Sales Managers Are Typically LEAST Concerned with the Profitability Of

question 17

Multiple Choice

Sales managers are typically LEAST concerned with the profitability of:

• A) Regions
• B) Customers
• C) Divisions
• D) Products
• E) Salespeople

Knowledge of operant conditioning principles including punishment, negative reinforcement, positive reinforcement, extinction, and modeling.

Distinguish between positive and negative reinforcement and their applications in work settings.

Appreciate the complexities around administering punishment and extinguishing undesired behaviors in organizational settings.

Understand the strategic application of reinforcement and punishment to shape desired behaviors in organizational settings.