Relationship Between Emotional Intelligence and Characteristics of Successful Sales Representative in The Perspective of Buddhist Psychology

Abstract

             The objectives of the study consisted of 1. to study the level of emotional intelligence and the characteristics of successful salespersons based on Buddhist Psychology; 2. to compare the characteristics of successful salespersons classified according to personal factors; and 3. to examine the relationship between personal factors, emotional intelligence and the characteristics of successful salespersons based on Buddhist psychology. This study was a quantitative research in nature, using a questionnaire to collect data from 385 samples of sales representatives in private organizations. By calculating the sample using Cochran’s formula for analyzing data, statistics encompassing Percentage, Mean, Standard Deviation, t-test, F-test, and correlation analysis was employed.

             The findings of the study were as follows:

1. The successful sales representatives based on Buddhist psychology had a high level of emotional intelligence in terms of self-awareness ( = 4.10), the runner-up was motivation ( = 4.09), the social skills or social abilities ( = 4.05), the self-regulation ( = 4.01), and finally, an empathy ( = 3.85).
2. From the comparison of the characteristics of successful salespersons classified according to personal factors, it revealed that sales representatives with different genders, education, job positions, and working experience had the same characteristics of successful sales representatives based on Buddhist psychology in general and in each aspect. However, differences were noted in sales representatives’ age and engagement in Buddhist activities, indicating varying levels of success traits in these aspects with the statistical significance at the 0.05 levels.
3. Regarding the relationship between personal factors, emotional intelligence and the characteristics of successful salespersons based on Buddhist psychology, it was found that personal factors encompassing age, education, years of experience, and emotional intelligence showed positive correlations with the characteristics of successful sales representatives based on Buddhist Psychology with the statistical significance at the .01 and .05 levels, with observation that the characteristics of successful sales representatives based on Buddhist Psychology had the highest correlation with emotional intelligence (r = .875), followed by education (r = .302), years of experience (r = .202), and finally age (r = .116).