The Impact of Emotional Intelligence, Salesperson Skills, and Training Effectiveness Toward Salesperson Performance in Mining Heavy Equipment Companies

DOI

10.2991/978-94-6463-585-0_65How to use a DOI?

Keywords

Salesperson Performance; Emotional Intelligence; Salesperson Skills; Training Effectiveness

Abstract

The heavy equipment and automotive industry are intricately interconnected with the coal mining sector, given that they serve as the primary machinery utilized by contractors in coal mining projects. Given the substantial business opportunities within the mining companies, the Salesperson Performance in these companies has become a focal point in sales force management. However, the Salesperson Performance is subject to various influencing factors. Therefore, this research seeks to evaluate relevant prior studies across diverse sectors and clarify the impact of key variables—namely, Emotional Intelligence, Salesperson Skills, and Training Effectiveness—on Salesperson Performance in mining heavy equipment companies. The study involved 136 respondents employed in 11 mining heavy equipment companies. The findings revealed a significant impact of Emotional Intelligence, Salesperson Skills, and Training Effectiveness on Salesperson Performance, notwithstanding certain dimensions of these variables exhibiting a less significant relationship.

Copyright

© 2024 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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TY  - CONF
AU  - Solideo Saripah Patara
AU  - Fiter Abadi
PY  - 2024
DA  - 2024/12/11
TI  - The Impact of Emotional Intelligence, Salesperson Skills, and Training Effectiveness Toward Salesperson Performance in Mining Heavy Equipment Companies
BT  - Proceedings of the 5th International Conference on Global Innovation and Trends in Economy 2024 (INCOGITE 2024)
PB  - Atlantis Press
SP  - 963
EP  - 989
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-585-0_65
DO  - 10.2991/978-94-6463-585-0_65
ID  - Patara2024
ER  -