The Tendency to Place Primary Responsibility for One's Success or Failure

question 53

True/False

The tendency to place primary responsibility for one's success or failure either within oneself (internally)or outside forces (externally)is known as Machiavellianism tendency.

Appreciate the role of account segmentation and sales territory management.

Identify how sales expense management can influence sales success.

Understand the financial concepts related to sales, including break-even analysis and sales quota.

Recognize the importance of planning and prioritizing in sales success.

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Definitions:

Extrinsic Reinforcement

Motivation or reward that comes from outside an individual, such as money, grades, or praise, which can influence behavior.

Higher-Order Reinforcement

A process in which reinforcement is given for behavior that meets or exceeds a previously established criterion of performance.

Secondary Reinforcement

A conditioning process where a stimulus reinforces a behavior after it has been associated with a primary reinforcer.

Shaping

A method of operant conditioning by which successive approximations of a desired behavior are reinforced until the exact behavior is achieved.