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

Solideo Saripah Patara () and Fiter Abadi
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Solideo Saripah Patara: Swiss German University
Fiter Abadi: Swiss German University

A chapter in Proceedings of the 5th International Conference on Global Innovation and Trends in Economy 2024 (INCOGITE 2024), 2024, pp 963-989 from Springer

Abstract: 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.

Keywords: Salesperson Performance; Emotional Intelligence; Salesperson Skills; Training Effectiveness (search for similar items in EconPapers)
Date: 2024
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DOI: 10.2991/978-94-6463-585-0_65

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