If a Manager Tries to Form Territories with Equal Sales

question 3

Multiple Choice

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to

• A) develop larger income potentials.
• B) have to work longer and harder to generate a certain sales volume.
• C) work about the same amount, since potential is the same.
• D) have much larger sales than those salespeople with smaller territories.
• E) be limited to a smaller income potential.

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Definitions:

Simpler Response

A basic or more straightforward reaction or answer to a stimulus or question, often requiring less cognitive or emotional effort.

Operant Conditioning

An instructional process whereby the force behind a behavior is shaped by rewards or sanctions.

Shaping

A method of teaching new behaviors by reinforcing successive approximations toward a desired behavior.

Operant Conditioning

A learning process where behavior is controlled by consequences, including rewards or punishments.