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The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales Paperback – Import, 30 Dec 2007

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About the Author

George W. Dudley and Shannon L. Goodson are recognized as the world s leading authorities on sales call reluctance and the fear of self-promotion. For almost thirty years they have studied the reasons why so may talented, hard-working people fail to earn what they are worth. With backgrounds in science, research to them is not a hobby. It s a lifestyle. Their research has been featured in popular and professional media including CNN, The Financial Times of London, The Australian, European Association for Behavioural and Cognitive Therapies, and the Society for Industrial and Organizational Psychology.

Dudley has degrees in research psychology from Baylor University and the University of North Texas. He began working with psychological assessments while serving in the U.S. Marine Corps, and for many years directed the Field Testing & Research department of a Fortune 500 financial services company. He is the principal author of the seminal textbook, The Hard Truth About Soft-Selling. His scientific studies such as Where In the World Can You Find an Honest Salesperson? and What Really Motivates Salespeople: A Multi-Nation Comparison have generated worldwide interest. He is listed in Who s Who in America and Who s Who in Science and Engineering.

Goodson holds a Master s degree in psychology from Lamar University. An experienced psychotherapist, author, and researcher, she is also a noted expert on women in the business world. Her research studies such as Women in Management: Self-imposed Barriers to Career Advancement and Leadership Networking: Attitudes toward Networking in Outplaced Executives have been presented to professional associations all over the globe. She is listed in Who s Who in America and Who s Who of American Women.

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Product details

  • Paperback: 433 pages
  • Publisher: Behavioral Science Research Pr; Revised edition (30 December 2007)
  • Language: English
  • ISBN-10: 0935907122
  • ISBN-13: 978-0935907124
  • Product Dimensions: 17.8 x 2.5 x 22.2 cm
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #6,66,404 in Books (See Top 100 in Books)
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Amazon.com: 3.9 out of 5 stars 59 reviews
4.0 out of 5 starsExplains the problem, a little bit too technical on the solution
14 August 2013 - Published on Amazon.com
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5 people found this helpful.
3.0 out of 5 starsThis does a great job of identifying call reluctance types
30 November 2015 - Published on Amazon.com
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One person found this helpful.
5.0 out of 5 starsSolid Gold
6 February 2014 - Published on Amazon.com
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Marilyn C.
5.0 out of 5 starsMost Helpful information on this topic I've ever read
7 May 2012 - Published on Amazon.com
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2 people found this helpful.
5.0 out of 5 starsEating the Sales Call Reluctance Eleplant, one bite at a time
24 May 2008 - Published on Amazon.com
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