Each Level in Kohlberg's Theory of the Development of Moral

question 232

Multiple Choice

Each level in Kohlberg's theory of the development of moral reasoning is based on the degree to which a person:

• A)conforms to conventional standards of society.
• B)can think logically and rationally, and deal with abstract concepts.
• C)obeys the law.
• D)has resolved the major psychosocial conflicts associated with each developmental stage he or she has passed through.

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Definitions:

Hygiene

Practices and conditions that help maintain health and prevent the spread of diseases, typically concerning cleanliness.

Probes

In sales, questions asked by the salesperson to uncover the needs, interests, and objections of a potential buyer.

Obtain Information

The act of acquiring data, facts, or insights through various means, which can be used for decision-making, problem-solving, or to increase understanding.

SPIN Approach

A sales technique that focuses on Situation, Problem, Implication, and Need-Payoff questions to understand a prospect's needs and sell more effectively.