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:

Conditioned Stimulus

A previously neutral stimulus that, after being repeatedly paired with an unconditioned stimulus, elicits a conditioned response.

Backward Conditioning

A conditioning process where a conditioned stimulus (CS) is presented after the unconditioned stimulus (US), often resulting in a weaker learned association.

Associative Linkage

Associative linkage refers to the process by which ideas and experiences become connected in the mind, forming a network of related concepts that can influence memory and perception.

Generalization

The process by which an organism responds similarly to different stimuli that are similar to the conditioned stimulus in classical conditioning.