5-1 What is the meaning of the term communication style?

5-2 Describe the five major principles that support communication style theory.

5-3 What are the benefits to the salesperson who understands communication style?

5-4 What two dimensions of human behavior are used to identify communication style?

5-5 Describe the person who tends to be high in sociability.

5-6 What are the four communication styles? Develop a brief description of each of the styles.

5-7 What is the reaction of most people who study communication styles for the first time? Why does this reaction surface?

5-8 Define style flexing. How can style flexing improve sales productivity?

5-9 Explain the statement, “Your greatest strength can become your greatest weakness.”