The First Decision That Must Be Made When Recruiting and Selecting

question 43

Multiple Choice

The first decision that must be made when recruiting and selecting salespeople considers:

• A) Who will participate in the process
• B) Whether the job description needs to be updated
• C) Setting salary parameters
• D) Where to find the job applicants
• E) Which selection tools will be used

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Definitions:

Higher-order Conditioning

A form of learning in which a stimulus is paired with a previously conditioned stimulus, leading to a new learned response without directly being paired with the unconditioned stimulus.

Negative Reinforcement

A technique used to increase desired behaviors by removing an unpleasant stimulus when the desired behavior is performed.

Positive Reinforcement

A behavior modification technique that involves rewarding a desired behavior, thereby increasing the likelihood that the behavior will be repeated.

Negative Punishment

Negative punishment involves removing a desirable stimulus to reduce the likelihood of a particular behavior being repeated.