habit formation (Oz and White, 1993, pp. 34-39). Conditioned
response learning is frequently used in sales training courses; however, it has fewer applications in training programs designed for supervisory personnel. For sales personnel, role playing multimedia presentations are frequently employed. One major difficulty with the conditioned response approach to learning is that it is virtually impossible to pre-create a condition and a response for all of the conceivable situations that may be encountered.
The insight approach to learning is also known as the perceptual response approach. This approach to learning holds that all learning has as its basic characteristic a progressive differentiation from a more general perceptual field (Oz and White, 1993, pp. 34-39). The insight approach to learning
provides individuals with the abilities to solve problems through the use of perception and imagination--once the individuals have been given some concept of what the complete perceptual field of intere
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