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The Efficacy Of Interpersonal Skills On Sales Production Among Pharmaceutical Salespeople, John Todd White
The Efficacy Of Interpersonal Skills On Sales Production Among Pharmaceutical Salespeople, John Todd White
Walden Dissertations and Doctoral Studies
The pharmaceutical industry relies heavily on sales to stimulate growth, support research and development, and remain solvent. A review of the literature revealed there is limited insight on the impact of interpersonal skills on sales performance. This study addressed the role of interpersonal skills in a pharmaceutical salesperson’s performance in terms of total sales income, which includes salary, bonuses, and commissions. Gardner’s (1983) multiple intelligences theory, specifically interpersonal skills, served as the study’s framework. The Conversational Skills Rating Scale (CSRS) was used to assess interpersonal skill level. Additionally, the relationship between salesperson tenure and the number of sales meetings attended …
Relationship Between Emotional Intelligence, Sales, Social Responsibility, Interpersonal Relationship, And Empathy, Lykesha D. Shelton
Relationship Between Emotional Intelligence, Sales, Social Responsibility, Interpersonal Relationship, And Empathy, Lykesha D. Shelton
Walden Dissertations and Doctoral Studies
AbstractResearch over the past 25 years has shown a relationship between emotional intelligence, job performance, and sales. However, limited research exists relating to job-specific studies from a nonmanagerial perspective and focused on emotional intelligence and sales during the customer’s buying and selling interaction. The focus and purpose of this quantitative cross-sectional study was to determine if there was a statistically significant relationship between emotional intelligence and mortgage loan originators sales performance. The conceptual framework for this study incorporated Bar-On’s social emotional intelligence model. The sample consisted of 18 mortgage loan originators who worked with the retail banking sector throughout the …