Marketing - Professional Selling Course, Test Study Notes - 1

Developing Relationship Strategy
Emotional Intelligence - capacity to recognize our own feelings and feelings of others to motivate ourselves, and manage emotions in ourselves and our relationships.
People with high level of emotional intelligence display many qualities needed in sales work:
self-confidence
trust
adaptability
initiative
optimism
empathy
social skills.
Selling involves 3 major relationship challenges:
Building new relationships - starts with communication of positive impressions during the initial contact
Transforming relationships from personal level to business level
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