Dhiviya, K. and Omar, N.N. (2022) The significance of effective communication towards the relationship between emotional intelligence and sales performance. Journal of Engineering Science and Technology, 17. 103 -119. ISSN 18234690,
Full text not available from this repository.Abstract
In the current multifaceted and communicative environment, communication effectiveness, emotional intelligence and sales performance remain a topic of concern among businesses worldwide. A science experiment proves that emotional intelligence is essential to successful communication and the two are intertwined as past research shown that emotional intelligence can act as an important tool to increase communication effectiveness which then assists in sales performance. Sales representatives could handle and deal with challenging customers with such skills intact. Therefore, this study is to explore the relationship of emotional intelligence on sales performance and how it is mediated by effective communication. The dimension of emotional intelligence in this study includes both the ability model which views emotional intelligence as a set of cognitive abilities and trait model which views emotional intelligence as made up of personality characteristics which can be measured through self-perception of the participants. Survey questionnaires with 433 sales representatives across Malaysia were collected and analysed. The effective communication dimensions include three skills, (i) non-verbal communication, (ii) attentive listening, and (iii) ability to understand and control one’s own emotions. The sales performance dimension consists of three factors; (i) self-efficacy, (ii) competitiveness, and (iii) effort. Within the concept of science and communication, connecting the intellectual concept and work practice will help to provide recommendation for any necessary up-skilling effort. Therefore, this study is significance not only to the theoretical aspect but also the practical application. © School of Engineering, Taylor’s University.
| Item Type: | Article |
|---|---|
| Funders: | None |
| Uncontrolled Keywords: | Effective communication; Emotional intelligence; Sales performance |
| Subjects: | H Social Sciences > H Social Sciences (General) H Social Sciences > HF Commerce > Business |
| Depositing User: | Ms. Juhaida Abd Rahim |
| Date Deposited: | 01 Dec 2023 06:18 |
| Last Modified: | 01 Dec 2023 06:18 |
| URI: | http://eprints.um.edu.my/id/eprint/44090 |
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