Salespeople Need to Set Three Types of Goals

question 96

Multiple Choice

Salespeople need to set three types of goals. They are:

• A)attitudinal, behavioral, and perceptual goals.
• B)strategic, tactical, and operational goals.
• C)formal, semi-formal, and informal goals.
• D)people, technological, and conceptual goals.
• E)performance, activity, and conversion goals.

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Definitions:

Lashley-Wade Model

A theoretical framework for understanding how behavior is learned and modified, although not widely recognized, it suggests a focus on experimental analysis of behavior.

Discrimination Training

The process of reinforcing a response to a specific stimulus while not reinforcing responses to similar stimuli, thereby teaching the subject to differentiate between the stimuli.

Generalization Test Stimuli

Stimuli that are not exactly the same as the conditioned stimulus but are similar enough to elicit the conditioned response, used to test the breadth of stimulus generalization.

Behavioral Contrast

The phenomenon in which the rate of response varies according to a change in reinforcement conditions, usually in operant conditioning.