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When Salespeople Are Tested One Year After a Sales Training

question 34

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When salespeople are tested one year after a sales training program and perform better on the exam,not because of the training program,but because they have gained one year's experience in sales,this is an example of a:


Definitions:

Underlying Causes

The root or fundamental reasons behind a symptom, problem, or condition, often hidden or not immediately obvious.

Changing Unwanted Behaviors

The process of modifying or eliminating negative behaviors through various techniques like therapy, behavior modification, or self-discipline.

Operant Conditioning

A learning process in psychology where the strength of a behavior is modified by reinforcement or punishment.

Token Economy

A behavior modification system that uses tokens as a form of positive reinforcement for desired behaviors, which can be exchanged for rewards.

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