In China often someone says, be an upright person first redo business, china is favor society, the client often establishs a relationship with salesperson individual first, rise to establish constituent relationship with the enterprise again. The salesperson's duty is the self-identity that wins a client above all, the social style that adjusts oneself is opposite with suiting square, accordingly, we should know our individual character kind not only, the more important individual character kind that also should know a client. Understand the client's personality when the salesperson, of the ways one gets along with others that understands him play style, will more be helpful for salesperson and him establishing good relationship, with different sale means facilitates more quickly trade, promotion clinchs a deal rate. 　　

20 centuries 20 time, american psychologist Williams. Development of Dr. Maraston goes a theory, with the mood reaction that will explain a person. He designed a kind measurable 4 kinds of importance check a method to the disposition of factor, these 4 factor are Dominance, Influence, Steadiness, Compliance respectively, and this method with the English name of 4 factor the first letter names for DISC. These 4 kinds of types hold concurrently the person and have to great majority, but among them necessarily a kind of type takes dominant place. 　　

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