A Drawback to Organizing the Sales Force in a Geographical

question 21

Multiple Choice

A drawback to organizing the sales force in a geographical specialization is that:

• A)customers may get called on by multiple reps from the same selling firm.
• B)it results in more travel time for each sales rep.
• C)it leads to uneven coverage of the market.
• D)there is usually no specialization of marketing activities.
• E)All of these are drawbacks.

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Definitions:

Response Generalization

The phenomenon where the effects of reinforcement for a specific behavior increase the likelihood of other similar behaviors occurring.

Response Maintenance

A type of generalization that occurs when a behavior is performed following the withdrawal of an intervention. It is measured in terms of the strength or durability of learned behaviors once the initial contingencies are removed.

Generalization

The process in which behaviors learned in one context transfer to other contexts that are perceived as similar, extending the reach of learned responses beyond the original settings.

Social Validation

The process of seeking or obtaining approval or affirmation from others in one's social environment.