The document outlines a communication style assessment exercise that evaluates attitudes and behaviors in communication. It identifies four primary communication styles: reflective, supportive, directive, and emotive, and suggests strategies for improving interactions among these styles. Specific recommendations are provided for each style to enhance communication effectiveness and personal development.

1. SurveySELLING TODAY Communication Style Assessment
Exercise TMThis assessment exercise is copyrighted and to be
used exclusively with 13e SELLING TODAY: PARTNERING
TO CREATE VALUEINSTRUCTIONS: The words listed below
describe attitudes or behaviors expressed when communicating
and interacting with others. Carefully consider each word and
decide whether it accurately describes the attitude or behavior
of the person being assessed.Rating Scale: Using the numbers 4,
3, 2, 1, and 0 (4 is most descriptive and 0 is least descriptive),
enter the number that represents the behavior of the person you
are assessing. You must provide a number for all the words
presented.Enter the name of the person being assessed in the
box below.NameReminder: Provide a number for all words
presented.0Precise0Bold0Unrelenting0Meticulous0Conforming0
Cautious0Diligent0Emotional0Deliberate0Forceful0Collaborativ
e0Gentle0Dynamic0Approachable0Patient0Serious0Methodical0
Influential0Aggressive0Lighthearted0Outspoken0Stimulating0S
pontaneous0Warm0Excitable0Organized0Enthusiastic0Requirin
g0Intense0Determined0Unemotional0Sociable0Relaxed0Discipli
ned0Persuasive0Decisive0Talkative0Sensitive0Competitive0Res
ervedWhen Finished, Click Here.Preferred Communication
Style ofName:ReflectiveThe identified preferred communication
style is a Reflective. A reflective enjoys studying problems and
finding solutions to them. A reflective focuses on challenges
and works in an organized, disciplined manner in order to reach
his or her objectives.The Preferred Range of Communication
Styles ofNameThe highest point on this chart is the dominant or
preferred communication style. The other bars show the
preferences for alternative styles.You may now print this
completed survey for future reference.Copyright 2009SELLING
TODAY Communication Styles ExerciseSUGGESTIONS FOR
SELF-IMPROVEMENTPersonPreferred Communication
StyleNameReflectiveA Reflective may enjoy more success and
happiness by openly showing concern and appreciation of

2. others, occasionally trying shortcuts and time-savers, and
adjusting more readily to change and disorganization. He or she
should strive to improve on decision-making timeliness,
initiating new projects, compromising with the opposition and
stating unpopular decisions.Specifically, a Reflective may enjoy
more success when communicating with the three other styles in
the following manner:Communicating More Effectively With
The DirectiveThe key to relating to a Directive is to keep the
relationship somewhat businesslike. Developing a strong
personal relationship is not a high priority for Directives. In
other words, friendship is not usually a condition for a good
working relationship. Your goal is to be as efficient, time
disciplined, and well organized as possible and to provide
appropriate facts, figures, and success probabilities. Most
Directives are goal-oriented people, so try to identify their
primary objectives and then determine ways to support and help
with these objectives. Ask specific questions and carefully note
responses. Look for specific points you can respond to when it
is time to present your ideas.Communicating More Effectively
With The EmotiveIf you are communicating with an Emotive
person, you will need to move at a somewhat rapid pace that
holds their attention. Be enthusiastic and avoid an approach
may be stiff and formal. Take time to establish goodwill and
build relationships. Do not place too much emphasis on facts
and details. To deal effectively with Emotive people, plan
actions that provides support for their opinions, ideas, and
dreams. Plan to ask questions concerning their opinions and
ideas, but be prepared to help them get “back on track” if they
move too far away from the topic being discussed. Maintain
good eye contact and, above all, be a good
listener.Communicating More Effectively With The
SupportiveTake time to build a social relationship with the
Supportive person. Spend time learning about the matters that
are important in this individual’s life—family, hobbies, and
major interests. Listen carefully to personal opinions and
feelings. Supportive individuals like to conduct business with

3. people who are professional but friendly. Therefore, study their
feelings and emotional needs as well as their technical and
business needs. Throughout your relationship provide personal
assurances and support for their views. If you disagree with a
Supportive person, curb the desire to disagree too assertively;
Supportive people tend to dislike conflict. Give them time to
comprehend your thoughts. Patience is important.
SurveyReflectiveSupportiveDirectiveEmotive
Score
0
0
0
0
ExtraSurvey
CalculationReflectiveSupportiveDirectiveEmotivePRECISE0CO
NFORMING0INTENSE0DYNAMIC0DELIBERATE0RELAXED
0BOLD0OUTSPOKEN0METHODICAL0APPROACHABLE0FO
RCEFUL0EXCITABLE0CAUTIOUS0SENSITIVE0INFLUENTI
AL0TALKATIVE0ORGANIZED0COLLABORATIVE0DETER
MINED0STIMULATING0DISCIPLINED0PATIENT0UNRELE
NTING0SPONTANEOUS0DILIGENT0GENTLE0AGGRESSIVE
0ENTHUSIASTIC0UNEMOTIONAL0LIGHTHEARTED0COMP
ETITIVE0PERSUASIVE0METICULOUS0WARM0REQUIRING
0EMOTIONAL0SERIOUS0RESERVED0DECISIVE0SOCIABL
E0TOTAL0TOTAL0TOTAL0TOTAL0Reflective0ListSupportiv
e00Directive01Emotive02Total03Maximum04Styles
DescriptionsReflectiveThe identified preferred communication
style is a Reflective. A reflective enjoys studying problems and
finding solutions to them. A reflective focuses on challenges
and works in an organized, disciplined manner in order to reach
his or her objectives.SupportiveThe identified preferred
communication style is a Supportive. A supportive enjoys
teamwork that provides close, friendly, personal relationships
with others. A supportive is people-oriented and has the ability
to get others to open up and share their feelings about goals and
objectives.DirectiveThe identified preferred communication

4. style is a Directive. A directive enjoys accepting challenges and
authority, and providing quick solutions. A directive exhibits
firmness in relationships and is oriented toward productivity
and goals.EmotiveThe identified preferred communication style
is an Emotive. An emotive enjoys a fast paced, enthusiastic
environment where persuasive skills can be used to bring others
into an alliance to accomplish goals. An emotive has a dynamic
ability to think quickly and thrive on involvement with
people.Styles ImprovementReflectiveA Reflective may enjoy
more success and happiness by openly showing concern and
appreciation of others, occasionally trying shortcuts and time-
savers, and adjusting more readily to change and
disorganization. He or she should strive to improve on decision-
making timeliness, initiating new projects, compromising with
the opposition and stating unpopular decisions.SupportiveA
Supportive may enjoy more happiness and success by saying
“no” occasionally, and attending to the completion of tasks
without oversensitivity to the feelings of others. He or she
should be more willing to delegate to others and to reach
beyond his or her comfort zone to set goals that require some
stretch and risk.DirectiveA Directive may enjoy more success
and happiness by practicing active listening, adopting a more
relaxed pace, and developing more patience, humility and
sensitivity. He or she needs to show concern for others, use
more caution, verbalize the reasons for their conclusions, and
participate more as team players.EmotiveAn Emotive may enjoy
more success and happiness by controlling the use of his or her
time and emotions, developing a more objective mindset, and
taking a more logical approach to projects and issues. He or she
needs to spend more time checking, verifying, specifying and
organizing, while developing more of a task focus.Styles
Communication with OthersSpecifically, a Reflective may enjoy
more success when communicating with the three other styles in
the following manner:Specifically, a Supportive may enjoy
more success when communicating with other styles in the
following manner:Specifically, a Directive may enjoy more

5. success when communicating with other styles in the following
manner:Specifically, an Emotive may enjoy more success when
communicating with other styles in the following
manner:Communicating Effectively with the ReflectiveThe
Reflective person responds in a positive way to thoughtful and
well-organized ideas and plans. Arrive at meetings on time and
be well prepared. In most cases it is not necessary to spend a
great deal of time working on a social relationship. Reflective
people appreciate a no-nonsense, businesslike relationship. Use
specific questions that show clear direction, and once you have
information concerning the reflective’s needs and interests
present your thoughts in a slow, deliberate way. Provide facts
and as much documentation as possible. Do not be in a hurry
and be careful about pressuring the Reflective to make a quick
decision.Communicating More Effectively With The
SupportiveTake time to build a social relationship with the
Supportive person. Spend time learning about the matters that
are important in this individual’s life—family, hobbies, and
major interests. Listen carefully to personal opinions and
feelings. Supportive individuals like to conduct business with
people who are professional but friendly. Therefore, study their
feelings and emotional needs as well as their technical and
business needs. Throughout your relationship provide personal
assurances and support for their views. If you disagree with a
Supportive person, curb the desire to disagree too assertively;
Supportive people tend to dislike conflict. Give them time to
comprehend your thoughts. Patience is
important.Communicating More Effectively With The
DirectiveThe key to relating to a Directive is to keep the
relationship somewhat businesslike. Developing a strong
personal relationship is not a high priority for Directives. In
other words, friendship is not usually a condition for a good
working relationship. Your goal is to be as efficient, time
disciplined, and well organized as possible and to provide
appropriate facts, figures, and success probabilities. Most
Directives are goal-oriented people, so try to identify their

6. primary objectives and then determine ways to support and help
with these objectives. Ask specific questions and carefully note
responses. Look for specific points you can respond to when it
is time to present your ideas.Communicating More Effectively
With The EmotiveIf you are communicating with an Emotive
person, you will need to move at a somewhat rapid pace that
holds their attention. Be enthusiastic and avoid an approach
may be stiff and formal. Take time to establish goodwill and
build relationships. Do not place too much emphasis on facts
and details. To deal effectively with Emotive people, plan
actions that provides support for their opinions, ideas, and
dreams. Plan to ask questions concerning their opinions and
ideas, but be prepared to help them get “back on track” if they
move too far away from the topic being discussed. Maintain
good eye contact and, above all, be a good listener.
Enter name of person being assessed