Hubungan Antara Kecerdasan Emosi dan Masa Verja dengan Penjualan Adaptif

Abstract

Insurance agents as the marketers in the insurance business are the front liners for the success of the company. therefore their servicᥤ qualities need to be continuously improved. One of the service qualities which needs an improvement is their adaptive sefling. Adaptive selling is a selling way used by an insurance agent in such a way that he/she should adapt himsefflherself to their prospective customers needs and characteristics. The adaptive selling is important to improve since those insurance agents especially in Indonesia are still using conventional way; the same technique and the same approach to different persons. Two vari? ables emotional intelegent and length of stay will affect the improvement of adaptive selling to insurance agents. This research aimed to examine the COmJlatkJn between emotional intelligence and length of work with adaptive selfing of life insurance agents in Palembang branch offices. This re? search employeed a purposᥤve sampling method. The subjects of this research were 154 agents of life insurance. The data were collected by the means of two questionnaires: the adaptive selling questionnaire and the emotional intelligence quietionnaire. Data were analyned using multiple regression and product moment correlation analysis. The result of this research are: (t) there was a very significant correlation between emo? tional intelligence with adaptive selling of life insurance agents, and (2) there was not significant correlation between length of work with adaptive selling of life insurance agents