At the End of the Month, Donna Compares Actual Sales

question 27

Essay

At the end of the month, Donna compares actual sales to the goal that she set during the planning phase. Which of the management functions best describes this activity? Why is this important?

Recognize the characteristics of creditworthy customers through the five Cs of credit.

Understand the basic concepts and theories of motivation.

Explain the physiological mechanisms related to hunger and satiety.

Recognize the impact of physiological states on behavior.

---

Definitions:

Inborn Behavior

Behaviors that are present from birth, not learned through experience.

B. F. Skinner

An American psychologist known for his work in behaviorism and the development of the theory of operant conditioning.

Psychoanalysis

A therapeutic approach developed by Freud, focusing on unconscious motivations and conflicts as the roots of psychological distress.

Positive Outcome

An event or result that is beneficial, favorable, or desirable.