Don Is the Sales Manager for a New Computer Software

question 22

Multiple Choice

Don is the sales manager for a new computer software company.He wants to motivate and reward his salespeople.To do so,his sales goals need to be:

• A)Realistic.
• B)High.
• C)Reciprocative.
• D)Socially responsible.

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Definitions:

Behavior Therapies

Psychological treatments that focus on changing undesirable behaviors through conditioning and reinforcement.

Observable Behavior

Actions or reactions of an organism or system that can be noticed and measured objectively by others.

Systematic Desensitization

A behavioral therapy technique used to reduce phobic reactions and anxiety through gradual exposure to the feared object or situation paired with relaxation exercises.

Classical Conditioning Principles

The key concepts of classical conditioning, including the processes of acquisition, extinction, spontaneous recovery, generalization, and discrimination.