The Relationship between Emotional Intelligence and Auto Sales Performance

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TABLE OF CONTENTS

Research Topic1

Research Problem1

Purpose of the Study2

Research Questions3

Research Hypothesis3

Theoretical Implications4

Literature Review4

Advancing Scientific Knowledge6

Theoretical Foundations8

Methodology9

Research Design9

Population and Sample10

Sampling Procedures11

Instruments11

Data Collection Procedures12

Data Analysis14

Ethical Considerations15

REFERENCES16

Research Topic

This research study is conducted to examine the concept of emotional intelligence in relation to auto sales performance. The research study on emotional intelligence and work organization indicated that emotional competence leads to improved organizational performance (Goleman, 1998). The organizations of sales can used the concepts of emotional intelligence to develop valuable communication and interpersonal skills needed for salespeople to develop and improve their business relationships with their customers (Deeter-Schmelz & Sojka, 2003). This research study is intended to examine the degree to which emotional intelligence is correlated with auto sales performance. It is hoped that this research study should increase our understanding of how to improve the emotional intelligence capabilities of auto sales people to achieve performance and motivation. The topic relates to the field of psychology to the extent that our ability to regulate our emotions and that of others to achieve a successful goal is one of the areas of interest in psychology.

Research Problem

In the present era auto sales industries are facing a number of problems. One of the major problems is the lack of good training mechanisms which is suitable for an increase in auto sales performance. The problem of poor sales performance which is faced by these industries is because of this problem (Carnegie, 2009). A number of sales industries do not have adequate training methods that incorporate emotional and social skills which are essential to sales performance ( Deeter-Schmelz & Sojka, 2003). Sales people are likely to lack the motivation needed to do their jobs to the best of their abilities without these skills. Especially when work tasks become more demanding than one anticipated (Mehnert 2004). When sales employees fail to meet the sales demand as hoped, they sometimes experience feeling of inadequacy and hopelessness (Mehnert, 2004).

On the other hand, partially this experience can account for auto sales employee turn-over rate; as the employees either leave or get terminated due to lack of motivation and under performance. The amount of money, time and energy spent on hiring, training and recruiting new employees to replace those who left contribute to major financial losses in the auto sales industries (Path 2007); a concern auto sales management found to be a major problem with auto sales organizations (Ransom, 2008). For example, between 2006 and 2007, turnover rate in the retail automotive industry was around 7 percent, and the national turnover rate was running at about 3 percent (Path, 2007).

The objective of the current study is to evaluate auto sales industry using emotional intelligence as independent variable and sales performance as dependent variable with the attempt to search for the relationship between the two variables. The aim is to include the concept of emotional intelligence in auto sales training and development if necessary, to help promote employees motivation and work ...