There Are Three Major Tasks Involved in the Implementation Stage

question 41

Multiple Choice

There are three major tasks involved in the implementation stage of the sales management process: salesforce recruitment and selection, __________, and salesforce motivation and compensation.

• A)setting sales objectives
• B)salesforce training
• C)salesforce evaluation
• D)assignment of territories and/or accounts
• E)developing account management policies

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Definitions:

Matching Law

A principle that states the proportion of responses directed towards an option matches the proportion of reinforcements obtained from that option.

Schedules of Reinforcement

The rules or plans for determining when and how often reinforcements will be given to maintain a desired behavior.

Level of Reinforcement

The degree or intensity of reinforcement which influences the likelihood of a behavior being repeated.

Choice Behavior

The cognitive process involved in deciding between two or more alternatives.