The Assessment or Evaluation of the Work of Individual Employees

question 34

Short Answer

The assessment or evaluation of the work of individual employees is called ______________ and is an integral part of the field known as _______________.

Recognize the concept and importance of SPIN selling and adaptive selling in personal selling.

Appreciate the critical role of salespeople as links between the firm and customers.

Acknowledge the importance and steps of the personal-selling process, including prospecting and sales presentations.

Understand the various roles and responsibilities of sales personnel (salespeople, sales managers, technical specialists, etc.).

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Definitions:

Aggressive

Aggressive behavior is characterized by hostility, assertiveness with the intention to dominate, or the readiness to cause harm or confront others.

Observational Learning

is the process of acquiring new behaviors by watching and imitating the actions of others, as described by Albert Bandura.

Prosocial Behavior

Refers to voluntary actions intended to help or benefit another individual or group of individuals, such as sharing, comforting, or rescuing.

Operant Conditioning

A learning process in which the strength of a behavior is modified by reinforcement or punishment, integral to behaviorist psychology.