Problem
A common method to consider personality and communication styles, especially in a selling context, is along two dimensions: assertiveness and responsiveness. Overlaying the assertiveness and responsiveness dimensions results in a two-by-two matrix or four quadrants . The quadrants represent one of four personality types or communication styles: amiables, expressives, drivers, and analyticals.
Which quadrant are you in? Why do you think so? Now choose, for your customer, a personality/communication style different from yours. Which one is it? Describe your customer in terms of the assertiveness and responsiveness dimensions. How would you as a salesperson adapt your own natural communication style to better fit your customer's communication style?