L3 - Critical Thinking in Strategic Selling

L3 - Critical Thinking in Strategic Selling - L3 Critical...

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Unformatted text preview: L3: Critical Thinking In Selling Strategically L3 Critical Thinking: Background & Basic Theory Unit Objectives To understand the historical roots of critical thinking To explain and apply the 8 elements of reasoning to sales and your daily life To explain and apply the 9 standards of reasoning to sales and your daily life To be able to distinguish between the 8 elements and the 9 standards of reasoning 2 Today’s Agenda L3 Critical Thinking: Background & Basic Theory 3 L3 Critical Thinking: Background & Basic Theory 4 Potpourri Assignment Take out a piece of paper and answer the following question: 3 How can I understand the role of “selling” in my daily life and how do I develop “effective” sales-related skills? L3 Critical Thinking: Background & Basic Theory 5 Historical Roots of Critical Thinking Goes back at least as far as Cannot depend on those in authority to have sound Things are often very different than they first appear to be (The Story) Only thinking that is comprehensive, well- reasoned, and responsive to objections can take us Socrates Knowledge and insight Socratic Questioning Beyond the surface The Story Questions L3 Critical Thinking: Background & Basic Theory 6 Historical Roots of CT (cont’d) Human thought is grounded in actual human (John Dewey) The human need to analyze concepts (Wittgenstein) Egocentric and tendencies of human thought (Piaget) Reason from multiple standpoints From the power of information and importance of gathering information with care and precision Purposes, Goals, and Objectives Sociocentric “Hard Science” L3 Critical Thinking: Background & Basic Theory 7 A Critical Thinker Considers the Elements of Reasoning The Elements of Reasoning are those essential dimensions of reasoning which are present whenever and wherever reasoning occurs The Elements of Reasoning shape reasoning and provide a general logic to the use of reasoning L3 Critical Thinking: Background & Basic Theory 8 Elements Of Reasoning We think for a Purpose Goal, or Objective In an attempt to answer a Question at Issue Problem Within a Point of View Frame of Reference We use Information Data, Observations, Facts, Experiences Based on Concepts Theories, Definitions, Principles, Laws Built on Assumptions Taking for Granted Leading to Implications & Consequences To make Interpretations & Inferences Drawing Conclusions, ©1999 foundation for Critical Thinking Whenever we think: L3 Critical Thinking: Background & Basic Theory 9 Elements of Reasoning Purpose, Goal, or End in View 3 3 Distinguish your purpose from related purposes 3 Check to be sure you are still on target 3 Choose purposes Question at Issue 3 state the issue 3 Is the question an important one?...
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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L3 - Critical Thinking in Strategic Selling - L3 Critical...

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