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The Psychology of Sales Call Reluctance®

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SOUTHWESTERN PSYCHOLOGICAL ASSOCIATION
2008 Research Presentation by
Ira H. Bernstein, Ph. D.

The Psychology of Sales Call Reluctance®

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The Hard Truth About Soft Selling

THE HARD TRUTH ABOUT SOFT SELLING
"Excellent! Finally a book that gives you permission to Sell! Defines selling for the 21st century."

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Sales Call Reluctance®

What three conditions must be present before a salesperson can have sales call reluctance?
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RECENT PRESS

BSRP’S SHANNON L. GOODSON INTERVIEWED ON THE DR. PAT SHOW
 
BSRP’S SHANNON GOODSON INTERVIEWED BY THE CENTRAL VALLEY BUSINESS TIMES
 
BSRP’S GEORGE W. DUDLEY INTERVIEWED BY THE CENTRAL VALLEY BUSINESS TIMES
 

ANNOUNCEMENTS
Two new applications announced

RAVE REVIEWS FOR BSRP TELEXPRESS INAUGURAL BROADCAST

BSRP TelEXpress was launched April 2nd with a highly successful inaugural broadcast. Feedback has been very positive with comments such as “Great forum today!” and “Thought it looked great…well done!” This new medium of communication was introduced by BSRP Chairman and co-founder George Dudley. The remainder of the broadcast featured segments including Client Profile, BSRP News, Talk Shō, and Science News, where our international network of professional associates learned of important new developments on the publishing front, in the research arena, and about recent operational changes. Details about the next broadcast will be announced soon. Don’t miss it!


BSRP UNVEILS NEW SALES ASSESSMENT

Dallas, Texas. Behavioral Sciences Research Press, known worldwide for applied and theoretical leadership in psychological measurements crafted specifically for the sales profession, has announced a ground-breaking new sales measurement technology. "The  experimental on-line assessment is certain to capture the attention and imagination of our clients, professional associates—and competitors,” says BSRP Chairman, George W. Dudley. “It can provide a significant competitive advantage to end users.” more...

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What Is Your Prospecting Pulse?

Is sales call reluctance placing an artificial limit on your earning ability at the present time? The Prospecting EKG is a good starting point for telemarketing call centers, business-to-business, direct sales, retail sales or routes sales to determine the extent of your emotional hesitation to prospect, if any.
Find out. Take a free test.
How Is Your Prospecting Pulse?
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Sales Test Exaggeration

New research that shows many potential sales employees exaggerate their knowledge and abilities on job application psychological tests.
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Selling Outside Your Culture Zone by Earl D. Honeycutt, Lew Kurtzman
NOW AVAILABLE
Selling Outside Your Culture Zone by Earl D. Honeycutt & Lew Kurtzman

A Guide for Sales Success in Today's Cross-Cultural Marketplace

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