An Outcome-Based Sales Force Control System Involves Less Direct Field

question 28

Short Answer

An outcome-based sales force control system involves less direct field supervision of salesperson activities and uses____________________measures to evaluate____________________and a compensation system with a large incentive component.

Understand the role of the environment and unconscious motives in shaping behaviour according to behavioural and psychoanalytic perspectives.

Recognize the impact of psychoanalytic theory on psychology, including its influence on developmental and abnormal psychology.

Appreciate the significance of consciousness and its purpose as viewed within different psychological perspectives.

Understand the concept of learning through behaviour modification and the role of environmental stimuli.

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Definitions:

Sternomastoid

A major muscle in the neck that runs from the sternum and collarbone to the mastoid process of the temporal bone of the skull.

Trapezius

A large triangular muscle extending over the back of the neck and shoulders, involved in moving, rotating, and stabilizing the scapula and extending the head at the neck.

Spinal Accessory

Pertains to the eleventh cranial nerve (accessory nerve) that supplies the sternocleidomastoid and trapezius muscles, facilitating shoulder and neck movements.

Axillae

The underarm area of the body, where the arm connects to the shoulder, containing sweat glands and lymph nodes.