Question

A sales manager pays a bonus to new trainees when they develop a good sales prospectus. Later, after the trainees have completed two months of training, the manger pays a bonus only for an actual sale. The manager is applying what process of instrumental conditioning to help the trainees be productive in their sales careers?

A) shaping.
B) modeling.
C) negative reinforcement.
D) variable-ratio reinforcement.

Answer 1

A. Shaping

Step-by-step explanation:

A good leader has the ability to demonstrate the skills, knowledge and experience to undertake the tasks expected from him/her, both in terms of the job that is required to be completed, but with respect to his/her contribution the wider organisation.