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COPYRIGHT © 2016 BEHAVIORAL SCIENCES RESEARCH PRESS, INC
Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-
Q: Is it true BSRP developed and maintains the largest research base on sales call reluctance in the world?
A: Yes. BSRP has been acquiring sales call reluctance research data for use in mainstream scientific studies and reports since the early 1970’s. The data set used in BSRP’s most recent study of more than 42,000 salespeople alone contains sales call reluctance and other data of interest to scholars. BSRP’s data vault is the only repository for sales call reluctance data in the world, and consists of data from salespeople across many sales settings and nations. Data can also be found for sales management, senior management, consultants, accountants, psychologists, sales trainers and many other professions.
Q: How many people visit BSRP’s web site each month?
A: In a typical month, over 30,000 hits are recorded. During times when BSRP research is in the news, the number can be substantially more. We have seen our “hits” surpass 15,000 per week.
Q: Is BSRP a consulting company?
A: No. BSRP is a knowledge-
Q: How many SPQ*GOLD tests have been administered?
A: It is hard to estimate how many SPQ*GOLD*Plus tests have been administered. SPQ*GOLD
Q: Who are BSRP’s clients?
A: BSRP applications are used globally very day by some of the largest sales and
Q: How stable is BSRP?
A: BSRP is an exceptionally stable organization. For many of the past thirty years,
we have managed to post enviable increases in revenue. Even during relatively stagnant
years, BSRP continued to operate profitably due to extremely conservative fiscal
management that characterizes this company. Our fiscal management philosophy will
pay off again this year (2010) -
Q: Are BSRP’s sales subject to seasonal variation?
A: For over 30 years, BSRP’s sales have been resistant to setbacks in the economy or variations in seasonality common to some industries.
Q: What is the demographic of BSRP clients?
A: There is neither a single demographic nor a demographic pattern. The spread is
too broad and encompasses too many work settings. Our work is known and respected
across the industry and organizational spectrum, from sales and non-
Q: What are some of the concepts, principles, terms and applications pioneered by BSRP?
A: BSRP is known for its originality. Its applications are unique. Its research has resulted in many important innovations. A small, but impressive sample includes the following. Please note that all entries are either trademarks or federally registered trademarks of Behavioral Sciences Research Press, or protected by copyright.
Q: Are claims by competitors that “call avoidance” and “prospecting reluctance” and even “recruitment avoidance” are the same as BSRP’s reluctance types authorized applications of your research?
A: No. There are fringe opportunists who make minor cosmetic changes in our work
and then pretend it’s the same as the real thing. Scratch the surface and you’ll
see that the cheap Rolex® watch knock-
Q: Do you have to be a psychologist to use applications developed by BSRP?
A: No; however, specialized training is helpful if you wish to extract the most value from our applications.
Q: How do I obtain a copy of “Salespeople or Professional Visitors: How to Manage
A: Contact Behavioral Sciences at firstname.lastname@example.org.
Q: I’m a sales training consultant, and I want to use the term “sales call reluctance” in my advertising. Can I?
A: No. Call Reluctance is a federally registered trademark of Behavioral Sciences Research Press and has been used internationally in that context for several years. If the term is used, it must be accompanied by the appropriate symbol “®” and specifically noted that the term is a “federally registered trademark of Behavioral Sciences Research Press.”
Q: How can individuals and organizations participate in collaborative research?
A: BSRP regularly works with major universities on mainstream scholarly research
projects. We also work with commercial bodies on a case-
Q: I don’t want to work with your local representative because I think I can get better prices by dealing directly with you. Can I do that?
A: No. While we maintain a corporate sales channel, we do not knowingly compete with our own Licensee channel. We have traditionally respected the spirit and the law that govern our unusually healthy working relationships with our licensed professional associates. We don’t care about the “rhetoric of principles and trust.” To us, it’s a matter of honor and we are content to simply “live it” rather than advertise it. This point is best underscored by the fact that several of our Associates who have been associated with us for well over a decade. BSRP maintains strict policies and procedures for dealing with these situations should they arise, which may include declining prospective clients access to BSRP products and applications.
Q: Did David K. Barnett co-
A: No. David Barnett has never been employed as a writer for BSRP.
Q: When was SSPA first developed?
A: In the early 1970’s as part of personnamap, Salesmapp and other applications in that series of assessments.
Q: What does SPQ*GOLD® stand for?
A: Sales Preference Questionnaire
Q: When did your work on sales call reluctance® begin?
A: Our work with tests began in the Unites States Marine Corps Basic School, at Quantico, Virginia in 1963. Work on sales call reluctance began around 1970.
Q: When were the sales call reluctance types discovered?
A: The first nine types were researched starting in 1979 and widely published in various periodicals leading up to the first sales call reluctance book in 1986. The first nine types discovered were:
These were soon followed by:
Oppositionality was the last type discovered. It was discovered in the mid 1980’s after an uneven history in psychological literature as an anomalous response style for tests; however, it had never been isolated as a behavioral disposition peculiar to salespeople that impaired prospecting until our work.
Q: Are there more types coming?
A: Yes, there are several new and very important types in the works.
Q: Are there new assessments in development?
A: There are several new and exciting applications in development right now. Collaborations are being formed, data is being gathered and results prepared for presentations at scientific conventions.
Q: Does SPQ*Gold contain measures to spot people who “amplify” their positive points?
A: SPQ*Gold contains a class-
Q: What is “LERA”?
A: LERA is an acronym for an innovative response format for questionnaires originated
by BSRP and the subject of several BSRP scientific presentations. LERA provides an
elastic response alternative to standard Likert-
Q: What is a neural net?
A: SPQ*GOLD*Selectron is the first neural net application for predicting sales success.
An “experimental” procedure, it was originated in 1990 and in continuous development
ever since. Unlike classical statistics that are pattern-
Q: Does BSRP accept university interns?
A: Yes on a case-
Q: Is BSRP a real company? Does it have a street address or just a post office number?
A: BSRP is not a virtual testing organization operating a big web site from a one-
Q: What does BSRP’s Scientific Advisory Board do?
A: We are fortunate to have an extraordinarily distinguished group of diverse academics.
In addition to G.W. Dudley & S.L. Goodson, the group includes the co-
Q: Can the MPQ be used in non-
A: Yes. MPQ is currently used by sales and non-
Q: Are BSRP instruments used at any universities?
A: Yes. BSRP tests have been administered and used at several academic institutions.
Q: Who was the first to have online testing?
A: We’re not certain, but in the U.S. that honor probably goes to IPAT (Institute for Personality and Ability Testing) or ETS (Educational Testing Services).
Q: What in your judgment is the best non-
A: That distinction, as unsafe as it is, should be assigned to the Personality Research Form and the Jackson Personality Inventory (Revised). Both are available from Sigma Assessments and other sources worldwide. In our judgment, these are among the best given how they were constructed and when they are used as they were designed to be used.
Q: Why don’t you endorse “simple structure” personality tests like the fashionable “five factor” models?
A: We do endorse these models for theory-