Professional paper

https://doi.org/10.46672/zsl.7.8.4

Higher levels of emotional intelligence of sales employees as key to successful sales

Draženka Ćosić orcid.org/0000-0002-9973-9715 ; Libertas International University, Zagreb, Croatia
Anđelka Buneta orcid.org/0000-0002-5578-3810 ; Libertas International University, Zagreb, Croatia
Ante Ćorluka ; Libertas International University, Zagreb, Croatia

Abstract

Market volatility and the dynamics of change, as well as increasing competitiveness, require sales managers to take a new approach and quickly adjust their strategies and tactics to customers and clients. The five critical areas of emotional intelligence – self-awareness, self-regulation, socialization, empathy, and motivation – are the key skills necessary for success in all aspects of life, but in sales, they can be the difference between a good and an excellent salesperson. Higher levels of emotional intelligence allow salespeople to navigate more effectively through the sales process, which also contributes to greater success.

Keywords

sales; emotional intelligence; emotions; customers; productivity

Hrčak ID:

293592

URI

https://hrcak.srce.hr/293592

Publication date:

30.12.2022.

Article data in other languages: croatian

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