Examlex
The _____ is a process that describes the homework that must be done by a salesperson before he or she contacts a prospect.
Self-Efficacy
A person's confidence in their ability to carry out actions required to achieve certain performance goals.
Shaping
A method of positive reinforcement in psychology used to teach new behaviors by systematically reinforcing successive approximations to the desired behavior.
Secondary Conditioning
A process in classical conditioning where a stimulus that becomes a conditioned stimulus through association with another conditioned stimulus elicits the same conditioned response.
Cognitive-Affective Personality System (CAPS)
A theory that emphasizes the importance of situational variables and cognitive processes in understanding personality.
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