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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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The Four-Quadrant System

As shown above, each quadrant is defined by one of the four factors—D, I, S, or C. Remember that depending on the instrument used, the four letters can be associated with slightly different words and have other subtle differences. An example would be the word dominant in place of directing,or conscientious in place of contemplative. Notwithstanding, whether or not these four words vary, certain general themes hold true across DISC instruments; for example:

Directing: Someone oriented toward changing his task environment.

Influencing: Someone oriented toward changing other people.

Supportive: Someone oriented toward understanding and accepting other people.

Contemplative: Someone oriented toward understanding and accepting ...

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