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COPYRIGHT © 2016 BEHAVIORAL SCIENCES RESEARCH PRESS, INC
Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-
Our flagship assessment. The only test in the world specifically engineered to detect and measure all twelve types of sales call reluctance®, call reluctance impostors, and more.
PUBLISHER: Behavioral Sciences Research Press, Dallas, Texas, USA.
DATE OF ORIGINAL COPYRIGHT: 1980
PURPOSE: To diagnose the presence, nature and extent of Inhibited Social Contact Initiation Syndrome (fear of prospecting) in salespeople and personnel who influence salespeople.
SCOPE: International; most widely used psychometric application for diagnosis of sales call reluctance® in the world. More than 800,000 administrations worldwide.
DESCRIPTION: SPQ is the abbreviation for Sales Preference Questionnaire™, the formal name of the test booklet. SPQ*GOLD®: The Sales Call Reluctance® Scale is the name given to the computer scored printouts of test results. For more information about the theoretical background of the device, see SPQ*GOLD® Theoretical Foundations.
RELEVANT APPLICATIONS: SPQ*GOLD® can be administered to anyone in a contact-
NORMS: Since 1980 SPQ*GOLD® has been used in a series of studies with samples representative of many organizations, industries and countries. The result is a formidable array of norms detailing differences both within and between groups of interest. Norms for age, gender, education and other demographic variables of interest have also been obtained.
NORM DATA (SOURCES): Includes U.S., Australia, New Zealand, Japan, Viet Nam, China, Singapore, Hong Kong, Indonesia, Malaysia, Sweden, Finland, Norway, Denmark, U.K., Italy, Spain, Cyprus, South Africa, Canada and others.
SCORING: At present, SPQ*GOLD® can be scored via ROSE™ (Rapid On-
RELIABILITY: SPQ*GOLD® scales demonstrate good test-
VALIDITY: SPQ*GOLD® has generated an extensive body of research results which have
established good concurrent validity in a variety of disparate organizational settings,
correlating significantly with objective outcome data (almost always measured in
dollars). Some associations are best represented with simple linear models, while
others have benefited from more complex non-
PRIMARY REFERENCES: The Psychology of Sales Call Reluctance®, Manual for the Sales Preference Questionnaire™ Technical Supplement to Accompany SPQ*GOLD®.
ALTERNATIVE INSTRUMENTS: Meeting People Questionnaire (MPQ™), for measuring the same
construct in non-
AVAILABILITY: From the publisher, or through an international network of professional associates.