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Influence of Self-Efficacy and Emotional Intelligence on The Performance of Sales Managers: A Case of a FMCG in Nairobi, Kenya

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  • Nicholas Muasa Musau

    (Ph.D. student, PAC University, Nairobi, Kenya)

Abstract

The relationship between Sales Performance and Emotional intelligence has been a thoroughly researched construct. This study was undertaken to examine the influence of emotional intelligence and self-efficacy on the performance of sales leaders of a FMCG in Nairobi, Kenya. The independent constructs were Emotional Intelligence (EI) and Self-efficacy, and the dependent construct was Sales Performance. The research was a qualitative survey with data collected from sales managers of a bottling company in the non-alcoholic-ready-to-drink (NARTD) industry. Purposive sampling was used to select five Area Sales Managers from the five regional markets which formed the company’s total universe. Data was collected using semi-structured interviews with the five selected managers. The study found that emotional intelligence and self-efficacy indeed influenced the level of sales performance among the sales leaders of the company. It concluded that sales leaders with a higher EI and self-efficacy demonstrated good leadership traits and consequently exhibited high sales performance. The study, therefore, advocates for the development of emotional intelligence and self-efficacy in sales leaders as key enablers to sales excellence.

Suggested Citation

  • Nicholas Muasa Musau, 2023. "Influence of Self-Efficacy and Emotional Intelligence on The Performance of Sales Managers: A Case of a FMCG in Nairobi, Kenya," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 7(5), pages 841-856, May.
    • Handle: RePEc:bcp:journl:v:7:y:2023:i:5:p:841-856
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    References listed on IDEAS

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    1. N. Paparoidamis & P. Guenzi, 2009. "An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness," Post-Print hal-00325582, HAL.
    2. Sahidur Rahman & Shameema Ferdausy & Rana Karan, 2012. "Relationship Among Emotional Intelligence, Deviant Workplace Behavior And Job Performance: An Empirical Study," Portuguese Journal of Management Studies, ISEG, Universidade de Lisboa, vol. 0(1), pages 39-62.
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