TY  - BOOK
AU  - Anthony,Mitch
TI  - Selling with emotional intelligence: 5 skills for building stronger client relationships 
SN  - 0793161282
AV  - HF5438.8.P75 A58 2003
U1  - 658.85019 21
PY  - 2003///
CY  - Chicago, Ill.
PB  - Dearborn Trade
KW  - Selling
KW  - Psychological aspects
KW  - Emotional intelligence
N1  - Includes bibliographical references (pages 253-255) and index; 1; Introduction to EQ - Five Critical Areas of Awareness --; 2; Moving from Me to We --; 3; Understanding Your Personality DNA --; 4; Critical Mass for Sales Success --; 5; Applied Critical Mass --; 6; Hotheads and Seeing Red --; 7; Six Seconds of Sabotage - From Anger to Danger --; 8; The Viral Spiral of Emotion --; 9; How to Prevent and Contain Negative Outbursts --; 10; Solving the Stress Mess --; 11; Feeling Helpless or Taking Charge --; 12; Redefining Optimism --; 13; Sources of Discouragement --; 14; Finding Motivators That Last --; 15; Winning the Emotional Tugs-of-War - The Power of Positive Intent --; 16; Risking Rejection - Getting Past No --; 17; The Face You See - The Face You Show --; 18; Developing Emotional Radar - The Powers of Observation --; 19; Shifting Gears - Four Critical Selling Adjustments --; 20; The Power of Curiosity - Overcoming the Narcissistic Urge --; 21; Emotional Archaeology - Mastering the Art of the Irresistible Question --; 22; It's Not about You --; 23; The "Likability" Quotient --; 24; Reducing Stress in Confrontation --; 25; Masters in Conflict --; 26; Negotiating Emotion --; 27; Seven Habits of the Emotionally Competent
N2  - "Emotional intelligence is the ability to relate to people and maintain positive relationships. The concept was first popularized in the late 1990s, and later linked to leadership and management success. While much has been written about emotional intelligence for academia and for a general business audience, Selling with Emotional Intelligence offers the first-ever examination of emotional intelligence as it relates to sales performance."--BOOK JACKET
ER  -