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24 Dec 2019, 13:55
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A
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63% (02:06) correct
37%
(02:15)
wrong
based on 317
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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.
25 Dec 2019, 00:02
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I will go with A.
Premise: 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.
Premise: The top performers scored high on both the product knowledge and social competence scales.
Surprising Result/Paradox: 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.
From the information provided above, we know from the second premise that top performers scored high on both the product knowledge and social competence scales. So we would expect salespeople with relatively high scores on product knowledge scale to perform better than salespeople with low scores on product knowledge. Unless of course, such salespeople with relatively high scores on product knowledge are disadvantaged someway somehow by their poor social skills. So, instead of the good knowledge of the product to be an asset, it has rather become a liability for a saleperson with low social skills.
A says that a highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has good social skills. This will explain the surprising finding presented above. From A we know that being highly knowledgeable without good social skills will make customers uncomfortable, and this explains why a salesperson who scored relatively high on product knowledge but low on social competence scale will have lower sales compared to a salesperson who scored low on product knowledge and low on social competence.
Premise: 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.
Premise: The top performers scored high on both the product knowledge and social competence scales.
Surprising Result/Paradox: 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.
From the information provided above, we know from the second premise that top performers scored high on both the product knowledge and social competence scales. So we would expect salespeople with relatively high scores on product knowledge scale to perform better than salespeople with low scores on product knowledge. Unless of course, such salespeople with relatively high scores on product knowledge are disadvantaged someway somehow by their poor social skills. So, instead of the good knowledge of the product to be an asset, it has rather become a liability for a saleperson with low social skills.
A says that a highly knowledgeable salesperson tends to make customers uncomfortable unless he or she also has good social skills. This will explain the surprising finding presented above. From A we know that being highly knowledgeable without good social skills will make customers uncomfortable, and this explains why a salesperson who scored relatively high on product knowledge but low on social competence scale will have lower sales compared to a salesperson who scored low on product knowledge and low on social competence.
Archit3110
Major Poster
25 Dec 2019, 04:06
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conclusion:
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.
IMO D:
Customers often think that salespeople with good social skills are likely to be dishonest.
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.
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.
IMO D:
Customers often think that salespeople with good social skills are likely to be dishonest.
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.
