Which of the Following Statements by a Sales Manager Suggests

question 77

Multiple Choice

Which of the following statements by a sales manager suggests a problem?

• A) "Taking a successful sales rep out of a territory for sales training is like spending money to teach a fish to swim."
• B) "I was a sales rep before becoming manager, so I don't need a job description to help me look for new salespeople."
• C) "I select new salespeople all by myself, because I am the one responsible for the performance of the sales force."
• D) Each of the above indicates a problem.
• E) None of the above indicates a problem.

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Definitions:

Negative Punishment

A behavior modification technique where reducing or removing a desirable stimulus follows an unwanted behavior to decrease its occurrence.

Positive Punishment

The addition of an unpleasant stimulus in response to a behavior, with the aim of decreasing the likelihood of that behavior happening again.

Internal Locus of Control

The belief that one controls their own destiny and outcomes are a result of personal actions rather than external factors.

Social Learning

A theory that suggests individuals can learn new behaviors and attitudes through the observation of others, including their peers, parents, and media representations.