| 49. | A good plan can avoid mistakes (1) |
| 50. | Stress improves my performance (2) |
| 51. | People who do what I do are essential in business today (4) |
| 52. | I often refer people to my family and friends (1) |
| 53. | Hard work does not always get results (1) |
| 54. | To be effective on the job, I need more energy (3) |
| 55. | I enjoy working with demanding clients (2) |
| 56. | Informal social events are a good source of business contacts (3) |
| 57. | I find it easy to talk about myself (2) |
| 58. | Regular habits are an important part of my success (3) |
| 59. | I have never said anything unkind about anyone else (3) |
| 60. | I have met very few people whom I did not like (1) |
| 61. | I am distracted easily (3) |
| 62. | Professional demands often interfere with my lifestyle (2) |
| 63. | My current job is merely a bridge to other careers (1) |
| 64. | I get upset when sales people call me at home (1) |
| 65. | I am a confident person (1) |
| 66. | I can concentrate on my work for long periods of time (1) |
| 67. | Deadlines are imposed rather than negotiated (3) |
| 68. | To be successful in my career, I must change my image (4) |
| 69. | My performance depends on the situation (3) |
| 70. | To be effective, I need to make several lifestyle changes (3) |
| 71. | No one is ever rude to me (4) |
| 72. | I would rather talk to a client on the telephone than in person (4) |
| 73. | I am successful in most aspects of my life (2) |
| 74. | Work does not get me down (4) |
| 75. | My skills will always be in demand (1) |
| 76. | Most people would prefer not to deal with salespeople any more than necessary (1) |
| 77. | I am reluctant to make decisions (4) |
| 78. | Lifestyle demands have interfered with my career success (2) |
| 79. | My opinion is always the correct one (2) |
| 80. | To perform up to my potential, I must have total belief in my job (3) |
| 81. | I take time to reflect on my accomplishments (4) |
| 82. | I enjoy pressure on the job (1) |
| 83. | I am a good role model (4) |
| 84. | I have bought a product or service mainly because of the salesperson (2) |
| 85. | I let the organization define my training needs (1) |
| 86. | People do not understand the pressures of my job (3) |
| 87. | My career has limited potential (3) |
| 88. | Aggressive salespeople usually make a good income but have less repeat business (1) |
| 89. | Effort is entirely my responsibility (1) |
| 90. | I manage stress effectively (4) |
| 91. | It is difficult to educate others about what I do (1) |
| 92. | To be a successful salesperson, it is necessary to get potential buyers to like me (3) |
| 93. | Others have interfered with my success (2) |
| 94. | It is difficult to establish job priorities (1) |
| 95. | People seldom ask for my advice (4) |
| 96. | I feel comfortable promoting myself and my company at social gatherings (1) |