David Has Always Been Successful in Sales

question 11

Multiple Choice

David has always been successful in sales.Recently,he was approached by a life insurer interested in hiring him.Initially,David was not interested in the job because he feared it would require a lot of administrative work."You're a super salesperson,David," he was told,"We're hiring you to do one thing and one thing only-SELL!" David accepted the position.David is a(n)

• A)exclusive independent agent.
• B)personal-producing general agent.
• C)branch office agent/manager.
• D)direct writing exclusive agent.

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Definitions:

Fear of Punishment

A deterrent emotion where individuals are apprehensive about the consequences of certain actions.

Expectancy Theory

A motivational theory that suggests an individual's behavior is determined by their expected outcomes or rewards.

Instrumentality

The belief or expectation that performing a certain behavior or achieving a particular level of performance will lead to a desired outcome or reward.

Reinforcement Theory

Is a process theory, usually associated with B. F. Skinner, which proposes that all behavior is a function of its consequences.