In Addition to Using Coaching as a Primary Communications and Developmental

question 96

Multiple Choice

In addition to using coaching as a primary communications and developmental tool, what should sales managers do to maintain effective communications with their salespeople?

• A) seek feedback from salespeople, customers, and other interested stakeholders as well as use persuasion more frequently than threats to influence others
• B) use technology to provide for close contact and supervision of salespeople regardless of where they happen to be
• C) maintain tight discipline on timely submission of call reports that track salesperson activities
• D) focus on maintaining high levels of motivation through reward and recognition programs

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Definitions:

Behaviors Increase

A rise in the frequency or intensity of actions or mannerisms.

Punishment

In operant conditioning, the process in which a behavior is followed by an aversive or unpleasant outcome that decreases the likelihood of a response.

Social Communication

The exchange of information and expressions between individuals through verbal and non-verbal means.

Classical Conditioning

A learning process that occurs when two stimuli are repeatedly paired; a response that is at first elicited by the second stimulus is eventually elicited by the first stimulus alone.