The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson

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Belinda Gholston is the Customer Accounts Manager at the corporate office of Behavioral Sciences Research Press in Dallas, Texas (BSRP).  She was originally hired in 2000 as an Administrative Assistant and over time, has transitioned to oversee customer accounts.  Some of her main responsibilities include managing accounts payable and receivable, setting up customer accounts within the online testing system and providing training and documentation on the system.

Mrs. Gholston acts as a liaison between the BSRP sales staff and its customers, as well as the BSRP technical support and its customers.  This responsibility includes generating all new accounts for online testing, providing administrative assistance to customers regarding technical support, coordinating product shipping, and generating daily audit reports.  Additionally, she prepares and coordinates workshop training material, works the “check-in” procedures at BSRP’s Advanced Management Training Workshop, handles the BSRP mail and financial deposits.