The Workload Approach to Computing Salesforce Size Requires the Firm

question 64

True/False

The workload approach to computing salesforce size requires the firm to divide the total number of required annual sales calls by the average number of sales calls each salesperson should make.

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Definitions:

Secondary Reinforcer

A reinforcer that acquires its positive value through an organism’s experience; a secondary reinforcer is a learned or conditioned reinforcer.

Positive Value

Something that is considered beneficial, desirable, or of worth according to individual or societal standards.

Organism's Experience

The subjective events and phenomena that occur within the life of a living entity.

Negative Reinforcement

A behavioral learning concept where the removal of an undesirable stimulus strengthens a behavior.