This publication contains suggested interview support questions designed specifically for use in the interview setting by individuals and organizations utilizing SPQ*GOLD® as a pre-hire assessment tool. 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.

A great way to get up and running with your SPQ*Gold® assessment. The SPQ Audio Quick Start includes a user friendly reference guide manual, an audio CD, and a scale interpretation codes.

In the last decade, billions of dollars have been spent on process improvement and reorganization, most of which generally failed to achieve the desired increases in productivity. Reason being is the productive potential of people. Processes and organizational strategies don't produce, people do. But they only do it in the right environment, with positive leadership. The People Principle brings this powerful, simple, clear message to you, along with ways to lead people that promote creativity and high productivity.

Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want.

Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you've established your own goals and personality traits, you'll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship.

Every company today recognizes the importance of good customer service and putting the customer first. Integrity Service brings the whole person into the service experience, showing that good customer relationships grow from employees' beliefs about who they are and what's possible for them to achieve, what career rewards they deserve, and what value they can give customers. It also presents fundamental principles that lead to individual success and gives readers specific action guidelines for on and off the job.

Sales-Call Reluctance® is the "social disease of the sales profession." The Psychology of Sales Call Reluctance® offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.

Synopsis

Although originally written for salespeople, their managers, trainers, and consultants, this book will help men and women from all walks of life to overcome the career-limiting feelings that keep them from achieving success. With an irresistible combination of razor-sharp clarity and constructive warmth, the authors offer key concepts and proven techniques for evicting call reluctance (the fear of self-promotion that victimizes salespeople) from your career.

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