If a Company ________, It Should Adopt a Product Sales

question 40

Multiple Choice

If a company ________, it should adopt a product sales force structure, in which the sales force specializes along product lines.

• A) specializes in a single product
• B) manufactures a small number of simple products
• C) maintains that product specialization is counterproductive
• D) has numerous and complex products
• E) lacks salespeople with superior technical know-how

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Definitions:

Stimulus Discrimination

The learned ability to differentiate between similar stimuli and respond only to the specific stimulus conditioned.

Generalization Gradient

Refers to the decrease in response strength as stimuli become less similar to the conditioned stimulus in classical or operant conditioning.

Discriminative Stimulus

A stimulus in the presence of which a particular response will be reinforced, and in the absence of which that response will not be reinforced.

Reinforcement

An event (or termination of an event) that increases the frequency of the operant behavior that preceded it.