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Understanding Your Communication Style
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BA 15 Chapter 3
1.
Chapter Three Understanding
Your Communication Style
2.
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12.
Figure 3.2
Dominance Indicator Form
13.
Figure 3.2
Dominance Indicator Form (continued)
14.
Figure 3.2
Dominance Indicator Form (continued)
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16.
17.
Figure 3.3 -
Sociability Continuum Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-HallInc., Upper Saddle River, NJ. • expresses feelings • open and talkative • enjoys personal associations • controls feelings • more reserved and formal in relationships
18.
Figure 3.4 -
Sociability Indicator Form
19.
Figure 3.4 -
Sociability Indicator Form (continued)
20.
Figure 3.4 -
Sociability Indicator Form (continued) Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ
21.
22.
23.
Figure 3.5 -
When the dominance and sociability dimensions are combined, the framework for communication style classification is established. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
24.
Figure 3.6 -
The emotive style combines high sociability and high dominance. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
25.
26.
Figure 3.7 -
The director style combines high dominance and low sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
27.
28.
Figure 3.8 -
The reflective style combines low dominance and low sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
29.
30.
Figure 3.9 -
The supportive style combines low dominance and high sociability. Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
31.
32.
33.
34.
Figure 3.10 -
Communication Style Intensity Zones Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value, Ninth Edition, Copyright © 2004. Adapted by permission of Prentice-Hall Inc., Upper Saddle River, NJ.
35.
36.
37.
Table 3.1 -
Behaviors Displayed in the Excess Zone
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