This paper examines several research designs on the impact of emotional intelligence in sales.
Written in 2008; 1,988 words; 8 sources; APA; $ 63.95
Paper Summary:
The paper looks at a study that showed how people high in emotional intelligence (EI) were high in the work/life balance and less characterized by materialistic values and money obsession. The paper discusses the importance of the study and its application to improving and promoting sales performance. The paper also examines several other studies and discusses their implications that guidelines measuring EI could lead to a company's higher performance.
From the Paper:
"In one of his books titled Emotional Intelligence: Why it Can Matter More than IQ (1995), Daniel Goleman highlights the importance of self-awareness, self-regulation, motivation, empathy and social skill in management capability, an emphasis which serves to draw attention to previously somewhat neglected non-cognitive aspects of relating. Goleman focused on the specific of emotional intelligence in the workplace as well. He stated that different jobs also favor different types of emotional intelligence. Success in sales for instance requires the empathic ability to gauge a customer's mood and the interpersonal skill to decide when to pitch a product and when to keep quiet (cited in Murray, 1998). On the other hand success in painting or professional tennis requires a more individual form of self-discipline and motivation. "
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