The Sales Force for Stanley Tool Corp

question 14

Multiple Choice

The sales force for Stanley Tool Corp. has been instructed to offer a 10 percent discount to its retailers on all units ordered in excess of the previous month's order amount. The offer will be extended to Stanley's independent retailers, applicable to several small hardware lines. The objective of this type of sales promotion is to

• A) build up reseller inventories.
• B) increase traffic in retail stores.
• C) improve shelf space and displays.
• D) reinforce advertising.
• E) encourage trial purchases of a new product.

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Definitions:

Positive Event

An occurrence or situation that leads to beneficial or favorable outcomes for an individual or group.

Primary Reinforcer

A naturally reinforcing stimulus, such as food or pain relief, that does not require learning to become effective.

Aversive Event

An unpleasant or undesirable occurrence that can lead to negative reactions or behaviors, often used in the context of learning and behavior modification.

Secondary Reinforcers

Stimuli that become reinforcing through their association with primary reinforcers, such as praise, which is not innately reinforcing but becomes so through association with positive experiences.