The Specific Sales or Profit Objective a Salesperson Is Expected

question 279

Multiple Choice

The specific sales or profit objective a salesperson is expected to achieve is known as a

• A)sales quota.
• B)sales range.
• C)sales standard.
• D)sales return.
• E)sales maximum.

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Definitions:

Generalization of Inhibition

Generalization of inhibition occurs when an organism learns to suppress a response not only to the conditioned stimulus but also to stimuli that are similar to the conditioned stimulus, demonstrating a broadening of inhibitory control.

Generalization Gradient

A graph that shows the strength of responding in the presence of stimuli that vary in similarity to the conditioned stimulus; typically, responses diminish as stimuli become less similar.

Hull-Spence Model

A theory of learning that integrates drive reduction and incentive motivation, proposing that a combination of stimuli and past reinforcements can predict behavior.

Generalization Gradients

In learning theory, the range and degree to which a learned response is produced to stimuli that vary from the original conditioned stimulus.