Effective Motivation of a Sales Force Is Best Achieved Through

question 86

Multiple Choice

Effective motivation of a sales force is best achieved through

• A) annual retreats at resort locations open to families.
• B) emphasizing sales force objectives and their connection to compensation.
• C) an organized set of activities performed continuously.
• D) motivation meetings when sales have declined.
• E) daily pep talks before the sales force makes sales calls.

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Definitions:

Delayed Conditioning

A classical conditioning paradigm where the conditioned stimulus is presented and continues until the unconditioned stimulus begins, resulting in learning the association between the two stimuli over time.

Backward Conditioning

A conditioning method where the conditioned stimulus is presented after the unconditioned stimulus, often leading to weaker learning.

Simultaneous Conditioning

A paradigm in which the conditioned stimulus (CS) and unconditioned stimulus (UCS) are presented together.

Tornado Alley

A colloquial term referring to an area in the United States prone to frequent tornadoes, primarily in the central part of the country.