The Principle of Recency Suggests That

question 70

Multiple Choice

The principle of recency suggests that

• A) as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he/she has learned.
• B) by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his/her performance can result in improved future performance.
• C) if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he/she will be more effective.
• D) learning is facilitated when the salesperson is asked to apply a coaching suggestion soon after receiving it.
• E) sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given.