SELLING TODAY Communication Style Assessment Exercis

This assessment exercise is copyrighted and to be used exclusively with 13e SELLING TODAY: PARTNERI
INSTRUCTIONS: The words listed below describe attitudes or behaviors expressed when commu
interacting with others. Carefully consider each word and decide whether it accurately describes
behavior of the person being assessed.
Rating Scale: Using the numbers 4, 3, 2, 1, and 0 (4 is most descriptive and 0 is least descriptive), enter
represents the behavior of the person you are assessing. You must provide a number for all the words p

Enter the name of the person being assessed in the box below.
Name Reminder: Provide a number for all words presented.

0 Precise 0 Bold 0

0 Conforming 0 Cautious 0

0 Deliberate 0 Forceful 0

0 Dynamic 0 Approachable 0

0 Methodical 0 Influential 0

0 Outspoken 0 Stimulating 0

0 Excitable 0 Organized 0

0 Intense 0 Determined 0

0 Relaxed 0 Disciplined 0

0 Talkative 0 Sensitive 0

When Finished, Click Here.

 Preferred Communication Style of Name:

The identified preferred communication style is a Reflective. A reflective en

problems and finding solutions to them. A reflective focuses on challenges
organized, disciplined manner in order to reach his or her objectives.

The Preferred Range of Communication Styles of

1

0.9

0.8

0.7

0.6

0.5

0.4

0.3

0.2

0.1

0
Reflective Supportive Directive

The highest point on this chart is the dominant or preferred communication style. The o
preferences for alternative styles.
You may now print this completed survey for future reference.
Copyright 2009

SELLING TODAY Communication Styles Exercis

SUGGESTIONS FOR SELF-IMPROVEMENT

 Person
Name

A Reflective may enjoy more success and happiness by openly showing co

appreciation of others, occasionally trying shortcuts and time-savers, and a
readily to change and disorganization. He or she should strive to improve o
making timeliness, initiating new projects, compromising with the oppositio
unpopular decisions.

Specifically, a Reflective may enjoy more success when communicating wi

other styles in the following manner:

Communicating More Effectively With The Directive

The key to relating to a Directive is to keep the relationship somewhat busi
Developing a strong personal relationship is not a high priority for Directive
words, friendship is not usually a condition for a good working relationship.
be as efficient, time disciplined, and well organized as possible and to prov
facts, figures, and success probabilities. Most Directives are goal-oriented
identify their primary objectives and then determine ways to support and he
objectives. Ask specific questions and carefully note responses. Look for s
you can respond to when it is time to present your ideas.

Communicating More Effectively With The Emotive

If you are communicating with an Emotive person, you will need to move a
rapid pace that holds their attention. Be enthusiastic and avoid an approac
and formal. Take time to establish goodwill and build relationships. Do not
emphasis on facts and details. To deal effectively with Emotive people, pla
provides support for their opinions, ideas, and dreams. Plan to ask questio
their opinions and ideas, but be prepared to help them get “back on track”
far away from the topic being discussed. Maintain good eye contact and, a
good listener.

Communicating More Effectively With The Supportive

Take time to build a social relationship with the Supportive person. Spend
about the matters that are important in this individual’s life—family, hobbies
interests. Listen carefully to personal opinions and feelings. Supportive ind
conduct business with people who are professional but friendly. Therefore,
feelings and emotional needs as well as their technical and business need
your relationship provide personal assurances and support for their views.
with a Supportive person, curb the desire to disagree too assertively; Supp
tend to dislike conflict. Give them time to comprehend your thoughts. Patie
on Style Assessment Exercise TM
ively with 13e SELLING TODAY: PARTNERING TO CREATE VALUE
s or behaviors expressed when communicating and
decide whether it accurately describes the attitude or E
n
escriptive and 0 is least descriptive), enter the number that
t
must provide a number for all the words presented. e
r
elow.
n
a number for all words presented.
a
m
Unrelenting 0 Meticulous e
Diligent 0 Emotional
o
f
Collaborative 0 Gentle

Patient 0 Serious p
e
Aggressive 0 Lighthearted r
s
Spontaneous 0 Warm o
n
Enthusiastic 0 Requiring
b
Unemotional 0 Sociable e
i
Persuasive 0 Decisive n
g
Competitive 0 Reserved
a
hed, Click Here.
s
s
e
s
s
e
d
Name: Reflective

is a Reflective. A reflective enjoys studying

flective focuses on challenges and works in an
ach his or her objectives.

mmunication Styles of Name

Directive Emotive

eferred communication style. The other bars show the

eted survey for future reference.

unication Styles Exercise

SELF-IMPROVEMENT
 Preferred Communication Style
Reflective

appiness by openly showing concern and

ortcuts and time-savers, and adjusting more
she should strive to improve on decision-
mpromising with the opposition and stating

ccess when communicating with the three

e Directive
he relationship somewhat businesslike.
not a high priority for Directives. In other
or a good working relationship. Your goal is to
anized as possible and to provide appropriate
st Directives are goal-oriented people, so try to
ermine ways to support and help with these
ully note responses. Look for specific points
t your ideas.

e Emotive
erson, you will need to move at a somewhat
usiastic and avoid an approach may be stiff
nd build relationships. Do not place too much
tively with Emotive people, plan actions that
d dreams. Plan to ask questions concerning
help them get “back on track” if they move too
ntain good eye contact and, above all, be a

e Supportive
he Supportive person. Spend time learning
ndividual’s life—family, hobbies, and major
s and feelings. Supportive individuals like to
ssional but friendly. Therefore, study their
r technical and business needs. Throughout
es and support for their views. If you disagree
disagree too assertively; Supportive people
mprehend your thoughts. Patience is important.
 Survey Calculation
Reflective Supportive Directive Emotive
PRECISE 0 CONFORMING 0 INTENSE 0 DYNAMIC 0
DELIBERATE 0 RELAXED 0 BOLD 0 OUTSPOKEN 0
METHODICAL 0 APPROACHABLE 0 FORCEFUL 0 EXCITABLE 0
CAUTIOUS 0 SENSITIVE 0 INFLUENTIAL 0 TALKATIVE 0
ORGANIZED 0 COLLABORATIVE 0 DETERMINED 0 STIMULATING 0
DISCIPLINED 0 PATIENT 0 UNRELENTING 0 SPONTANEOUS 0
DILIGENT 0 GENTLE 0 AGGRESSIVE 0 ENTHUSIASTIC 0
UNEMOTIONAL 0 LIGHTHEARTED 0 COMPETITIVE 0 PERSUASIVE 0
METICULOUS 0 WARM 0 REQUIRING 0 EMOTIONAL 0
SERIOUS 0 RESERVED 0 DECISIVE 0 SOCIABLE 0

TOTAL 0 TOTAL 0 TOTAL 0 TOTAL 0

Reflective 0 List
Supportive 0 0
Directive 0 1
Emotive 0 2
Total 0 3
Maximum 0 4

Styles Descriptions
Reflective The identified preferred communication style is a Reflective. A reflective enjoys studying problems and finding s
Supportive The identified preferred communication style is a Supportive. A supportive enjoys teamwork that provides close
Directive The identified preferred communication style is a Directive. A directive enjoys accepting challenges and authori
Emotive The identified preferred communication style is an Emotive. An emotive enjoys a fast paced, enthusiastic enviro

Styles Improvement
Reflective A Reflective may enjoy more success and happiness by openly showing concern and appreciation of others, oc
Supportive A Supportive may enjoy more happiness and success by saying “no” occasionally, and attending to the comple
Directive A Directive may enjoy more success and happiness by practicing active listening, adopting a more relaxed pace
Emotive An Emotive may enjoy more success and happiness by controlling the use of his or her time and emotions, dev

Styles Communication with Others

Specifically, a Reflective may enjoy more success when communicating with the three other styles in the following manner:
Specifically, a Supportive may enjoy more success when communicating with other styles in the following manner:
Specifically, a Directive may enjoy more success when communicating with other styles in the following manner:
Specifically, an Emotive may enjoy more success when communicating with other styles in the following manner:

Communicating Effectively with the Reflective

The Reflective person responds in a positive way to thoughtful and well-organized ideas and plans. Arrive
meetings on time and be well prepared. In most cases it is not necessary to spend a great deal of time wor
social relationship. Reflective people appreciate a no-nonsense, businesslike relationship. Use specific qu
that show clear direction, and once you have information concerning the reflective’s needs and interests pr
your thoughts in a slow, deliberate way. Provide facts and as much documentation as possible. Do not be
and be careful about pressuring the Reflective to make a quick decision.

Communicating More Effectively With The Supportive

Take time to build a social relationship with the Supportive person. Spend time learning about the matters
important in this individual’s life—family, hobbies, and major interests. Listen carefully to personal opinions
feelings. Supportive individuals like to conduct business with people who are professional but friendly. The
study their feelings and emotional needs as well as their technical and business needs. Throughout your
relationship provide personal assurances and support for their views. If you disagree with a Supportive per
the desire to disagree too assertively; Supportive people tend to dislike conflict. Give them time to compreh
thoughts. Patience is important.

Communicating More Effectively With The Directive

The key to relating to a Directive is to keep the relationship somewhat businesslike. Developing a strong p
relationship is not a high priority for Directives. In other words, friendship is not usually a condition for a go
working relationship. Your goal is to be as efficient, time disciplined, and well organized as possible and to
appropriate facts, figures, and success probabilities. Most Directives are goal-oriented people, so try to ide
primary objectives and then determine ways to support and help with these objectives. Ask specific questio
carefully note responses. Look for specific points you can respond to when it is time to present your ideas.

Communicating More Effectively With The Emotive

If you are communicating with an Emotive person, you will need to move at a somewhat rapid pace that ho
attention. Be enthusiastic and avoid an approach may be stiff and formal. Take time to establish goodwill a
relationships. Do not place too much emphasis on facts and details. To deal effectively with Emotive peopl
actions that provides support for their opinions, ideas, and dreams. Plan to ask questions concerning their
and ideas, but be prepared to help them get “back on track” if they move too far away from the topic being
discussed. Maintain good eye contact and, above all, be a good listener.
ys studying problems and finding solutions to them. A reflective focuses on challenges and works in an organized, di
joys teamwork that provides close, friendly, personal relationships with others. A supportive is people-oriented and h
accepting challenges and authority, and providing quick solutions. A directive exhibits firmness in relationships and
s a fast paced, enthusiastic environment where persuasive skills can be used to bring others into an alliance to acc

cern and appreciation of others, occasionally trying shortcuts and time-savers, and adjusting more readily to change and disorganization. He
nally, and attending to the completion of tasks without oversensitivity to the feelings of others. He or she should be m
ning, adopting a more relaxed pace, and developing more patience, humility and sensitivity. He or she needs to show
his or her time and emotions, developing a more objective mindset, and taking a more logical approach to projects a

styles in the following manner:

he following manner:
e following manner:
e following manner:

ized ideas and plans. Arrive at

pend a great deal of time working on a
relationship. Use specific questions
ctive’s needs and interests present
ation as possible. Do not be in a hurry
e learning about the matters that are
carefully to personal opinions and
professional but friendly. Therefore,
ss needs. Throughout your
sagree with a Supportive person, curb
t. Give them time to comprehend your

sslike. Developing a strong personal

t usually a condition for a good
organized as possible and to provide
oriented people, so try to identify their
bjectives. Ask specific questions and
s time to present your ideas.

somewhat rapid pace that holds their

e time to establish goodwill and build
ffectively with Emotive people, plan
k questions concerning their opinions
ar away from the topic being
ge and disorganization. He or she should strive to improve on decision-making timeliness, initiating new projects, compromising with the op
rojects, compromising with the opposition and stating unpopular decisions.