Unit-IV; Professional Sales Representative (PSR).pptx
Learning - 1.pptx
1. Learning
• Define
• Types of Learning
• Laws of Learning
• Factors Influence Learning
• Theories of Learning
2. What is Learning?
The process of learning is continuous which starts right from the time of birth of an
individual and continues till the death.
For a learning to occur, two things are important:
1. The presence of a stimulus in the environment and
2. The innate dispositions like emotional and instinctual dispositions.
Definitions
“The process of gaining knowledge and expertise.”
According to Malcolm Knowles
“A process that leads to change, which occurs as
a result of experience and increases the potential
of improved performance and future learning.”
According to Susan Ambrose
3. Types of Learning
Motor Learning
Our day to day activities like walking, running, driving, etc, must be learnt for ensuring a good
life. These activities to a great extent involve muscular coordination.
Verbal Learning
It is related with the language which we use to communicate and various other forms of verbal
communication such as symbols, words, languages, sounds, figures and signs.
Concept Learning
This form of learning is associated with higher order cognitive processes like intelligence,
thinking, reasoning, etc, which we learn right from our childhood. Concept learning involves the
processes of abstraction and generalization, which is very useful for identifying or recognizing
things.
4. Discrimination Learning
Learning which distinguishes between various stimuli with its appropriate and different
responses is regarded as discrimination stimuli.
Learning of Principles
Learning which is based on principles helps in managing the work most effectively.
Principles based learning explains the relationship between various concepts.
Attitude Learning
Attitude shapes our behaviour to a very great extent, as our positive or negative behaviour
is based on our attitudinal predisposition.
5. Law of Learning
The six laws of learning are suitable for most learning situations. Keeping these laws in mind
when planning instruction will create a better learning atmosphere for students!
Law of Readiness
Students learn best when they have the necessary background, a good attitude and is ready
to learn…clear objectives and rational are key.
Law of Exercise
Those things most repeated are the best learned…lots of review and summary activities
serve to help the mind learn
6. Law of Effect
Based upon the feelings of the learning; learning is stronger when joined with a pleasing
feeling…make it fun and pleasant (start with liking it yourself!!)
Law of Primacy
First impressions are strong impressions…think about how to make the first impression positive
(enthusiasm, organization, appropriate feedback).
Law of Intensity
A sharp, clear, or exciting learning experience teaches more than a routine or boring
one…demonstrations, skits, role playing, peer teaching get the students engaged
Law of Recency
Other things being equal, the things learned last will be best remembered…repeat, restate,
reemphasize the objectives.
7. Factors Influence on Learning
Personal Factors
Learner related factors
1. Learner physical and mental health
2. The basic potential of the learner
3. Level of aspiration and achievement motivation
4. The goal of life
5. Readiness and willpower
8. Environmental Factors
Teacher related factors
1. Knowledge of the subject
2. Teacher behaviour
3. Personality
4. Class management and control
Content related factors
1. Effect of previous experience:
2. Meaningfulness of material
3. Difficult of material
4. Multi-Sensory Approach
9. 5. Learning
6. Selection of contents
7. Organization of contents
Process related factors
1. The methodology adopted for teaching-learning experiences