the reach out approach - skill practice

Practice Your Skills - Listen and Develop a Meaningful Connection by Reading Styles


  • Learn to "read" styles by listening to real conversations.
  • Test your knowledge in the interactive self-tests.

In order to deepen your understanding of how to read peoples' unique communication styles, four audio vignettes are available. Click on the audio players below to listen to each audio clip.

These brief vignettes will provide you with intriguing information about the important role Descriptors and Indicators play in listening and reading styles.

In each vignette, focus your attention on the communication style of the buyer and through identifying the Descriptors and Indicators determine his communication style is: A High D, I, S, C.

After listening to an audio clip, you can answer a few quick questions see how much you learned by taking our skills self-test. The correct answers will be available from this page when you click the "Get Answers" link.

Chapter 8 Skill Practice - Reading Styles

Self Test 1

In this vignette, answer the following questions and determine the communication style of Zach, the buyer.

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Which of the following descriptors best applies to Zach, the buyer?

Which Indicator best applies to Zach, the buyer?

Which Indicator best applies to Zach, the buyer?

Which Indicator best applies to Zach, the buyer?


Self Test 2

In this vignette, answer the following questions and determine the communication style of Sam, the buyer.

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Which of the following descriptors best applies to Sam, the buyer?

Which Indicator best applies to Sam, the buyer?

Which Indicator best applies to Sam, the buyer?

Which Indicator best applies to Sam, the buyer?


Self Test 3

In this vignette, answer the following questions and determine the communication style of Sam, the buyer.

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Which of the following descriptors best applies to Sam, the buyer?

Which Indicator best applies to Sam, the buyer?

Which Indicator best applies to Sam, the buyer?

Which Indicator best applies to Sam, the buyer?


Self Test 4

In this vignette, answer the following questions and determine the communication style of Zach, the buyer.

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Which of the following descriptors best applies to Zach, the buyer?

Which Indicator best applies to Zach, the buyer?

Which Indicator best applies to Zach, the buyer?

Which Indicator best applies to Zach, the buyer?


» Get Chapter 8 Answers

Practice Your Skills - Listen and Leverage Relationships by Adapting Styles


  • Learn to "adapt" styles by listening to real conversations.
  • Test your knowledge in the interactive self-tests.

In order to deepen your understanding of how to adapt to peoples' unique communication styles, four audio vignettes are available. Click on the audio players below to listen to each audio clip.

These interesting vignettes give you an opportunity to learn how to adapt your style so you can communicate more effectively.

In each vignette, focus your attention how the sales rep adapted his or her style to improve communication with the buyer.

After listening to an audio clip, you can answer a few quick questions see how much you learned by taking our skills self-test. The correct answers will be available from this page when you click the "Get Answers" link.

Chapter 9 Skill Practice - Adapting Styles

Self Test 1

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In the first vignette, how does the sales rep adjust her style to accommodate the buyer, a High D? Does she...


Self Test 2

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In the second vignette, how does the sales rep adjust her style to accommodate the buyer, a High C? Does she...


Self Test 3

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In the third vignette, how does the sales rep adjust her style to accommodate the buyer, a High I? Does she...


Self Test 4

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In the fourth vignette, how does the sales rep adjust his style to accommodate the buyer, a High S? Does he...


» Get Chapter 9 Answers

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