Case Studies

Case study for a Pharmaceutical Firm To improve sales, a new Commercial Director was hired to work closely with the sales teams.  The director conducted an extensive evaluation which…
A Study Of The Influence Of SPQ Gold In The Sales Selection Process Of A Direct Marketing And Advertising Firm The purpose of this study is to review the…
An Analysis Of The Relationship Between Telephobia Sales Call Reluctance And Tenure Among Telemarketing Representatives The purpose of this study is to examine the Telephobia Sales Call Reluctance profiles…
A study was conducted to examine current levels of call reluctance across industries and countries.  There were 84,273 sales people in this study. According to the results, approximately 90%…
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…
In 2002 DHL was at a crossroads. Traditional training had not affected the sales in a positive way and something dramatic needed to be done to improve the sales…