The Sales Preference Questionnaire™ (SPQ*GOLD®) is a specialist self-descriptive instrument used to assess the presence, predisposition, and degree of sales call reluctance® in candidates for sales positions. It is also used to provide assessment-based support for training and developmental applications with current salespeople.

SPQ*GOLD® measures call reluctance® types, three call reluctance "impostors," and includes three scales used to detect non-standard attitudes toward completing the instrument. One scale, the "Brake" score, is a statistical composite computed from aggregating scores from the diagnostic sub-categories, and is interpreted as an overall estimate of the effort which could have been available to support sales prospecting but is instead diverted into non-productive coping behaviors intended to reduce emotional discomfort associated with prospecting for new business.