Most Sales Compensation Plans Are Based Only on Factors Controllable

question 68

True/False

Most sales compensation plans are based only on factors controllable by the salespeople and objectively measurable.

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Definitions:

Reinforcement

A consequence that follows an action and increases the likelihood of that action being repeated in the future.

Conditioned Responses

Behavioral reactions that have been learned through repeated associations with a specific stimulus.

Respondent Behaviors

Reactions that are automatic responses to a specific stimulus, as opposed to behaviors learned through consequence, such as in operant conditioning.

Desensitization

The process of reducing sensitivity towards a stimulus, often used in therapy to help individuals cope with phobias or anxiety.