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SPQ*Gold™: The Call Reluctance™ Scale
SPQ is the world's only comprehensive assessment tool designed specifically
to detect and measure the presence and severity of sales call reluctance
in individuals.
RPM™(Recruiting Preferences Measure)
RPM is the world's only suite of tests designed specifically to measure
how comfortable and effective an individual is likely to be in a recruiting
role. Separate test booklets are used for assessing experienced and inexperienced
recruiters.
MPQ™ (Meeting People Questionnaire)™
MPQ is used to measure all twelve primary forms of Inhibited Social Contact
Initiation Syndrome (ISCIS). The MPQ is suitable for outplacement services,
dating services, psychological counseling and other applications where
a comprehensive measure of social contact is required. It has already
been used to measure how comfortably aspiring women executives draw appropriate
attention to their contributions at work and how effectively they use
their senior executive mentors.
 Although
written primarily for salespeople, anyone who has to practice visibility
management to get ahead can benefit from reading this book.
The Psychology of Sales Call Reluctance, by George W. Dudley and Shannon
L. Goodson
When the fear of self-promotion victimizes salespeople, emotionally
limiting their ability to initiate contact with prospective buyers, it's
tagged sales call reluctance. Far more than the fear of making cold calls
or using the telephone, sales call reluctance obstructs all forms of prospecting
for new business. Through anecdotes, examples, and step-by-step directions,
you will discover what sales call reluctance is, how it cripples careers
and how to keep it from limiting your career.
Assessments developed by Behavioral Sciences Research Press, Dallas,
Texas.
Exceptional Sales Performance
8724 N. Sixth Drive • Phoenix AZ 85021
Phone: 602.997.1101 • Fax: 602.678.0754
Email: connie@exceptionalsales.com
Copyright
© 2001-2006 Exceptional Sales Performance
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