A Company That Wants to Prevent Experienced Salespeople from Leaving

question 14

Multiple Choice

A company that wants to prevent experienced salespeople from leaving the company at key career transition times can:

• A)offer a higher commissions than any other salesperson receives
• B)redistribute sales territories to give the salespeople key accounts
• C)have individual meetings with each salesperson to try to convince them to stay
• D)institute an employee loyalty program that plans parties and outings to encourage employee morale
• E)provide upper-level sales training for the salespeople right at those transition times to encourage them to stay

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Definitions:

Behavioral Discrepancy

The difference between observed behavior and expected or desired behavior in an individual or group.

Affective Discrepancy

The difference between the emotions one feels and the emotions one displays or communicates, often related to psychological discomfort or social strategies.

Cognitive Discrepancy

The difference or inconsistency between an individual's beliefs, perceptions, and actions, often leading to a psychological state of unease.

Additive Empathy

The act of building upon one's initial empathetic response with additional understanding, compassion, or support.