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Call Reluctance, SPQ*Gold, PsychScore and the Fear-
What Sets BSRP Apart
Locus of Control and Inhibited Sales Prospecting in a Large Multi-
Predictive Measures of Sales Performance: A Validation Study of Test Outcomes and Manager Ratings (2010). Miranda Coyne. Presented at the 27th International Congress of Applied Psychology, Melbourne, Australia, July, 2010.
“Goal Allergic” Salespeople: Is Goal Setting Always Helpful? Not necessarily (2009). Southwestern Psychological Association, Dallas, Tx.
Women Managers: Self-
“During troubled economic times, expenses must be managed.
More sales are expected from fewer salespeople. Clientele-
─ George W. Dudley and Shannon L. Goodson, Authors
The Psychology of Sales Call Reluctance
Chances are it’s not what you think. Numerous BSRP studies based on huge samples
of real sales professionals show sales call reluctance, not the fear rejection, inadequate
training, low self-
For over thirty years, Behavioral Sciences Research Press (BSRP) has been the world’s
leading resource for the research and development of scientific procedures used to
predict, prevent, diagnose and correct “sales call reluctance” in candidates for
sales positions, established top-
The most successful sales managers understand that the secret to selling more in
any industry begins with recruiting and hiring top sales people who will, in fact,
sell. Sounds like a given, but extensive research has shown that the vast majority
of sales people struggle with a bone-
A salesman walks into your office for his regular performance appraisal. He’s confident, charming, snappily dressed and could convince his grandmother to buy a jet ski. more
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