A Sales Manager Pays a Bonus to New Trainees When

question 6

Multiple Choice

A sales manager pays a bonus to new trainees when they develop a good sales prospectus. Later, after the trainees have completed two months of training, the manager pays a bonus only for an actual sale. Which of the following is the manager using to improve the productivity of sales trainees?

• A) shaping
• B) modeling
• C) negative reinforcement
• D) variable-ratio reinforcement

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Definitions:

Illegal Drugs

Substances whose production, sale, or possession are prohibited by law.

Correlated

A statistical relationship where two variables move in relation to each other.

Grade-Point Average

A numerical calculation that represents the average of all final grades earned in courses over time, often used as a measure of academic achievement.

Illusory Correlation

The false perception of a relationship between two variables or events, typically due to cognitive bias.