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# Researchers conducted a study of salespeople, measuring both

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Director
Joined: 21 Dec 2009
Posts: 554
Concentration: Entrepreneurship, Finance
Researchers conducted a study of salespeople, measuring both  [#permalink]

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17 Nov 2012, 04:05
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Researchers conducted a study of salespeople, measuring both social competence (their ability to understand
and influence social situations), and product knowledge. They then noted the performance of these salespeople in
terms of the value of goods sold by them. The top performers scored high on both the product knowledge and social
competence scales. Surprisingly, however, they found that among those who scored low on the social competence
scale, those who scored relatively low on the product knowledge scale had higher sales than did those who scored
relatively high on the product knowledge scale.

Which of the following, if true, would most help explain the researchers’ surprising finding?

A. A highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has
good social skills.
B. Customers tend to assume that a salesperson with good social skills will also be very knowledgeable.
C. Salespeople with relatively low levels of product knowledge tend to have relatively good social skills.
D. Customers often think that salespeople with good social skills are likely to be dishonest.
E. Customers make purchases based on the qualities of the goods and not on those of the salespeople.
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Senior Manager
Joined: 22 Dec 2011
Posts: 271
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 04:17
gmatbull wrote:
Researchers conducted a study of salespeople, measuring both social competence (their ability to understand
and influence social situations), and product knowledge. They then noted the performance of these salespeople in
terms of the value of goods sold by them. The top performers scored high on both the product knowledge and social
competence scales. Surprisingly, however, they found that among those who scored low on the social competence
scale, those who scored relatively low on the product knowledge scale had higher sales than did those who scored
relatively high on the product knowledge scale.

Which of the following, if true, would most help explain the researchers’ surprising finding?

A. A highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has
good social skills.
B. Customers tend to assume that a salesperson with good social skills will also be very knowledgeable.
C. Salespeople with relatively low levels of product knowledge tend to have relatively good social skills.
D. Customers often think that salespeople with good social skills are likely to be dishonest.
E. Customers make purchases based on the qualities of the goods and not on those of the salespeople.

this has to be A.
Discrepancy is -> Low Social skills and Low Product knowledge => higher sales Compared to Low Social skills and High Product knowledge.
This can be explained if A were true....

Dude please post OA if we have responses from the regular users. Dont delay it too long.
And many thanks for posting these Q. +1 to u! :D
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Joined: 01 Sep 2010
Posts: 3442
Re: Researchers conducted a study of salespeople  [#permalink]

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Updated on: 17 Nov 2012, 07:54
I pick C

Among those who have low social who has ALSO low knowledge sell more than who has low social AND high knowledge

C for me
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Originally posted by carcass on 17 Nov 2012, 04:40.
Last edited by carcass on 17 Nov 2012, 07:54, edited 1 time in total.
Senior Manager
Joined: 22 Dec 2011
Posts: 271
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 04:44
carcass wrote:
I pick C

Among those who have low social who has ALSO low knowledge sell more then who has low social AND high knowledge

C for me

hello - wats ur rational behind selecting C?

Cheers
VP
Status: Been a long time guys...
Joined: 03 Feb 2011
Posts: 1264
Location: United States (NY)
Concentration: Finance, Marketing
GPA: 3.75
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 05:16
gmatbull wrote:
Researchers conducted a study of salespeople, measuring both social competence (their ability to understand
and influence social situations), and product knowledge. They then noted the performance of these salespeople in
terms of the value of goods sold by them. The top performers scored high on both the product knowledge and social
competence scales. Surprisingly, however, they found that among those who scored low on the social competence
scale, those who scored relatively low on the product knowledge scale had higher sales than did those who scored
relatively high on the product knowledge scale.

Which of the following, if true, would most help explain the researchers’ surprising finding?

A. A highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has
good social skills.
B. Customers tend to assume that a salesperson with good social skills will also be very knowledgeable.
C. Salespeople with relatively low levels of product knowledge tend to have relatively good social skills.
D. Customers often think that salespeople with good social skills are likely to be dishonest.
E. Customers make purchases based on the qualities of the goods and not on those of the salespeople.

The set, to which we should be really concerned is, consists of those who scored low on the social competence scale. Now it is said that "those who scored relatively low on the product knowledge scale had higher sales than did those who scored relatively high on the product knowledge scale". It creates a discrepancy that salespersons with low knowledge had fewer sales than those with higher sales. Only A resolves this discrepancy by giving us the reason why knowledge is a hurdle.
+1 A.
Hope that helps.
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Intern
Joined: 22 Oct 2012
Posts: 5
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 06:37
Marcab wrote:
gmatbull wrote:
Researchers conducted a study of salespeople, measuring both social competence (their ability to understand
and influence social situations), and product knowledge. They then noted the performance of these salespeople in
terms of the value of goods sold by them. The top performers scored high on both the product knowledge and social
competence scales. Surprisingly, however, they found that among those who scored low on the social competence
scale, those who scored relatively low on the product knowledge scale had higher sales than did those who scored
relatively high on the product knowledge scale.

Which of the following, if true, would most help explain the researchers’ surprising finding?

A. A highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has
good social skills.
B. Customers tend to assume that a salesperson with good social skills will also be very knowledgeable.
C. Salespeople with relatively low levels of product knowledge tend to have relatively good social skills.
D. Customers often think that salespeople with good social skills are likely to be dishonest.
E. Customers make purchases based on the qualities of the goods and not on those of the salespeople.

The set, to which we should be really concerned is, consists of those who scored low on the social competence scale. Now it is said that "those who scored relatively low on the product knowledge scale had higher sales than did those who scored relatively high on the product knowledge scale". It creates a discrepancy that salespersons with low knowledge had fewer sales than those with higher sales. Only A resolves this discrepancy by giving us the reason why knowledge is a hurdle.
+1 A.
Hope that helps.

My take is A which clearly explains the the finding.Whats the OA?
Joined: 19 Jul 2012
Posts: 161
Location: India
GMAT 1: 630 Q49 V28
GPA: 3.3
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 07:18
A. A highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has good social skills: Correct. If highly knowledgeable salesperson makes customers uncomfortable as compared to low knowledgeable salesperson. Thus, chances of sales in later case is higher than the former.
B. Customers tend to assume that a salesperson with good social skills will also be very knowledgeable : Incorrect. People in question are both low in social skills, this information hardly does anything to explain the discrepancy.
C. Salespeople with relatively low levels of product knowledge tend to have relatively good social skills: Incorrect. Can a relatively good social skill compensate for low product knowledge?? We can't be sure of this. Thus, Insufficient.
D. Customers often think that salespeople with good social skills are likely to be dishonest : Incorrect. Goes against the argument.
E. Customers make purchases based on the qualities of the goods and not on those of the salespeople: Incorrect. Does not provide any details on the affect of product knowledge of salesperson on sales.
Director
Joined: 21 Dec 2009
Posts: 554
Concentration: Entrepreneurship, Finance
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 07:29
1
@Carcas,
from the original text: "The top performers scored high on both the product knowledge and social
competence scales. Surprisingly, however, they found that among those who scored low..."

we already know the focus is on category with Low social scale and properly accounted for by
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Joined: 01 Sep 2010
Posts: 3442
Re: Researchers conducted a study of salespeople  [#permalink]

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17 Nov 2012, 07:56
gmatbull wrote:
@Carcas,
from the original text: "The top performers scored high on both the product knowledge and social
competence scales. Surprisingly, however, they found that among those who scored low..."

we already know the focus is on category with Low social scale and properly accounted for by

A now have sense, tired from work is not good for gmat CR. Is clear A

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Re: Researchers conducted a study of salespeople, measuring both  [#permalink]

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28 Sep 2017, 22:57
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