used in sales training courses; however, it has fewer applications in training programs designed for supervisory personnel. One major difficulty with the conditioned response approach is that it is virtually impossible to pre create a condition and a response for all conceivable situations which may be encountered.
The insight approach, also known as the perceptual response approach, holds that all learning of whatever variety has as its basic characteristic a progressive differentiation from a more general perceptual field (Maslow, 1966, pp. 97 104). This approach 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 interest involves. Through the application of this approach, a leader, or teacher, can present problems to individuals, where the imagination of the individuals can be employed in the development of solutions and where the sup
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