TITLE

Summary Brief: Emotional Calibration in Personal Selling: Confidence, Ability and Sales Success

PUB. DATE
January 2009
SOURCE
Society for Marketing Advances Proceedings;2009, p250
SOURCE TYPE
Conference Proceeding
DOC. TYPE
Article
ABSTRACT
The article presents the brief summary of a research regarding emotional calibration concept in determining sales performance. The said concept is used in assessing the salesperson's subjective beliefs as well as the ability-based emotional intelligence. In addition, it can also be used in examining the sales performance and in predicting sales output. Furthermore, the indirect relationship of sales performance and emotional calibration is also discussed.
ACCESSION #
46793429

 

Related Articles

  • SELLING IS A LONELY ART. Ross, Emily // BRW;10/21/2004, Vol. 26 Issue 41, p64 

    Reports on a study conducted in Australia by human-resources consultancy Learning Dimensions to determine whether people with emotional intelligence make better sales staff. Measurement of sales skills in the study; Differences in the way sales staff and their managers perceive performance;...

  • Revisiting the Role of Emotional Intelligence in Salesperson Relational Behavior and Performance. Kadić-Maglajlić, Selma; Vida, Irena; Obadia, Claude // AMA Winter Educators' Conference Proceedings;2014, Vol. 25, pL-12 

    An abstract of the article "Revisiting the Role of Emotional Intelligence in Salesperson Relational Behavior and Performance," by Selma Kadić-Maglajlić, Claude Obadia, and Irena Vida is presented.

  • Improve sales culture to boost performance.  // Sell!ng;Jan2004, p16 

    Offers tips to achieve a high performance sales team. Classification of standards for salespeople; Need to enforce standards.

  • What's your "type"? Mine is "sales successful". Gitomer, Jeffrey // Business Journal (Central New York);4/13/2007, Vol. 21 Issue 15, p13 

    The article discusses the types of sales people and how they can affect the productivity of a certain company. One is the non-conformist, high performer type. This is a sales person who makes all the sales, breaks all the records but, breaks all the rules of the company. Another is the...

  • Emotional Intelligence for Sales Success. Stanley, Colleen // Emotional Intelligence for Sales Success;1/3/2013, p1 

    In Emotional Intelligence for Sales Success, Colleen Stanley introduces sales associates to the idea that oft-ignored emotional intelligence skills such as empathy, rapport, emotion management, and self-confidence will help them achieve the hard sales results they desire. Many salespeople never...

  • An Empirical Assessment, and Exploratory Study, of Emotional Intelligence through Interviews with Sales Professionals and Sales Managers. Russell, Doug; Walker, James // Academy of Business Research Journal;2011, Vol. 2, p7 

    Emotional intelligence (EI) has recently found its way into marketing's discussions. Originating from the psychology domain, EI is the notion that people have differing abilities to pick up on emotional meanings in interpersonal communications and ultimately in their abilities to use that...

  • End the overly cheerful act, stop asking leading questions. Stanley, Colleen // Northern Colorado Business Report;10/5/2012, Vol. 18 Issue 1, p16 

    The article offers information on the new sales approaches. It mentions that sales team should bring up the objections of customers to build trust and relationship instead trying to overcome objections. It further states that a salesperson should be well versed in emotional intelligence skills,...

  • Emotional intelligence (Book).  // Accounting Today;8/18/2003, Vol. 17 Issue 15, p34 

    Reviews the book "Selling With Emotional Intelligence: Five Skills for Building Stronger Client Relationships," by Mitch Anthony.

  • What Distinguishes the Top Sales Performers in Seniors Housing? An Exploration of the Key Values and Motivators of the Industry's Top Sales Performers. Watson, Russell J.; Mullen, Anthony // Seniors Housing & Care Journal;2013, Vol. 21 Issue 1, p53 

    In an exploratory, industry-specific study (N = 1,800) of what motivates leading seniors housing sales professionals, three key values emerged in the response pattern of top performers: utilitarian/economic, social/altruistic, and theoretical. An additional qualitative study was conducted that...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics