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The role of Social Selling and Emotional Intelligence in the sales process

Pereira Cândido, Rui Tiago
(2021)

Files

PereiraCandido_03681900_2021.pdf
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Details

Supervisors
STEILS, Nadia
Faculty
Louvain School of Management
Degree label
Master [120] en sciences de gestion, à finalité spécialisée
Abstract
Subject description: In an era where machines play a major role in society, the human aspect tend to be forgotten. With social media, new ways of doing business appeared, focusing more on human connection. Companies don't do business with companies anymore, but humans interact with, exchange, listen to and trust other humans and eventually find a win-win partnership that helps to increase a company's success. Salespeople start to give extra importance to emotional intelligence (EI) and social selling and strength the sales process with those concepts. Thesis objective: The aim of the thesis is to have a deeper view regarding EI and social selling, and to understand if those concepts have a role to play in the sales process used by sellers today. This thesis looks to answer two specific questions: 1) What is the role of social selling and EI in the sales process, and 2) in which step of the sales framework those concepts bring their major contribution. To answer those questions, this thesis will follow a qualitative research.