Testing Your People Skills--DeWese

2. "The Condescender"—Do you ever talk down to buyers or talk over their heads to impress them? Or, do you gear your conversation to the buyer without being patronizing?

3. "The Contradictor"—Everyone has the right to express his or her viewpoint, but it must be done without drawing lines in the sand by saying, in effect, "I'm right and you're wrong." Do you begin your assertions with, "I think" or "I believe that this is the case." The printing sales process is fraught with opportunities for conflict—from missed deliveries to excessive dot gain. These customer/supplier disputes must be handled with courtesy and aplomb. Rate yourself on this skill.