Importance of Emotional Intelligence for Contemporary Salespeople
Suvinen, Nea (2019)
Suvinen, Nea
2019
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2019052211238
https://urn.fi/URN:NBN:fi:amk-2019052211238
Tiivistelmä
Old operating models for businesses are no longer working in a constantly developing world. Nowadays pressuring business culture makes social skills more crucial than ever. In addition, salespeople are not only expected to be able to sense their customers’ feelings, but also to empathize with other people. Emotional intelligence, a common core of personal and social competencies, is considered one of the most crucial factors of intelligence of today. In my thesis, the primary aim is to either confirm of reject the hypothesis “nowadays salespeople need to possess high emotional intelligence”.
At the beginning of the research, the hypothesis was established. The theoretical part discusses of emotional intelligence and sales psychology. The research was implemented by following the principles of a quantitative research method. Primary data was collected through a survey executed by a questionnaire addressed to the salespeople of the case company. The questionnaire was used in order to discover which emotional skills are possessed by the sellers of the case company. Forty answers from the pool of fifty respondents were gathered in one and half week.
The findings of the survey indicate that a high level of emotional intelligence was not reached. However, when the line of high intelligence was defined at eighty points, the case company’s result of 79,3 points came extremely close. Consequently, the result can be considered good since the high emotional intelligence score was less than percent away. In conclusion, the hypothesis “nowadays salespeople need to possess high emotional intelligence” can be regarded as confirmed by the research.
At the beginning of the research, the hypothesis was established. The theoretical part discusses of emotional intelligence and sales psychology. The research was implemented by following the principles of a quantitative research method. Primary data was collected through a survey executed by a questionnaire addressed to the salespeople of the case company. The questionnaire was used in order to discover which emotional skills are possessed by the sellers of the case company. Forty answers from the pool of fifty respondents were gathered in one and half week.
The findings of the survey indicate that a high level of emotional intelligence was not reached. However, when the line of high intelligence was defined at eighty points, the case company’s result of 79,3 points came extremely close. Consequently, the result can be considered good since the high emotional intelligence score was less than percent away. In conclusion, the hypothesis “nowadays salespeople need to possess high emotional intelligence” can be regarded as confirmed by the research.