The Perceptive Manager James Has Been a Manager for Several Years.He Has Several

question 78

Multiple Choice

The Perceptive Manager
James has been a manager for several years.He has several employees who work directly for him.James tries to understand these employees so that he can help them do a better job, motivate them and understand their needs better.
-Refer to The Perceptive Manager (Scenario) .An employee has a bad habit of being late for work.James gets the employee to commit to being on time three days one week, four days the next week and each day the following week.________ is the term used to describe James's motivation technique for this employee.

• A)Social learning
• B)Extinction
• C)Shaping behaviour
• D)Positive reinforcement
• E)Positive motivation

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Definitions:

Exit Technique

A technique used by professional salespeople to keep the door open for future interactions with the prospect, in the event of not being granted the sale.

Closing Sales

The process of concluding a sales transaction where the customer agrees to purchase the product or service.

Buying Signal

A buying signal is an indication, either verbal or non-verbal, from a prospect showing interest in proceeding with a purchase.

Orphan Prospect

A potential customer or client that has not been regularly followed-up with or is no longer under the care of a specific salesperson, often due to changes in staff or oversight.