Richard Is the Manager of the Sales Department in His

question 102

Essay

Richard is the manager of the sales department in his company. He notices that several of the salespeople reporting to him are taking it easy. Their focus is to just meet the sales target and take no extra initiative to improve sales or their individual performances. As a result, the department's performance is declining. Explain how Richard can encourage his salespeople to improve their performances using the shaping techniques.

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Definitions:

Hypothesis

A supposition or proposed explanation made based on limited evidence as a starting point for further investigation.

Tentative Statement

A provisional, uncertain statement that is not yet firmly established.

Variables

Elements or factors that can change and have different values in research or mathematical equations.

Application and Control

Involves the use of knowledge and techniques to achieve desired outcomes and manage systems effectively.