Sales Call Reluctance and Productivity Case Study

Case Study - Sales Call Reluctance and Productivity at an Insurance Company

 

The SPQ*Gold, or The Call Reluctance Scale, was administered to agency managers and account representatives at an insurance company. The sample of 108 included 19 agency managers and 89 agents whose tenure ranged form 1 to 12  months. Relationships between average monthly new product sales commissions and Call Reluctance scale scores were examined.

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