As One Rises in the Sales Management Structure, the Jobs

question 172

True/False

As one rises in the sales management structure, the jobs require fewer managerial skills and more sales skills.

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Definitions:

Contingency Management

A behavior modification technique that involves varying reinforcement conditions to change behavior.

Assessment

The systematic evaluation of processes, characteristics, or outcomes often used to measure knowledge, skills, attitudes, or abilities.

DRO Schedule

A Differential Reinforcement of Other behavior schedule involves reinforcing a subject for exhibiting any behavior other than a target behavior, used in behavior modification programs.

Reinforcement

Reinforcement in psychology is a concept in behaviorism that increases the likelihood of a response by following it with a positive stimulus or the removal of a negative one.