When Intelligence is (Dys)Functional for Achieving Sales Performance

@article{Verbeke2008WhenII,
  title={When Intelligence is (Dys)Functional for Achieving Sales Performance},
  author={W. Verbeke and Frank Belschak and A. Bakker and Bart Dietz},
  journal={Organizations & Markets eJournal},
  year={2008}
}
Using two different samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals. The study finds evidence for an interaction between GMA and social competence. If combined with high social competence, high GMA leads to highest sales performance; if combined with low social competence, high GMA leads to lowest sales performance. In… Expand
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elationships between emotional intelligence and sales performance n Kuwait
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