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COPYRIGHT © 2016 BEHAVIORAL SCIENCES RESEARCH PRESS, INC
Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-
A Guide for Sales Success in Today’s Cross-
Earl D. Honeycutt, Ph.D., Elon University & Lew Kurtzman, Growth Resources Associates
With over half of the population projected to non-
Experts worldwide acclaim the detailed techniques and step-
“With their new book … Earl Honeycutt and Lew Kurtzman have cut straight to the heart of a topic that affects all of us … This book will be an effective arrow in the quiver of salespersons who sell to buyers from other cultures.”
— Chuck Smith, President and CEO, Payment Processing, Inc.
“I found a wealth of useful information relative to dealing with potential customers
that come from a totally different background. In the scientific field there is
a wide variety of foreign-
— Robert S. Cooley, President, Prime Separations, Inc.
“Honeycutt and Kurtzman ... develop an outstanding blueprint for selling cross culturally. Selling Outside Your Culture Zone gives sales professionals the confidence necessary to sell effectively in today’s diverse marketplace.”
— Matt Ingram, Sales Specialist, Sankyo Pharma
Employing sales strategy successfully requires a balanced approach of understanding
your culture, as well as that of your targeted audience… I recommend this book to
any sales team operating in multi-
— Stephen R. Fisher, Director, U.S. Sales, Stanley Security Solutions, Inc.