## Critical Reasoning - Useful to Evaluate Questions - II

Let’s take a look at the problem we left for you to solve in our last "evaluate" post. “Except” questions are usually more difficult to deal with since we need to find four “correct” options (which we are not as used to). So, let’s take a look at this question:

Following several years of declining advertising sales, the Greenville Times reorganized its advertising sales force two years ago. Before the reorganization, the sales force was organised 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?

Let’s first break down what the argument says:

• The paper reorganized the advertising sales team two years back.
• Advertising sales increased after reorganisation.

Now, we want to figure out whether the increase actually happened due to the reorganization; in other words, we need to evaluate what else could have caused the increase in sales, if not the reorganization. Say the lead of the sales team changed two years back – it is possible that he is responsible for the increase in revenue. Four of the five answer choices will raise similar questions, while the leftover option (which will be our answer) will not. Let’s take a look at each of the answer choices:

(A) Two years ago, what proportion of the Greenville Times’ total revenue was generated by the advertising sales?

The proportion of advertising sales as a part of the total revenue is immaterial to us – we only need to evaluate why the advertising sales have increased. It is possible that the revenue from other sources has increased much more than the revenue from advertising sales, and hence, advertising sales could be a smaller proportion of the overall revenue now, however this doesn’t matter at all. This option has nothing to do with the increase in advertising sales, and hence, is the correct answer.

Let’s take a look at all the other options too, just to be safe:

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

This answer choice can be evaluated in two ways:

1. Yes, it has increased – If the circulation increased substantially in the last two years, that could have led to the increase in advertising sales.
2. No, it has not increased – If the circulation hasn’t increased substantially, then there must be another reason for the increase in advertising sales. In that case, the reorganization could be the reason.

These two answers affect the argument differently, and hence, this option will be useful in evaluating the argument.

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

Again, the answer choice can be evaluated in two ways:

1. Yes, there has – If there has been a substantial turnover in personnel, it is possible that more capable people have been hired, which could have led to higher advertising sales.
2. No, there hasn’t – If there hasn’t been a substantial turnover in personnel, then there would need to be another reason for the increased advertising sales. In that case, the reorganization could be the reason.

The two answers affect the argument differently, so this option will also be useful in evaluating the argument.

(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?

This option can also be evaluated in two ways:

1. Yes, they did find it difficult – Did reorganization make it easier to keep track of relevant developments? If yes, then the reorganization could be responsible for the increase in sales.
2. No, they did not find it difficult – If they did not find it difficult to keep up with relevant developments, then we cannot say whether the reorganization was responsible for the increase in sales or not.

These two responses affect the argument differently. Hence, this option will be useful in evaluating the argument.

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

Answer choice E can also be evaluated in two ways:

1. Yes, it has – If the economy has been growing rapidly over the past two years, it could be the reason for higher advertising sales. Then we may not be able to attribute the improvement in advertising sales to the reorganization.
2. No it has not – If there has been no such growth in the economy, then reorganization could be the reason for higher advertising sales.

Again, the two responses affect the argument differently, so this option will also be useful in evaluating the argument.

We see that B, C, D and E are all useful in evaluating the argument. Therefore, our answer is A. We hope you will find it easier to handle such questions in the future!