When a Company Sets Out to Plan, Implement, and Control

question 47

Multiple Choice

When a company sets out to plan, implement, and control the personal selling function, the company is undertaking ________.

• A) sales design
• B) sales management
• C) group sales efforts
• D) co-op selling
• E) sales promotion

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Definitions:

Classical Conditioning

An acquisition method where two stimuli are frequently paired; the response, at first prompted by the second stimulus, is later prompted by the first stimulus in isolation.

Reinforcer

Any stimulus that, when presented after a behavior, increases the likelihood of that behavior occurring again in the future.

Punisher

A person or factor that applies a penalty or negative consequence in response to an action, often used in the context of behavior modification.

Unconditioned Response

in classical conditioning, an unlearned, naturally occurring response (such as salivation) to anunconditioned stimulus (US) (such as food in the mouth).