The emotional intelligence/sales performance relationship
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Authors
Felton, Kimberly
Issue Date
2009
Type
Capstone
Language
en
Keywords
Psychology
Alternative Title
Abstract
The purpose of this thesis is to define this relationship within a qualitative framework by looking specifically at the areas of emotional intelligence and sales performance. Questions based on Mayer's emotional intelligence components (empathy, perceiving others' emotions, self-awareness, self-regulation and self-motivation) will be posed to six successful salespeople during one on one interviews via the grounded theory method.