Online Gurus - George W. Dudley

ProgramCritique.com Review:

George W. Dudley runs an organization, BSRP that studies the behavior of sales personnel and recommends the right behavioral approach to improve your sales. The organization publishes a large number of its findings in psychometric testing for the benefit of the both employers and employees of all industries. It has been in existence for about thirty years in Dallas and now has several branches around the globe. The psychometric tests of BSRP find wide-ranging applications in areas like telecommunications, banking, pharmaceuticals insurance, real estate and other service industries.

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George W. Dudley has tremendous knowledge and experience in behavioral sciences as he has a background in psychology. He is highly respected in his field and is one of the foremost authorities on the subject of hesitation and reluctance in salespeople.

Along with Shannon L. Goodson, George W. Dudley has prepared various tests to study motivation of salespeople - how to spot unwillingness in salespeople and how selling patterns differ in every country.

George W. Dudley is the author of many popular books like The Psychology of Sales Call Reluctance; Earning What You're worth in Sales, on sales processes in telemarketing. He highlights ways to recruit top-notch salespersons by recognizing their specific characteristics.

This book was the result of an exhaustive survey that he conducted earlier on reluctance behavior. In this book, George W. Dudley does critique other marketers and their sales techniques, but also gives good advice on how to overcome your uncertainty in making a sale. He suggests good methods to close sales that can be applied to any business situation.

The book has a handy questionnaire to recruit the best sales personnel and tips to avoid recruiting hesitant and less confident people for sales positions. His style is a little cynical but the knowledge in the book is valuable for those operating their businesses by telemarketing. You may find the book a little lengthy, but it is worthwhile learning new recruitment mantras from George W. Dudley if you want to hire the best salespeople.

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