Emotional Quotient of Health Care Sales Professionals in Southern Rajasthan

Abstract

This research paper tries to explore the Emotional Quotient of HealthCare Professionals in Southern Rajasthan. Emotional Quotient (EQ), often referred to as Emotional Intelligence (EI), standsasacornerstoneofhumaninteractionandsuccess,offeringanuanced understanding of our emotional landscapes and how we navigate them. The study examines the significance of Emotional Quotient skills and its impact on the working of healthcare sales professionals and how developing better EQ leads to improved working performance. A comprehensive research is conducted through review of literature which provides significant insights about EQ of healthcare sales professionals. The study reveals that higher EQ leads to better performance of professionals of healthcare.

Introduction

Emotional Intelligence (EI or EQ) has gained significant attention since the 1990s, notably popularized by Daniel Goleman’s 1995 book. EQ involves recognizing, understanding, regulating, and expressing emotions in oneself and others. It includes self-awareness, self-regulation, social awareness, and relationship management, which are critical for personal well-being, effective communication, leadership, and success in various life domains.

Healthcare sales professionals play a key role in the healthcare industry by managing relationships, complying with regulations, and promoting medical products and services. Their success depends not only on technical knowledge but also on interpersonal skills, communication, and emotional intelligence.

Sales professionals in general contribute to business growth by understanding customer needs, building relationships, and effectively communicating value propositions. Emotional intelligence enhances their ability to empathize, manage emotions, and navigate social dynamics.

Literature review shows consistent evidence that higher emotional intelligence positively correlates with better sales performance across industries including healthcare, banking, retail, and technology.

Research objectives focus on exploring the relationship between EQ and performance of healthcare sales professionals in Southern Rajasthan, aiming to develop a conceptual framework.

Methodology: The study uses descriptive and analytical research with judgmental and random sampling of 350 healthcare sales professionals from Southern Rajasthan districts. The EQ scores were calculated based on questionnaire responses, ranging from low (23) to high (115).

Results: Statistical analysis using Z-test strongly rejects the null hypothesis, indicating a significant positive relationship between EQ and performance. Higher EQ is linked to better stress management, empathy, communication, and overall effectiveness in healthcare sales.

Conclusion

The study revealed that EQ plays an important role in the performance of the healthcare sales professionals. The z-statistic of 15.83, far exceeding the critical value of 1.96for a two-tailed testata significance level of0.05, provides robust evidencesupportingthis assertion. The higher EQ scores indicate the better performance of medical representatives.

References

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Copyright

Copyright © 2025 Dr. Neha Ajmera, Dr. Kalpana Nebhinani. This is an open access article distributed under the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.