AUTHOR: McFarland, Richard G.
How Emotional Intelligence Shapes Sales Outcomes Through the Stressful Sales Role
Richard G. McFarland, PhD, Joseph C. Rode, PhD, and Tasadduq A. Shervani, PhD
Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent