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Pre-hire and/or Training and Development Assessment
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.
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.
Assessment developed by Behavioral Sciences Research Press, Dallas, Texas.
