La Interrelación de la Inteligencia Emocional con los Procesos Comerciales de la Organización RX S.A.

Abstract

The purpose of this investigation job is to raise, as a main objective, the development of a model that allows to stablish the relation and use of the components of Emotional Intelligence, effectively applied to the RX S.A sales team.

The Organization RX S.A has a qualified sales team with a great performance, with fulfilment of objectives, with excellent relationships towards the external customer, with continuous training in sales, however extensive evidence has been found about weaknesses to the internal customer service and the way they relate with them (Collection, logistics, administrative, Engineering, etc), these weaknesses can be identified as a lack of empathy and the capacity to recognize the Internal customer needs that enables fast progress and effectively fulfilment of RXS.A objectives.

For that purpose, a study was carried out, the kind of descriptive and correlational investigation through a psychometric test based on the Daniel Goleman´s model, with questions with four options (Likert model), this model was presented to the RX S.A sales group, formed by 11 Account Managers which are in the main cities of Colombia, 5 sales Assistants with base in Bogota, Cali, and Medellin and two Sales Managers based on Bogota. The findings point to there are weaknesses in the correct way to attend the needs of the internal customer, this situation impacts the correct development of the company goals. Based on the obtained results, it is recommended to work on aspects concerned E.I in the Sales team of RX S.A.