With Few Exceptions, Individuals Move Through Kohlberg's First Four Stages

question 111

Multiple Choice

With few exceptions, individuals move through Kohlberg's first four stages in

• A) reverse order.
• B) a random order.
• C) a rapid manner.
• D) the predicted order.

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Definitions:

Trial Close

A sales technique that involves asking a prospective buyer for their opinion or a soft commitment on a product or service before the final close.

Two-way Communication

An exchange of information that involves both parties speaking and listening effectively to ensure mutual understanding.

Prospect's Opinion

The viewpoint or stance of a potential buyer about a product or service, often considered during the sales process to better address their needs or concerns.

Trial Close

A sales technique where the salesperson asks the potential buyer questions that assume the sale has been made, to gauge their readiness to commit.