A Sales Manager Pays a Bonus to New Trainees When

question 72

Multiple Choice

A sales manager pays a bonus to new trainees when they develop a good sales prospectus.Later, after the trainees have completed two months of training, the manager pays a bonus only for an actual sale.The manager is applying what process of instrumental conditioning to help the trainees be productive in their sales careers?

• A)Shaping
• B)Modelling
• C)Negative reinforcement
• D)Variable-ratio reinforcement

---

Definitions:

Classification

The process of organizing or categorizing objects, information, or phenomena into predefined groups or classes based on shared qualities or characteristics.

CPT

Abbreviation for Current Procedural Terminology, a medical code set used to describe medical, surgical, and diagnostic services and procedures.

Supplementary Classifications

Additional categories or groupings that complement the primary system of classification, often used to provide more detailed information.

V-codes

Diagnostic codes used in health care to indicate factors that influence health status and contact with health services, which are not due to a disease or injury.