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Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-
What Sets BSRP Apart
Clientele and Business-
Are Employee Recognition Incentives Motivating? Examining Gender
Differences Among Sales Personnel (2016). Bryant, T. R., Dudley, G. W., Goodson, S. L. and Dudley, S. C. of Behavioral Sciences Research Press. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.
Relationship of Embellishment, Over-
A Key Predictor of Career Success: Is it Still Relevant in the Digital Age? (2014). Bryant, T. R of Behavioral Sciences Research Press. Invited Presentation for the Society of Multivariate Research, at the 60th Annual Conference, Southwestern Psychological Association, San Antonio, TX.
Most Utilized Sales Strategies and Their Relationship to New Business Development Activity (2014). Bryant, T. R, Dudley, G. W., Goodson, S. L. of Behavioral Sciences Research Press. Presented at the 60th Annual Conference, Southwestern Psychological Association, San Antonio, TX.
“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