Fundamental Concept
Individual differences exist and are important
Dominance
Tendency to display a take-charge attitude
Sociability
Tendency to seek and enjoy social relationships
Competitive
Submissive
Authoritative
Accommodating
Domineering
Hesitant
Decisive
Reserved
Outgoing
Compromising
Insistent
Quiet
Talkative
Cautious
Risk Taking
Patient
Hurried
Passive
Influential
Shy
Bold
Supportive
Demanding
Relaxing
Intense
Restrained
Assertive
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value
Easygoing
Controlled
Expressive
Serious
Lighthearted
Methodical
Unstructured
Calculating
Spontaneous
Guarded
Open
Reserved
Provocative
Introverted
Extroverted
Aloof
Friendly
Formal
Casual
Cautious
Carefree
Conforming
Unconventional
Self-controlled
Dramatic
Restrained
Impulsive
Source: Gerald L Manning and Barry Reece, Selling Today: Creating Customer Value
Emotive
Director
Reflective
Supportive
Styles
Behavior
Supportive
Director
Emotive
Reflective