Which of the Following Is an Example of a Behavioral

question 129

Multiple Choice

Which of the following is an example of a behavioral objective a sales manager might set for her sales force?

• A)Each salesperson must call on four customers each day.
• B)Each salesperson must increase his total sales by 10 percent.
• C)Each salesperson must increase his total profits by five percent.
• D)Each salesperson will work under a quota-bonus plan.
• E)Each salesperson must reduce her travel expenses by five percent.

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Definitions:

Rewards Or Punishments

Mechanisms used to motivate individuals or groups, where rewards incentivize desired behaviors and punishments deter undesired ones.

Covert Influence

The subtle or hidden exertion of control or persuasion over others’ decisions or behavior without their explicit awareness.

Manipulation And Cooption

Strategies used to influence or control others' actions or decisions subtly and, sometimes, unethically.

Explicit And Implicit Coercion

The use of direct threats or force to influence actions (explicit) and the subtler pressure exerted through social norms or expectations (implicit).