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

January 2009
Society for Marketing Advances Proceedings;2009, p250
Conference Proceeding
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.


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