Kohlberg Proposes That Moral Development Occurs in a Fixed Order

question 170

Multiple Choice

Kohlberg proposes that moral development occurs in a fixed order, and that people are unable to reach the highest stage of moral reasoning until __________ due to _____________

• A)middle childhood; lack of cognitive development.
• B)adolescence; lack of experience and peer pressure.
• C)young adulthood; lack of experience.
• D)adolescence; lack of cognitive development.

Apply the concept of need-satisfaction in tailoring sales presentations and discussions.

Understand how sales approaches can be adapted based on salesperson experience and the specific sales context.

Comprehend the role of customer feedback and response in shaping the course of a sales interaction.

Learn strategies for dealing with both positive and negative responses to sales questions and how to progress the sales dialogue.

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Definitions:

Belongingness

The human emotional need to be an accepted member of a group, feeling of connection and acceptance within a social framework.

Esteem

A term that denotes respect and admiration, typically for a person or an entity's qualities or achievements.

Self-actualization

The realization or fulfillment of one's talents and potentialities, considered as a drive or need present in everyone.

Extrinsic Factors

External elements or influences that affect behavior, motivation, and outcomes, such as rewards or punishments that are not inherently related to the activity being performed.