The Sales Force Sizing Approach That Examines the Total Amount

question 34

Multiple Choice

The sales force sizing approach that examines the total amount of sales time needed to service all customers is known as the

• A) workload approach
• B) sales effort approach
• C) sales response approach
• D) percent of sales approach
• E) none of the above

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Definitions:

Classical Conditioning

A learning process in which an innate response to a potent stimulus comes to be elicited by a previously neutral stimulus through association.

Professor

An academic title for a senior teacher or lecturer, typically in a college or university, who is often involved in advanced research.

Chaining

A behavioral technique where sequences of behaviors are broken down into their individual components and taught one at a time.

Operant Conditioning

A behavioral adjustment technique in which the severity of an action is modified by using reinforcements or penalties.