The Role of Emotional Wisdom in Salespersons' Relationships with Colleagues and Customers (original) (raw)
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EMOTIONAL INTELLIGENCE AND SALES PERFORMANCE. A MYTH OR REALITY
The concept of emotional intelligence has become popular as a consulting tool as theory suggests that individuals who are high in emotional intelligence are likely to exhibit a higher level of performance outcomes. In this study, we examined the impact of emotional intelligence on sales performance. We hypothesized that the impact of emotional intelligence on sales performance was mediated by adaptive selling behaviour. Data were collected from sales people in the financial industries in Malaysia via the WLEIS emotional intelligence scale and ADAPTS adaptive selling behaviour scale, and were quantitatively analysed using structural equation modelling (SEM). Results were in keeping with the model. Emotional intelligence was not found to impact sales performance directly. It impacted on sales performance through a mediating variable; adaptive selling behaviour.
International Journal of Management and Economics, 2014
In this study, we examined the impact of emotional intelligence on sales performance. We posited that the impact of emotional intelligence (EI) on sales performance was mediated by adaptive selling behaviour (ASB). Data were collected from 281 sales people in the financial industries in Malaysia via the WLEIS emotional intelligence scale and ADAPTS adaptive selling behaviour scale, and were quantitatively analysed using structural equation modelling (SEM). Results were in keeping with the model. Three domains of EI were not found to impact sales performance directly but through ASB. Theoretical implications and managerial ramifications were also discussed.
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Emotions constitute a powerful psychological force that can significantly influence the behavior and performance of salespeople. However, emotions in the workplace still constitute an underdeveloped area of study, mainly in the field of sales. Sales turnover is also particularly important in relation to sales management due to the nature of sales positions, their historically high turnover levels, and the difficulty involved in filling them. In view of the need to broaden knowledge on how to more successfully retain valuable salespeople, and the fact that B2B selling jobs are not the same across the board, this paper, while controlling the type of selling situation, analyzes the influence of two emotional skills (i.e. emotional intelligence and resilience) on salesperson propensity to leave their organization, both directly and indirectly, through their impact on work-family conflict and emotional exhaustion. The moderating effect of servant leadership perceived by salespeople on the relationship between emotional exhaustion and intention to leave is also addressed. Information provided by 209 salespeople from 105 enterprises from various industries confirms the hypotheses put forward and highlights the importance of encouraging the development of emotional skills as a way of alleviating work stress and reducing salesperson turnover. In addition, the results confirm the contribution of servant leadership towards reducing the effect of emotional exhaustion on salesperson intention to leave.
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The objective of this study is to find out factors, which enhance salespersons' ability to influence purchase decisions of customers. Furthermore, it also aims at identifying the impact of Emotional Intelligence, Customer Orientation, Adaptive Selling and Manifest Influence on sales performance. Study reveals that emotionally sound salespersons are successful to identify customer needs and alter their emotions, accurately evaluate customers' emotions are more likely to perform better in different perspectives. Theoretical implications evaluating salespersons abilities and capabilities only telecom sector may result as generalizability. There are valid chances might occurred that the salespersons belongs to other industries might answer differently to research questionnaire. Therefore, this theoretical framework should be tested in other industries as well.
Impact of Emotional Intelligence on Sales Performance
Purpose: The aim behind selecting this topic for study is to find out the Impact of Emotional Intelligence on Sales Performance. Almost all businesses in the world need salespeople to grow their businesses.Emotional intelligence is the strongest determinant for success in the sales field. Understanding the relationship between EI and sales performance may help reduce the gap between successful and average sales performance. Research Methodology: Both primary and secondary data will be to present for comprehensive study. Managerial Implications: The major groups of interest (i.e. management students, academicians, researchers, practicing managers) will be able to understand the Impact of Emotional Intelligence on Sales Performance in a better way. Findings: As per the current study,Impact of Emotional Intelligence on Sales Performance is prevalent in Indian Industries. Scope for Further Research: The similar kind of framework can be applied to any industry.