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Emotionale Intelligenz im Vertrieb. Sind Vertriebler mit einer hohen emotionalen Intelligenz erfolgreicher?

Emotionale Intelligenz im Vertrieb. Sind Vertriebler mit einer hohen emotionalen Intelligenz erfolgreicher?

          
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About the Book

Bachelorarbeit aus dem Fachbereich Psychologie - Wirtschaftspsychologie, Sprache: Deutsch, Abstract: Die Wirtschaft und die meisten Unternehmen setzen sich jedes Jahr das Ziel, Jahres-Zielbudgets zu erreichen und den Absatz der Produkte sowie den Gewinn zu steigern. Hierfür ist es notwendig, Kunden und Kundinnen zu verstehen und deren Bedürfnisse zu erkennen. Aus diesem Grund sollte eine hohe emotionale Intelligenz im Vertriebsteam erreicht werden. In dieser Arbeit wird die These erörtert, dass Vertriebler mit einer hohen emotionalen Intelligenz ihre Jahresziele eher als andere erreichen. Dazu wurde der Forschungsansatz "Nutzen von emotionaler Intelligenz im Vertrieb - Eine Analyse, wie sich emotionale Intelligenz auf den Vertriebserfolg auswirkt" entwickelt. Damit diese These belegt werden konnte, wurden Fragebögen im Rahmen eines quantitativen Forschungsansatzes verteilt. Zudem wurde ein READ-49-Test durchgeführt, der die Emotionsfähigkeit misst. In dieser quantitativen Studie wurden den Teilnehmenden teils geschlossene Fragen gestellt, die mit Werten und Selbsteinschätzungen beantwortet werden mussten. Beim Read-49-Test wurden den Teilnehmenden 49 mimische Emotionen für 300 ms gezeigt. Die Beteiligten mussten sich dann entscheiden, welche Emotion sie gesehen haben. Daran wurde die emotionale Intelligenz gemessen und in Zusammenhang mit dem Vertriebserfolg der Vertriebsperson gebracht. Hier zeigte sich, dass die emotionale Intelligenz mit dem Vertriebserfolg korrelierte; so hatten die Teilnehmer, welche mindestens eine durchschnittliche emotionale Intelligenz aufwiesen, einen signifikant höheren Vertriebserfolg als diejenigen, die nur eine unterdurchschnittliche emotionale Intelligenz aufwiesen. Für zukünftige Forschungen sollte eine einheitliche Vertriebsorganisation mit mindestens fünfzig Teilnehmern und Teilnehmerinnen, welche die gleichen betrieblichen Voraussetzungen aufweisen, ausgewählt werden.


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Product Details
  • ISBN-13: 9783346717764
  • Publisher: Bod Third Party Titles
  • Publisher Imprint: Grin Verlag
  • Height: 210 mm
  • No of Pages: 130
  • Spine Width: 8 mm
  • Width: 148 mm
  • ISBN-10: 3346717763
  • Publisher Date: 20 May 2022
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Weight: 177 gr


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