L3 - Critical Thinking in Strategic Selling

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

Info icon This preview shows pages 1–10. Sign up to view the full content.

View Full Document Right Arrow Icon
L3: Critical Thinking In Selling Strategically
Image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
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
Image of page 2
Today’s Agenda L3 Critical Thinking: Background & Basic Theory 3
Image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
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?
Image of page 4
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
Image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
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”
Image of page 6
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
Image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
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:
Image of page 8
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?
Image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 10
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern