Earning What You're Worth: The Psychology of Sales Call Reluctance^®
by George W. Dudley and Shannon L. Goodson

First published in 1986, this book has seen many reprints and updates. Written by the two leading pioneers of the Call Reluctance® program, it has helped sales people all over the world to manage the fears they once thought were insurmountable.

This is not a scholarly text although you will find enough research data to satisfy the most critical scholar. Rather, it is an extremely useful book designed to help people banish fears. Originally intended for sales people, it has found acceptance and utility by a wide range of readers. Job seekers, bankers, agricultural technicians and accountants are just some of the many who have found answers to their self-promotional hang-ups.

This book should be in every sales manager's library.

No... it should be in every business library.

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