Question

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

Answer 1

The use of behavior shaping. The goal is to force Jerome to become better and better at his sales tactics over time by motivating him to do more demonstrations and close more sales in order to keep getting paid.