SPQ*GOLD Scale Norms: Sweden (Only)SPQ*GOLD Scale Norms: Sweden (Only)BEHAVIORAL SCIENCES RESEARCH PRESSBEHAVIORAL SCIENCES RESEARCH PRESS

Dudley, G., & Bryant, T.Dudley, G., & Bryant, T.

N=228, Adults, Sweden; Aug. 2000.N=228, Adults, Sweden; Aug. 2000.Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.

31.72913.97

43.241.28

39.8925.202

36.0825.07

62.5661.4

25.7235.49

8.366.37

50.9866.8

56.7358.94

16.98959.91

BrakeBrakeDoomsayerDoomsayer

OverPreparerOverPreparerHyperProHyperPro

Stage FrightStage FrightSales Role Rej.Sales Role Rej.

YielderYielderSocial Self Cons.Social Self Cons.

Separation.Separation.Uneman.Uneman.ReferralsReferrals

TelephobiaTelephobiaOppositionalRflxOppositionalRflx

MotivationMotivationGoalGoal

GoalDiffusionGoalDiffusionProblemSol.ProblemSol.

ImpressionMgt.ImpressionMgt.HedgingHedging

ResponseCons.ResponseCons.

0 10 20 30 40 50 60 70 80

ScoreScore SEMSEM

33.7533.33

31.56

30.27

28

29

30

31

32

33

34

35

Country

Ave

rage

Bra

ke S

core

AustraliaNew ZealandSwedenUSA

Sales Call Reluctance®:A Multi-National Comparison

BEHAVIORAL SCIENCES RESEARCH PRESSDudley, G., & Bryant, T.

Sales Call Reluctance®:A Multi-National Comparison

BEHAVIORAL SCIENCES RESEARCH PRESSDudley, G., & Bryant, T.

Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED .

Australia= 5312, New Zealand= 1707Sweden= 298, USA= 5986

Sales Motivation Profile™Sales Motivation Profile™

What Do Salespeople In Sweden Want?What Do Salespeople In Sweden Want?

Behavioral Sciences Research PressBehavioral Sciences Research Press

N=228; Copyright MM, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.

029.4

17.5

6.6

0.4

8.8

3.9

7

24.12.2

blank

Use special talents

Money

Be creative

Obtain Status

Work more with people

Be self-managed

Go into management

Do new, exciting things

Be of service to others0 5 10 15 20 25 30 35

Percent Responding

Sales Motivation Profile™Sales Motivation Profile™

What Do Salespeople Want? Sweden & U.S. Compared

What Do Salespeople Want? Sweden & U.S. ComparedBehavioral Sciences Research PressBehavioral Sciences Research Press

Sweden=228; USA=5,986Copyright MM, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.

blankUse special talents

MoneyBe creative

Obtain StatusWork more with people

Be self-managedGo into management

Do new, exciting thingsBe of service to others

0 5 10 15 20 25 30 35

Percent RespondingUSA Sweden

Sales Motivation Profile™Sales Motivation Profile™

What Do Salespeople Want? Sweden, Australia, New Zealand & U.S. Compared

What Do Salespeople Want? Sweden, Australia, New Zealand & U.S. Compared

Behavioral Sciences Research PressBehavioral Sciences Research Press

Sweden= 228, Australia=5, 312, New Zealand=1707, U.S.= 5, 986; Copyright MM, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.

blankUse special talents

MoneyBe creative

Obtain StatusWork more with people

Be self-managedGo into management

Do new, exciting thingsBe of service to others

Sal

es M

o tiv

atio

n

0 5 10 15 20 25 30 35

Percent RespondingNew Zealand Australia USA Sweden

"Most People Take Their Careers Too Seriously""Most People Take Their Careers Too Seriously"Percent EndorsingPercent EndorsingDudley, G., & Bryant, T.

BEHAVIORAL SCIENCES RESEARCH PRESS

US=5,986; Sweden=228, Aug. 2000Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.

22.9

46.5

U.S.

Sweden

0 10 20 30 40 50 60

"Most People Don't Take Their Careers Seriously Enough""Most People Don't Take Their Careers Seriously Enough"

Percent EndorsingDudley, G., & Bryant, T.

BEHAVIORAL SCIENCES RESEARCH PRESS

US=5,986; Sweden=228, Aug. 2000Copyright 2000, Behavioral Sciences Research Press, Dallas, Texas. ALL RIGHTS RESERVED.

76.476.4

53.553.5

U.S.

Sweden

0 20 40 60 80 100

Salespeople Should Be Rewarded More for Quality of Services and Less for Quantity of Sales:

Attitudes Towards Selling In Sweden

Dudley, G., & Bryant, T., Behavioral Sciences Research Press, Dallas, Texas. Aug. 2000

10.1

41.7

36.1

17.1

Very True

True

False

Very False

0 10 20 30 40 50

Selling In Sweden:Selling In Sweden:Which Sales Method Is Most Difficult?Which Sales Method Is Most Difficult?

Dudley, G., & Bryant, T.BEHAVIORAL SCIENCES RESEARCH PRESSBEHAVIORAL SCIENCES RESEARCH PRESS

19.3

17.1

3.5

14.9

11

28.9

5.3

Teach Seminar

"Party" Selling

Asking for Referrals

Networking Via Friends

Writing Sales Brochure

None Are Difficult

Don't Know

0 5 10 15 20 25 30 35

Who Would You Rather Spend Time With: Who Would You Rather Spend Time With: Highly Productive Salelsperson or Famous Movie Star?Highly Productive Salelsperson or Famous Movie Star?

Attitudes About Selling In SwedenAttitudes About Selling In Sweden

Dudley, G.W., & Bryant, T.R.; Behavioral Sciences Research Press, Dallas, Texas

AustraliaAustralia

SwedenSweden

USAUSA

0 10 20 30 40 50 60

Salesperson Movie Star

Australia Sweden USA

Salesperson 25.6 28.5 50.3

Movie Star 33 28.9 20.7

Desires Sales Training Which AcceptsDesires Sales Training Which AcceptsWhen Buyer Says "No" It Means "No"When Buyer Says "No" It Means "No"

U.S. & Sweden ComparedU.S. & Sweden Compared

Dudley, G., & Bryant T., Behavioral Sciences Research Press, Dallas, Texas. Aug. 2000

24.524.5

36.436.4

SwedenSweden

USAUSA

0 10 20 30 40 50