Allen Is a Senior Manager in a Technology Company

question 59

Multiple Choice

Allen is a senior manager in a technology company. He knows his salespeople need constant training but also knows the company's training goals face significant obstacles including:

• A) Top management not dedicated to sales training
• B) Lack of buy-in from salespeople
• C) Salespeople's lack of understanding of training objectives
• D) Salespeople's lack of connection between training and specific tasks
• E) All of the above

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Definitions:

Positive Punishment

Adding an undesirable stimulus to decrease a behavior; for example, scolding a pet to stop it from engaging in unwanted behavior.

Frequency

The rate at which something occurs or is repeated over a particular period of time or in a given sample.

Misbehavior

Actions or conduct that are inappropriate, disruptive, or violate social norms or rules.

Secondary Reinforcers

Stimuli that acquire their reinforcing power through their association with primary reinforcers.