Интелигентност и търговия
Intelligence and trade

Author(s): Yavor Yankulov
Subject(s): Economy
Published by: Икономически университет - Варна
Keywords: trade; intelligence; emotional intelligence; multiple intelligences
Summary/Abstract: Intelligence is not the only influence on the work performance, but it is often the most important one. Other factors of impact appear only after the candidates have been selected based on similar intelligence. Does that mean that when choosing sales reps and sales managers we should first and foremost pay attention to intelligence? Let us suppose that is the case, this would significantly alleviate and ease the process of selecting applicants. Academic research has shown that cognitive abilities facilitate the precise execution of tasks for a number of employment positions, especially in work environments requiring complex employment commitments. And sales employment positions are increasingly creating such complex employment commitments. Thus, it can be firmly assessed that intelligence is a major contributing factor, on which depends the salespersons’ success.

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