Jerome is training to be a vacuum cleaner sales person. Initially, he got paid for each customer he called on, even if the customer did not ask for a demonstration. Currently, he only gets paid for actually demonstrating the product. Eventually, he will only get paid for actually closing a sale. In this example, Jerome's sales skills are being developed through the use of

Question

Quizplus · Accepted Answer

Jerome's sales skills are being developed through the use of shaping, which involves reinforcing behaviors that are progressively closer to the desired behavior. Initially, he was paid for each customer he called on (which was a step towards demonstrating the product), then he was only paid for demonstrating the product (which was a step towards closing a sale), and eventually he will only be paid for closing a sale. By gradually shaping his behavior, Jerome will be more likely to develop the sales skills necessary to be successful in his job.

Jerome Is Training to Be a Vacuum Cleaner Sales Person