The Story of Oskar Schindler Provides an Interesting Personal Example

question 6

Multiple Choice

The story of Oskar Schindler provides an interesting personal example of moral development. In Schindler's case, his change in motivation from one of profit to one of saving lives represents a change that Kohlberg would say moves from ____ thinking to ____ thinking.

• A) preconventional; conventional
• B) preconventional; postconventional
• C) postconventional; conventional
• D) postconventional; preconventional

Identify and describe various relaxation techniques to reduce sales-related stress.

Recognize the roles and effectiveness of various sales approaches in engaging potential clients.

Grasp the concept and structure of the SPIN (Situation, Problem, Implication, Need-payoff) questioning technique.

Assess the impact of product demonstrations in influencing buyer decisions.

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Definitions:

Personality Research

The study of individual differences in characteristic patterns of thinking, feeling, and behaving.

Theorist

An individual who formulates theories or hypotheses in a particular field of study, especially in the sciences or philosophy.

Psychoanalytic Hypotheses

Theories in psychoanalysis that attempt to explain human behavior in terms of inner conflicts, drives, and unconscious motives.

Freudian Theories

Psychological theories developed by Sigmund Freud that focus on unconscious desires, childhood experiences, and the structure of the personality.