Organizational Emotional Intelligence and Top Selling

Authors

  • Gabriele Giorgi
    Human Sciences Department, European University of Rome, Rome, Italy
  • Serena Mancuso
    Human Sciences Department, European University of Rome, Rome, Italy
  • Francisco Javier Fiz Perez
    Human Sciences Department, European University of Rome, Rome, Italy

Abstract

The purpose of this study is to explore emotional intelligence in association with effective sales performance. The participants involved in this study were sellers in a home furniture company and completed a new tool measuring emotional intelligence at the beginning of their employment with the company. After four months, their volume of sales was calculated and compared with other results. Briefly, evidence from this study indicates that emotional intelligence skills are relevant in association with job performance, particularly relationship management and self-management. The final results support the main hypothesis. Subsequent implications for sales organizations and researchers are discussed.