The Purpose of Sales Training Needs Assessment Is to Compare

question 18

Multiple Choice

The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to the

• A) salesforce rating results of a customer survey.
• B) performance test results of each salesperson.
• C) job analysis of each sales position.
• D) state of readiness of the salesforce.
• E) personal observations of various salespeople recorded by sales managers.

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Definitions:

Unconditioned Stimulus (US)

An unconditioned stimulus is any stimulus that naturally triggers a reflexive response without the need for prior learning.

Operant Conditioning

A learning process through which the strength of a behavior is modified by reinforcement or punishment.

Consequences

The results or effects that follow from specific actions, behaviors, or decisions, possibly affecting future scenarios.

Behavior

Behavior refers to the actions or reactions of an organism or system, usually in response to stimuli in its environment, observable by others.