Browse Archives by Author: Rode, Joseph C.

How Emotional Intelligence Shapes Sales Outcomes Through the Stressful Sales Role
[12/1/2016]
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

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