Is emotional intelligence the key to medical sales success?: The relationship between emotional intelligence and sales performance

by Harris, Nicole V., Ph.D., CAPELLA UNIVERSITY, 2009, 110 pages; 3350413


Emotional intelligence (EI) is an area of research that has gained popularity, specifically in examining EI and its relationship to sales performance. One popular definition of emotional intelligence as cited in Bar-On’s (2004) Emotional Quotient Inventory: EQi Technical Manual is, “[a]n array of non-cognitive capabilities, competencies, and skills that influence one’s ability to succeeding coping with environmental demands and pressures” (p. 16). There has not been a tremendous amount of research that addresses the specific area of medical sales. Medical sales organizations hire representatives to generate revenue and achieve goals. If management could screen sales representatives and predict sales performance success by emotional intelligence scores, the medical sales organizations could be more successful. To better understand the relationship between emotional intelligence and sales performance, an EI instrument was used to assess the emotional intelligence of 38 sales representatives with 12 months tenure from a durable medical equipment sales organization in the Midwest, as well as 98 sales representatives that work for a variety of different pharmaceutical and medical device organizations located across the United States. This quantitative study was designed to reveal relationships between emotional intelligence as represented by indices on the Emotional Quotient Inventory (EQ-i), and actual sales performance of medical sales representatives. The sales performance measure used was actual performance rank reported by the sales representatives. The researcher hypothesized that a positive relationship exists between emotional intelligence and sales performance.

AdviserJames Mirabella
Source TypeDissertation
SubjectsManagement; Personality psychology
Publication Number3350413

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