling style that is a reflection of a longstanding
personality trait.

Spoiler: :: OA
D

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Originally posted by carcass on 29 Jun 2016, 07:20.
Last edited by Skywalker18 on 27 Dec 2017, 03:09, edited 3 times in total.
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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29 Jun 2016, 10:32
4
The primary purpose of this passage is to _______.

(A) provide the reader with a recommendation - passage does not offer any recommendation
(B) summarize and critique the contents of a book of non-fiction - this was a study not an non-fiction book
(C) give an overview of some of the findings of a new study - the best answer to describe the study
(D) propose a system for categorizing the workers in a given field - this passage does not propose anything
(E) report on a ranking of three personality types - the passage does not offer any conclusive ranking on the personality types

According to the passage, The Selling Quality implies that Students, in comparison with Chameleons and Charismatics, _______.

(A) are generally not as successful - this takes it a bit too far and just because students are out of top positions doesn't mean they can not be successful
(B) tend to have stable domestic lives - nothing from the passage infers this
(C) rely exclusively on their ability to research their fields - the word exclusively takes it too far to be the right answer.
(D) have skills that are more easily acquired - this can be inferred from ' While the skills of a top-notch Student seller are based less on intuition than are those of the other selling types, studying trade publications and mapping out a would-be client company’s hierarchy are not enough to make a Student a superior salesperson.'
(E) rise to management positions for which they are not well suited - nothing from the passage can allow one to infer they are not well suited.

What does the author assume about the usual relationship between buyer and seller?

(A) The buyer is generally unaware of the methods of a successful seller. -this is not assumed
(B) The seller is in a position of less control. - correct, from the passage it states, 'Charismatics reverse the typical dynamic between seller and buyer, convincing clients that they should please the seller' So it is assumed that the typical dynamic is vice versa (sellers should be pleasing the clients)
(C) The successful seller knows more about the product than does the buyer. -this is also not assumed
(D) A high degree of trust between both parties is crucial for the formation of a successful relationship. -trust is out of scope
(E) The seller is less convinced of the worth of the product than is the buyer. -trap answer but the seller does not have to be less convinced

Which of the following is implied about Chameleons?
(A) They are highly organized. - nothing in the passage suggests this
(B) They rarely rise to top management positions. - this is not true
(C) They are skilled at resolving disputes. - yes, as stated in the passage 'The Chameleon, perhaps because of strong mediating skills, often has a happy domestic life.'
(D) They tend to marry people similar to themselves. - trap answer, does not have to be true in order to have a happy domestic life.
(E) They generally do more research on their client than do Charismatics. - if anything the opposite of what the passage says.

The passage does NOT state which of the following about successful salespeople?
(A) The most successful ones tend to fall into one of three categories. - stated in the beginning of paragraph 2
(B) Communication skills are important. - it is mentioned in the last paragraph
(C) Some are capable of advancing their careers and entering management
positions. -stated in the last paragraph
(D) Their selling approach goes through dramatic changes throughout
their careers.
- nothing in the passage talks about changing between the approach
(E) They often use a selling style that is a reflection of a longstanding
personality trait. - this was mentioned twice in the passage 'This personality is formed early in life...' and 'Like the Chameleon, the Charismatic has
traits that are seen early in life and that are difficult to cultivate in adulthood'

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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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13 Aug 2016, 05:51
Top Contributor
11 mins. Another reason to pick D in Q2.
Like the Chameleon, the Charismatic has traits that are seen early in life and that are difficult to cultivate in adulthood.
The Student—the third successful sales personality type—literally does his or her homework. An ability to provide useful data at a moment’s notice and a relatively mild persona make the Student a highly effective collaborator with a Charismatic. (something that can be developed)
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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14 Aug 2016, 08:54

 A good Chameleon is highly attentive, shrewd, and often unaware of what he or she is doing.This personality is formed early in life, and its attributes are hard to acquire.

Hence correct answer will be (D) for Q2
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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15 Aug 2016, 23:14
According to the passage, The Selling Quality implies that Students, in comparison with Chameleons and Charismatics, _______.

(A) are generally not as successful
(B) tend to have stable domestic lives
(C) rely exclusively on their ability to research their fields
(D) have skills that are more easily acquired
(E) rise to management positions for which they are not well suited

I disagree with D - have skills that are more easily acquired.
Although it's given - Like the Chameleon, the Charismatic has
traits that are seen early in life and that are difficult to cultivate in adulthood. but nowhere it is written student have skills that are more easily acquired.

Student literally does his or her homework. studying trade publications and mapping out a would-be client company’s hierarchy are not enough to make a Student a superior salesperson. => that indicates that student rely exclusively on their ability to research their fields.
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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15 Sep 2016, 07:27
alpham wrote:
The primary purpose of this passage is to _______.

(A) provide the reader with a recommendation - passage does not offer any recommendation
(B) summarize and critique the contents of a book of non-fiction - this was a study not an non-fiction book
(C) give an overview of some of the findings of a new study - the best answer to describe the study
(D) propose a system for categorizing the workers in a given field - this passage does not propose anything
(E) report on a ranking of three personality types - the passage does not offer any conclusive ranking on the personality types

According to the passage, The Selling Quality implies that Students, in comparison with Chameleons and Charismatics, _______.

(A) are generally not as successful - this takes it a bit too far and just because students are out of top positions doesn't mean they can not be successful
(B) tend to have stable domestic lives - nothing from the passage infers this
(C) rely exclusively on their ability to research their fields - the word exclusively takes it too far to be the right answer.
(D) have skills that are more easily acquired - this can be inferred from ' While the skills of a top-notch Student seller are based less on intuition than are those of the other selling types, studying trade publications and mapping out a would-be client company’s hierarchy are not enough to make a Student a superior salesperson.'
(E) rise to management positions for which they are not well suited - nothing from the passage can allow one to infer they are not well suited.

What does the author assume about the usual relationship between buyer and seller?

(A) The buyer is generally unaware of the methods of a successful seller. -this is not assumed
(B) The seller is in a position of less control. - correct, from the passage it states, 'Charismatics reverse the typical dynamic between seller and buyer, convincing clients that they should please the seller' So it is assumed that the typical dynamic is vice versa (sellers should be pleasing the clients)
(C) The successful seller knows more about the product than does the buyer. -this is also not assumed
(D) A high degree of trust between both parties is crucial for the formation of a successful relationship. -trust is out of scope
(E) The seller is less convinced of the worth of the product than is the buyer. -trap answer but the seller does not have to be less convinced

Which of the following is implied about Chameleons?
(A) They are highly organized. - nothing in the passage suggests this
(B) They rarely rise to top management positions. - this is not true
(C) They are skilled at resolving disputes. - yes, as stated in the passage 'The Chameleon, perhaps because of strong mediating skills, often has a happy domestic life.'
(D) They tend to marry people similar to themselves. - trap answer, does not have to be true in order to have a happy domestic life.
(E) They generally do more research on their client than do Charismatics. - if anything the opposite of what the passage says.

The passage does NOT state which of the following about successful salespeople?
(A) The most successful ones tend to fall into one of three categories. - stated in the beginning of paragraph 2
(B) Communication skills are important. - it is mentioned in the last paragraph
(C) Some are capable of advancing their careers and entering management
positions. -stated in the last paragraph
(D) Their selling approach goes through dramatic changes throughout
their careers.
- nothing in the passage talks about changing between the approach
(E) They often use a selling style that is a reflection of a longstanding
personality trait. - this was mentioned twice in the passage 'This personality is formed early in life...' and 'Like the Chameleon, the Charismatic has
traits that are seen early in life and that are difficult to cultivate in adulthood'

I am not able to grasp question number 3
How are sellers in a position of less control?
Just because sellers are usually seen as the ones who should please the clients does that make the sellers in a position of less Control ?

If we negate A i.e the buyer is aware of the methods of a successful seller , then obviously the buyer will be able to see through the seller. In that case won't the salesman less likely be able to convince us.
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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17 Sep 2016, 23:39
1
stne wrote:
alpham wrote:

I am not able to grasp question number 3
How are sellers in a position of less control?
Just because sellers are usually seen as the ones who should please the clients does that make the sellers in a position of less Control ?

If we negate A i.e the buyer is aware of the methods of a successful seller , then obviously the buyer will be able to see through the seller. In that case won't the salesman less likely be able to convince us.

If we negate A i.e the buyer is aware of the methods of a successful seller , then obviously the buyer will be able to see through the seller. In that case won't the salesman less likely be able to convince us.[/quote]

Hi Stne,
To resolve your confusion, I will start with question number 3. The answer for this can be grasped from a part of the description for the Charismatic. The 2 lines state: "Charismatics reverse the typical dynamic between seller and buyer, convincing clients that they should please the seller, and that the seller has something of great worth that the client needs to ask for. ". This shows that the typical dynamic would mean that the seller should please the buyer, implying lesser control.

Coming to the options:
(A) The buyer is generally unaware of the methods of a successful seller.
(B) The seller is in a position of less control.
(C) The successful seller knows more about the product than does the buyer.
(D) A high degree of trust between both parties is crucial for the formation of a successful relationship.
(E) The seller is less convinced of the worth of the product than is the buyer.

Clearly from the line above, the author is assuming that in a typical situation the seller has lesser control and needs to please the buyer whereas the Charismatic personality-type seller is able to reverse that dynamic.

I hope this clarifies the solution a bit. In case of any more confusion, feel free to email us at mba.challengers@outlook.com
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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18 Sep 2016, 06:58
According to the passage, The Selling Quality implies that Students, in comparison with Chameleons and Charismatics, _______.

(A) are generally not as successful
(B) tend to have stable domestic lives
(C) rely exclusively on their ability to research their fields
(D) have skills that are more easily acquired
(E) rise to management positions for which they are not well suited

I disagree with D - have skills that are more easily acquired.
Although it's given - Like the Chameleon, the Charismatic has
traits that are seen early in life and that are difficult to cultivate in adulthood. but nowhere it is written student have skills that are more easily acquired.

Student literally does his or her homework. studying trade publications and mapping out a would-be client company’s hierarchy are not enough to make a Student a superior salesperson. => that indicates that student rely exclusively on their ability to research their fields.

Read the below line also, you will get to know why answer is D.

While the skills of a top-notch Student seller are based less on intuition than are those of the other selling types, studying trade publications and mapping out a would-be client company’s hierarchy are not enough to make a Student a superior salesperson.'
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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02 Oct 2017, 04:43
why is the answer of question number 3 'B' and not 'D'?
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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27 Dec 2017, 03:13
Vasudha Sharma wrote:
why is the answer of question number 3 'B' and not 'D'?

Hi Vasudha Sharma,

Option B is supported the by following lines -
"Charismatics reverse the typical dynamic between seller and buyer, convincing clients that they should please the seller, and that the seller has something of great worth that the client needs to ask for. "

3. What does the author assume about the usual relationship between buyer and seller?

(A) The buyer is generally unaware of the methods of a successful seller.
(B) The seller is in a position of less control. -- Correct
(C) The successful seller knows more about the product than does the buyer.
(D) A high degree of trust between both parties is crucial for the formation of a successful relationship. -- the passage does not talk about a high degree of trust
(E) The seller is less convinced of the worth of the product than is the buyer.
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QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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13 Oct 2018, 01:59
Vasudha Sharma wrote:
why is the answer of question number 3 'B' and not 'D'?

Vasudha Sharma

Quote:
3. What does the author assume about the usual relationship between buyer and seller?

(A) The buyer is generally unaware of the methods of a successful seller.
(B) The seller is in a position of less control.
(C) The successful seller knows more about the product than does the buyer.
(D) A high degree of trust between both parties is crucial for the formation of a successful relationship.
(E) The seller is less convinced of the worth of the product than is the buyer.

In the 3rd Paragraph, the author refers to "Charismatics reverse the typical dynamic between seller and buyer, convincing clients that they should please the seller, and that the seller has something of great worth that the client needs to ask for"
This in itself implies that the usual relationship/dynamics between the seller and buyer is that the buyer has less control/power.

Quote:
E. The seller is less convinced of the worth of the product than is the buyer.
Even if the less is less convinced of the worth of the product than the buyer, even if the product is whole bunch of crap that the seller is selling, the paragraph never mentions that the seller is less convinced than is the buyer.

Hence B is the best answer.
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t  [#permalink]

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15 Oct 2018, 08:08
P1 - the personal qualities that contribute to superior selling.
P2 - The Chameleon
P3 - The Charismatic
P4 - The Student +/-

1. The primary purpose of this passage is to _______.

(A) provide the reader with a recommendation - no
(B) summarize and critique the contents of a book of non-fiction - no
(C) give an overview of some of the findings of a new study - can be
(D) propose a system for categorizing the workers in a given field - too broad
(E) report on a ranking of three personality types - too short.

c is best of the lot.

---------------------------------

2. According to the passage, The Selling Quality implies that Students, in comparison with Chameleons and Charismatics, _______.

(A) are generally not as successful - not given
(B) tend to have stable domestic lives - not given
(C) rely exclusively on their ability to research their fields - i dnt like the word exclusively
(D) have skills that are more easily acquired - sure
(E) rise to management positions for which they are not well suited - no

--------------------------------------

3. What does the author assume about the usual relationship between buyer and seller?

Charismatics reverse the typical dynamic between seller and buyer, "convincing clients that they should please the seller,"

(B) The seller is in a position of less control.

---------------------------------------

4. Which of the following is implied about Chameleons?

perhaps because of strong mediating skills
(C) They are skilled at resolving disputes.

--------------------------------------------

5. The passage does NOT state which of the following about successful salespeople?
(A) The most successful ones tend to fall into one of three categories. - yes
(C) Some are capable of advancing their careers and entering management positions. - yes
(D) Their selling approach goes through dramatic changes throughout their careers. - No
(E) They often use a selling style that is a reflection of a longstanding personality trait. -yes
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Re: QOTD #3 A new study by the American Seller Institute (ASI) has tried t   [#permalink] 15 Oct 2018, 08:08
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