In Determining What Constitutes a Given Job (A Job Analysis)

question 90

Multiple Choice

In determining what constitutes a given job (a job analysis) :

• A)Only someone from the sales organization should compile the information.
• B)The individual conducting this analysis should spend time traveling with several salespeople as they make their sales call.
• C)The experienced sales manager who has already hired many sales reps does not require a written job analysis.
• D)Rarely will observation or multiple interviews be necessary because sales job descriptions are standard text book material.
• E)It is recommended that customers and other executives not be included in the process because it will suggest that the sales organization does not know how to do its job properly.

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Definitions:

Partial Reinforcement

A type of learning in which a behavior is reinforced only a portion of the time it occurs, known to increase resistance to extinction.

Non-Contingent Reinforcement

A form of reinforcement where rewards are given at fixed or variable intervals independent of the recipient's behavior.

Classical Conditioning

The act of learning that happens when two stimuli are paired together repeatedly, and a reaction initially caused by the second stimulus starts to be triggered by the first stimulus exclusively.

Discriminative Stimulus

A cue or event that indicates that a particular response will lead to a certain consequence in operant conditioning.