Kate Is Coaching Members of Her Field Sales Team to Help

question 30

Multiple Choice

Kate is coaching members of her field sales team to help them understand how they spend their time and how they might increase their productivity. She is using ________ to provide them with feedback.

• A) time-and-duty analysis
• B) a sales quota
• C) a feed-forward approach
• D) an expense allowance
• E) a norm for prospect calls

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Definitions:

Retroactive Interference

The interference of new learning with the ability to retrieve material learned previously.

Prospective Memory

The element of memory responsible for recalling intended actions or future intentions that were planned to be remembered at a later date.

Chunking

A cognitive strategy for improving memory by organizing information into manageable and meaningful groups or units.

Saccadic Eye Movements

Rapid, jerky movements of the eyes used in scanning the environment, reading, or looking from one point to another.