Many salespeople, after being introduced to communication-

style concepts, attempt to categorize each of their customers. They report that their relationships become mutually more enjoyable and productive. Select four people whom you know quite well (e.g., supervisor, subordinate, customer, teacher, friend, or member of your sports team). Using the two behavioural continuums in this chapter, determine these people’s communication styles. Using your own descriptive terminology in conjunction with terminology in this chapter, develop a descriptive behavioural profile of each of these people.

Explain how this information could improve your relationship with each of these people.