Generally, a Salesperson's Performance Is Judged by Comparing It with Predetermined

question 30

True/False

Generally, a salesperson's performance is judged by comparing it with predetermined standards rather than by comparing it with the performance of other salespeople.

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Definitions:

Shaping Successive Approximations

A behavior modification technique that reinforces behaviors progressively closer to the desired behavior, used effectively in both humans and animals.

Skinner Box

An experimental apparatus developed by B.F. Skinner for studying behavioral conditioning in animals, particularly with reinforcements.

Shaping

A method of training or teaching by which successive approximations toward a desired behavior are reinforced.

Reinforcer

Any stimulus that increases the likelihood that a preceding behavior will occur again.