The Two General Approaches to _____ for Salespeople Are Undifferentiated

question 26

Multiple Choice

The two general approaches to _____ for salespeople are undifferentiated selling and account segmentation.

• A) customer sales planning
• B) route reporting
• C) territory-time allocation
• D) quota regression analysis
• E) account analysis

Explain Rotter's psychological needs and the concept of freedom of movement.

Compare and contrast Rotter's and Skinner's views on reinforcement and behavior.

Discuss expectancy and reinforcement value in Rotter's theory.

Compare Rotter’s concept of locus of control with Bandura's concept of self-efficacy.

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Definitions:

Goldsmith

Traditionally, an artisan who crafts objects out of gold, but the term can also refer to a person or establishment dealing in gold and gold products.

Silversmith

An artisan specializing in the creation and manipulation of silver into functional items, jewelry, or art.

Restrictive Indorsement

An indorsement in which words have been added to the signature of the indorser that specify the purpose of the indorsement or the use to be made of the commercial paper, such as “for deposit only.”