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Emotional Intelligence And Its Relationship With Sales Success, George C. Chipain
Emotional Intelligence And Its Relationship With Sales Success, George C. Chipain
College of Education Theses and Dissertations
Emotional intelligence is a theoretical framework that organizes and integrates empirical research regarding emotions. Personal selling is the most effective marketing communication vehicle available to organizations because of its ability to adapt to specific customer needs. While two bodies of research have evolved regarding emotional intelligence theory and sales success predictors, little research has been carried out to link these two concepts together. This exploratory study tested a model of emotional intelligence and a measure of sales performance. The participants for the investigation were sales representatives in the personal home products industry. One hundred twenty-eight adult sales professionals completed a …