The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson

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Call Reluctance, SPQ*Gold, PsychScore and the Fear-Free Prospecting & Self-Promotion Workshop are registered trademarks of Behavioral Sciences.  ALL RIGHTS RESERVED.

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Call Reluctance®

This publication contains suggested interview support questions designed specifically for use in the interview setting by individuals and organizations utilizing SPQ*GOLD®: The Call Reluctance® Scale. The questions may be used to help confirm and clarify SPQ*GOLD® scores that suggest the presence of sales call reluctance®, call reluctance® impostors, or performance-related issues that may arise from motivation/goal score estimates.

SPQ*GOLD® INTERVIEW SUPPORT GUIDE

A GREAT WAY TO SUPPORT YOUR ASSESSMENT AND SELECTION PROCESS WITH SPQ*GOLD®

Features:

• Sales Managers, Human Resource professionals and others can use the SPQ*GOLD® Interview Support Questions in all three stages of the employment cycle (Pre-employment/Selection, Development & Training, Post Employment)
• Approved by the authors of the SPQ*GOLD® and represents the most current knowledge of SPQ scale construction and application
• Questions cover all aspects of the SPQ*GOLD® Call Reluctance® Scale including Overview, Types, Imposters and Filters
• No other series of questions is endorsed or supported by the publisher of SPQ*GOLD®

Use in conjuction with the Picking the Blue Chips in Sales to optimize the use of these questions.