Which of the Following Actions Accurately Reflects the Reinforcement Theory

question 78

Multiple Choice

Which of the following actions accurately reflects the reinforcement theory of motivation?

• A)a company's policy of cutting a day's pay if an employee reports to work later than 9.30 A.M.
• B)a company's policy of giving its sales staff cash coupons for exceeding their daily targets
• C)a company setting specific and difficult goals and ensuring that employees accept them
• D)an announcement that there will be a company picnic and everyone gets a day off

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Definitions:

Re-qualify Prospect

The process of reassessing prospects to ensure they still meet the necessary criteria for potential sales or business engagements.

Alternative-choice Close

A sales technique that presents the customer with a choice between two options, encouraging a decision to purchase.

Girl Scout Cookies

A variety of cookies sold by Girl Scouts in the United States as a fundraiser for their organization.

Asking for Order

The step in a sales process where the salesperson directly requests the potential customer to make a purchase decision.