Q1. A) Describe AIDAS theory of selling. B) Explain the steps involved in prospecting. Answer 1.A) AIDAS theory the initials of five words used to express it (attention‚ interest‚ desire‚ action‚ & satisfaction) is basis for many sales & advertising texts & is the skeleton around which many sales training programs are organized. During the successful selling interview‚ according to this
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understanding on learning theories about how the human brain processes and stores new information. Learning incorporates 3 critical components; permanent‚ change‚ and experience. When written in a sentence together‚ learning is any relatively permanent change in an organism that results from experience (PowerPoint‚ Mullin). One domain of learning theories named behavioral learning theories has 2 categories‚ classical conditioning and operant conditioning. Classical conditioning is widely used in modern
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supposed to write an individual reflection before the class meeting. These questions only serve as useful vehicles to start the class room discussion in the working group meetings‚ and should only be used by teachers. Copyright: The use of this material is copyrighted by Prof. Dr. Sjoerd Beugelsdijk‚ and free use of this material is not allowed without the explicit agreement by the copyright holder. Educational goals Upon completion of the course the student is able to: 1. Discover how
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there are several models from the psychology of conditioning with specific examples from this film. These conditions are shown through the characters and experiences shown in Josh’s life. Negative punishment‚ positive reinforcement‚ the over justification effect‚ modeling‚ and positive punishment are some of the many conditioning concepts that relate to Josh’s story of his love for chess. Negative punishment is one of the most evident conditioning concepts shown in the film. This is when something
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bitter pills with water. In time whenever I drank water without the pills‚ I felt bitterness in my mouth. I didn’t drink water since then. Only in five years I started to drink water again. At first I felt bitterness in my mouth from the medicine which I took with water together. Therefore my unconditioned stimulus was the medicine‚ and the unconditioned response was the bitterness. When I didn’t have cats around anymore and stopped to use the medicine‚ I felt bitterness whenever I drank the water
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Ivan Pavlov was a russian scientist that created the groundbreaking experiment that created Pavlovian conditioning‚ or classical conditioning. Pavlov researched dogs to understand how the body breaks down food into chemicals that can be absorbed into the bloodstream. He also researching the digestive processes of animals over long periods of time‚ by observing their salivating habits. He would observe the amount of saliva of the animals when served different types of foods and the frequency of the
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LEARNING THEORIES Encarnacion‚ Joseph Anton Abaya‚ Stephanie Acosta‚ Maybelle Rose Alivio‚ Gabriel Baloran‚ Kimberly Guardino‚ Camille Ann Penamante‚ Christine Joy Classical conditioning gabriel Alivio kimberly baloran BEH AVIO RAL LEARN IN G TH EO RY The learning theory is represented as an S-R paradigm. The organism is treated as a “black box.” We only know what is going on inside the box by the organism’s response BEH AVIO RAL LEARN IN G TH EO RY Learning is a relatively constant change
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do because the society we live in considers them as morally wrong. Standards and principles are taught through social conditioning‚ thus which society one is born into will determine their standards and principles. We are not born with moral values or beliefs; we learn them through the environment that we grow up in. Here are three ways that morality is relative. Social conditioning and the environment of one’s upbringing plays a key role in determining moral value and belief. Classifying an act as
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Respondent and Instrumental Conditioning as related to Phobias and Addictions Many people who suffer from phobias also suffer from addictions. This is largely due in part to the reluctance to seek professional treatment for the phobia. People turn to other means to cope with their phobias which in turn leads to addictions. Dependence is such an issue with addiction that stopping is very difficult and causes severe physical and mental reactions. Therapist use a technique called extinction to
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attachment. Systems of prostitution can include any industry in which women and/or children’s- and occasionally men’s bodies are bought‚ sold‚ or traded for sexual use. Prostitution has been referred to as the “world’s oldest profession” because proof of prostitution can be found from up to four thousand years in the past. Prostitution has been neither totally accepted nor condemned. Sociological perspectives can be used to examine prostitution as a social problem in Canada. Structural Functionalists
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