What Is the Role of a Salesperson in a Territorial

question 163

Essay

What is the role of a salesperson in a territorial sales force structure?

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Definitions:

Contiguity

The principle that for learning to take place, the stimulus and response should occur close together in time.

Response and Reward

The relationship between performing a specific behavior and receiving a corresponding outcome or reward, crucial in learning and motivation.

Guthrie

A psychologist recognized for his "contiguity theory" of learning, positing that associations between stimuli and responses are established through pairing or association.

Competing Associations

In learning and memory, the concept where multiple stimuli or ideas are linked to a single response or memory, leading to potential conflicts in recall or behavior.