A Sales Manager Has Carefully Selected the Members of Two

question 46

Multiple Choice

A sales manager has carefully selected the members of two sales teams so that they have, as nearly as possible, identical skills and abilities. Both are assigned potential customers in the same industry. Both groups are offered the same rewards. One team makes the sale, and the other does not. This information tells you tha____________t .

• A) performance and motivation are unrelated
• B) the concept of synergy is faulty
• C) one of the components that leads to job performance was weak
• D) nothing motivates some people
• E) all of these are true

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Definitions:

Mental Image

The representation in a person's mind of the physical world outside that individual.

Counterconditioning

A therapeutic technique aiming to change the response to a certain stimulus by associating it with a new, more desirable behavior or response.

Operant Conditioning

A learning process through which the strength of a behavior is modified by reinforcement or punishment, developed by B.F. Skinner.

B.F. Skinner

An American psychologist best known for his work in behaviorism and the development of the theory of operant conditioning.