Impact of emotional intelligence and type of company on job performance among pharmceutical sales executives in India

Pages:296-300
Are. Suresh Babu (Department of Psychology, Sri Venkateswara University, Tirupati, Andhra Pradesh)

In this changing global scenario sales organizations have to manage change in an effective way. Emotional Intelligence plays an important role in helping the employees and management to cope with this dynamic change in the sales environment. Emotional intelligence is the employee’s ability to recognize and understand emotions and using emotional intelligence to manage oneself and his relationship with others (Singh, 2001). The application of emotional intelligence in the organization includes the areas like personnel selection, development of employees, teams and the organization. 1.to assess the impact of emotional intelligence on job performance of respondents. 2. to study the contribution of demographic variable type of company on sales executives job performance in relation to emotional intelligence. The researcher has met the participants by taking prior permission from their leadership during their periodical meetings. The academic interest of the study is explained to them and their doubts were clarified. After having willingness of the participants and consent from their leadership the questionnaires were introduced and data were collected. The study reveals that emotional intelligence has an impact on the performance of sales executives. The study reveals that there is significant impact of type of company on job performance. Emotional intelligence is an important predictor of job performance in pharmaceutical sales. Comparatively sales executives working in multinational companies have better performance than the executives of national companies.