In Coaching the Salesforce, the Sales Manager May Use All

question 10

Multiple Choice

In coaching the salesforce, the sales manager may use all of the following learning tools or concepts except

• A) outcome feedback.
• B) principle of recency.
• C) absorption training.
• D) repetition.
• E) cognitive feedback.

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Definitions:

Frustration-Aggression

A theory suggesting that the occurrence of aggressive behavior is due to frustration when an individual's goal is blocked.

Interpersonal Conflict

Interpersonal conflict occurs when two or more individuals have differing views, interests, or goals that clash, leading to discord or disagreement.

Conformity

The act of matching attitudes, beliefs, and behaviors to group norms, pressures, or expectations.

Hostility/Aggression

Negative emotions or behaviors directed towards others, often stemming from anger or frustration.