Emotional intelligence: A critical success factor for selling funeral policies

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dc.contributor.author Shiri, AT
dc.contributor.author Chitakunye, P
dc.contributor.author Fields, Z
dc.date.accessioned 2018-07-23T13:28:42Z
dc.date.available 2018-07-23T13:28:42Z
dc.date.issued 2014
dc.identifier.citation Shiri, A. T., Chitakunye, P., & Fields, Z. (2014). Emotional Intelligence: A Critical Success Factor for Selling Funeral Policies. Mediterranean Journal of Social Sciences, 5(20), 381-389 en_ZA
dc.identifier.issn 2039-2117
dc.identifier.uri https://hdl.handle.net/10539/25159
dc.description.abstract This study contributes to a deeper understanding of emotional intelligence as a critical success factor in the selling of funeral insurance policies. Insights are drawn from a quantitative study that adopted a convenience sampling approach. The study tested the extent to which emotional competencies are related to job performance of funeral policy sales agents. Thirty Eight (38) agents from an insurance firm in the Midlands province of Zimbabwe participated in this study. A Schutte emotional intelligence test was used to test their overall emotional intelligence as well as their four competencies of emotional intelligence. Agents also responded to questions that tested their ability to handle client rejection and supplied other relevant data, such as age and work experience. The data was analysed using SPSS, and the output revealed that there was a positive relationship between emotional intelligence and performance. The results also revealed that some of the competences on emotional intelligence were insignificantly related to sales agents’ performance while others, such as appraisal of emotion and social skills, were significant. The results confirm that emotional intelligence is an important critical success factor in the insurance industry and management should utilise it in planning. en_ZA
dc.language.iso en en_ZA
dc.rights Copyright © MCSER-Mediterranean Center of Social and Educational Research en_ZA
dc.subject Emotion segregation en_ZA
dc.subject Social intelligence en_ZA
dc.subject emotional intelligence en_ZA
dc.subject Critical success factors en_ZA
dc.title Emotional intelligence: A critical success factor for selling funeral policies en_ZA
dc.type Article en_ZA
dc.journal.volume Vol 5 en_ZA
dc.journal.title Mediterranean Journal of Social Sciences en_ZA
dc.description.librarian KIM2018 en_ZA
dc.citation.doi 10.5901/mjss.2014.v5n20p381 en_ZA
dc.citation.epage 389 en_ZA
dc.citation.issue (20) en_ZA
dc.citation.spage 381 en_ZA


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