About SPQ*GOLD®
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.
SPQ*Gold
Sales Preference Questionnaire (SPQ*Gold®).
Description: SPQ*Gold® is a purpose specific psychometric measure that has been designed for on line test administration. The test has 110 items that form the Sales Call Reluctance Scale. Combined the scales measure the presence and severity of the twelve known types of Call Reluctance.
Uses: SPQ*Gold provides diagnostic information appropriate to anyone in a contact dependent work setting,including but not limited to, experienced sales people, new sales people , prospective sales people and sales managers. It is also appropriate for individuals in roles that may influence the attitudes and behaviors of those who are in sales.
SPQ*Gold® is particularly appropriate for use as a diagnostic tool for success orientated organisations that are seeking to "lift the bar" on sales performance.
Scale Intercorrelations, Reliability and Validity
SPQ*Gold® has been used in a series of studies with samples representative of many orgnisations,industries and countries. Norms dealing with differences both within and between groups of interest are available through BSRP Inc Rose4 software package. Norm data sources include the US, UK, Italy , Spain , Australia, NZ, Singapore, Malaysia, Sweden, Norway, Denmark, South Africa and Canada. Professional norms are available for many industry sectors including,both the Australian and US recruitment industry,Australian Financial Planning, automotive sales, real estate sales and telecomunications sales.
RELIABILY: Test-retest stability is excellent, averaging r=.75 overall scales (18 of 21 scales were significant at p<.01,the remainder p<.05). The stability of the Brake score, the overall diagnostic measure , r=.91 (p<.01). Cronbaach's alpha, one estimate of internal consistency, for the Brake score is r=.84
VALIDITY: Good concurrent validity has been demonstrated by means of an extensive body of research across occupational settings. Discriminant validity has been demonstrated across sales and non sales roles. Construct validity studies have shown that SPQ*Gold® sub-scales scores correlate significantly in expected directions with scales on established tools such as 16PF and CPI, NEO, MBTI, MMPI and others.
