Rick,sales Manager for an Automobile Dealership,encourages His Sales Force to Identify

question 19

Multiple Choice

Rick,sales manager for an automobile dealership,encourages his sales force to identify and manage their assigned customer relationships.Rick is responding to the ____________ driver of change is today's selling environment.

• A)Building long-term relationships with customers
• B)Creating sales organizational structures that are more nimble and adaptable to the needs of different customer groups
• C)Shifting sales management style from commanding to coaching
• D)Gaining greater job ownership and commitment from salespeople
• E)Better integrating salesperson performance evaluation

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Definitions:

Stimulus Generalization

A psychological phenomenon where a response to a specific stimulus is elicited by similar stimuli, often studied in the context of learning and behavior.

Intermittent Reinforcement

A conditioning schedule in which a reward or punishment is not administered every time the desired response is performed, leading to more resistant behavior change.

Continuous Reinforcement

A method of learning where a behavior is reinforced every time it occurs, leading to faster acquisition of the behavior.

Intermittent Reinforcement

A conditioning schedule in which a reward or punishment (reinforcement) is not administered every time the desired response is performed, leading to more resistant behavioral patterns.