Which of the Following Statements About Plateauing Is True

question 8

Multiple Choice

Which of the following statements about plateauing is true?

• A) A sales manager that uses job rotation and job enrichment frequently is likely to have his or her entire sales force plateaued
• B) Plateauing is also called self-imposed attrition
• C) Plateaued salespeople typically have high expectancy estimates that are inaccurate
• D) None of the above
• E) Just prior to the fourth stage of the sales career path, nearly all salespeople plateau

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Definitions:

Shaping

A method used in behavioral psychology to gradually train a new behavior by reinforcing successive approximations of the desired behavior.

Successive Approximations

A technique in behaviorism where behaviors are broken down into small tasks and each one is mastered in turn leading towards a target behavior.

Desired Response

The expected or targeted reaction or outcome from a given stimulus or action.

Discriminative Stimulus

A stimulus in the presence of which a particular behavior is reinforced, helping the individual to distinguish when certain behaviors are likely to be rewarded.