Ideally, Sales Training for New Recruits Will

question 4

Multiple Choice

Ideally, sales training for new recruits will:

• A) Assess the satisfaction needs of the new people
• B) Instill, in a relatively short period of time, a vast amount of knowledge
• C) Focus, almost exclusively, on the company's new products
• D) Create competition between experienced and new salespeople
• E) All of the above

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Definitions:

Instrumental Conditioning

Also known as operant conditioning, a learning process in which behavior is strengthened or weakened by its consequences, rewards, or punishments.

Reinforcement

In behavioral psychology, it is any stimulus which strengthens or increases the probability of a specific response.

Response

The reaction or reply to a stimulus or situation in the environment, often studied in psychology to understand behavior.

Operants

Behaviors that are modified by their consequences, a concept central to operant conditioning theory in psychology.