The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales
George W. Dudley and Shannon L. Goodson are recognized as the world s leading authorities on sales call reluctance and the fear of self-promotion. For almost thirty years they have studied the reasons why so may talented, hard-working people fail to earn what they are worth. With backgrounds in science, research to them is not a hobby. It s a lifestyle.  Their research has been featured in popular and professional media including CNN, The Financial Times of London, The Australian, European Association for Behavioural and Cognitive Therapies, and the Society for Industrial and Organizational Psychology.Dudley has degrees in research psychology from Baylor University and the University of North Texas. He began working with psychological assessments while serving in the U.S. Marine Corps, and for many years directed the Field Testing & Research department of a Fortune 500 financial services company. He is the principal author of the seminal textbook, The Hard Truth About Soft-Selling. His scientific studies such as  Where In the World Can You Find an Honest Salesperson?  and  What Really Motivates Salespeople: A Multi-Nation Comparison  have generated worldwide interest. He is listed in Who s Who in America and Who s Who in Science and Engineering.Goodson holds a Master s degree in psychology from Lamar University. An experienced psychotherapist, author, and researcher, she is also a noted expert on women in the business world. Her research studies such as Women in Management: Self-imposed Barriers to Career Advancement and Leadership Networking: Attitudes toward Networking in Outplaced Executives have been presented to professional associations all over the globe. She is listed in Who s Who in America and Who s Who of American Women.