Matching -Two-Factor Theory of Motivation

question 15

Multiple Choice

Matching
-Two-Factor Theory of Motivation

• A)Modification to Maslow's theory; created by Alderfer
• B)Also called negative reinforcement
• C)Individuals may be rewarded or punished based on the consequences of their behavior; introduced by B.F.Skinner
• D)developed by Frederick Herzberg in 1950s
• E)allows employees to share in any cost savings made by the firm
• F)individuals are more motivated if they perceive they are being treated as fairly as their fellow workers or those in other firms
• G)consists of physiological, safety, love/belongingness, esteem, and self -actualization needs
• H)recognizes and rewards individuals for collaboration, leadership, education and training given to another individual or group cohesively
• I)obstacles that interrupt the flow of conveying and receiving messages
• J)theory that states that individuals are more likely to be motivated and perform well if they expect to receive desired rewards

Recognize legal and ethical considerations in sales.

Anticipate and overcome customer objections during the sales process.

Practice and improve sales presentation skills through role-playing.

Understand the importance of tailoring sales presentations to the customer's specific needs and buying process.

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Definitions:

Organizational Objective

The specific, measurable goals that a company or organization aims to achieve in order to fulfill its mission.

Physical Area

The tangible and spatial environment in which organizational activities take place.

Contentious Issues

Topics or matters that provoke debate or disagreement among parties or individuals due to differing opinions or interests.

Task Functions

Specific actions and activities directed towards the achievement of group or team objectives.