Close that sale, but with feeling.(News)(Brief Article)

FINANCIAL INSTITUTIONS TAKE note--Australia's better performing sales representatives have one thing in common--emotional intelligence.

The ability to understand and manage their own emotions and those of customers strongly correlates to higher sales performance in Australian sales representatives, according to a research study by Melbourne human resource consultancy, Learning Dimensions.

The study of 100 sales representatives from 12 companies (including one financial institution) provides the first empirical evidence in Australia that a higher level of emo