If a Territorial Evaluation Indicates That a Salesperson's Quotas Are

question 21

Multiple Choice

If a territorial evaluation indicates that a salesperson's quotas are not met, then it is most likely that:

• A) territories will be expanded.
• B) sales methods will be changed.
• C) routing will be re-measured.
• D) key accounts will be dropped.
• E) new territory plans will be developed.

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Definitions:

Social Learning Theory

The theory emphasizing that learning occurs within a social context, and knowledge is acquired through observing others in the social environment.

Observational Learning

A method of gaining behaviors by observing and mimicking the actions of others.

Operant Conditioning

A method of learning that employs rewards and punishments for behavior, leading to changes in voluntary behavior.

Classical Conditioning

A conditioning technique where, through repeated associations, a response at first elicited by a second stimulus is in the end elicited by the first stimulus without the second.