A Newly Hired Sales Trainee Spends Time with an Experienced

question 31

Multiple Choice

A newly hired sales trainee spends time with an experienced sales rep in order to "see how things are done around here." This is an example of:

• A) a disjunctive socialization tactic.
• B) an individualized role orientation.
• C) an institutionalized role orientation.
• D) a sequential training program.

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Definitions:

CS

Conditioning Stimulus; in conditioning, it's the stimulus that, when paired with an unconditioned stimulus, can elicit a conditioned response.

Unconditioned Stimulus

In classical conditioning, a stimulus that naturally triggers a reflexive or unlearned response.

Salivation

The secretion of saliva, often in response to the sight, smell, or taste of food, which is part of the digestive process.

Food

Any nutritious substance that humans or animals eat or drink to maintain life and growth.