The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson


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Call Reluctance®

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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®

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