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According to Harris, Mirabella, and Murphy, emotional intelligence includes self-awareness, self-management, self-motivation, empathy, and social skills. Such areas help a representative to understand their client, develop relationships,adapt to changing environments, and gracefully handle rejection(2012). Being a representative puts one in stressful situations. Therefore, it is essential that the individual knows how to properly manage their emotions as well as being able to treat customers or coworkers with kindness and respect.
According to Tengilimonglu, Korkmaz, and Akinchi, the ability to be social in itself is a important skill, if not the most important, in medical sales since a rep has to effectively communicate with and persuade people into purchasing the product (2004). They also mention the importance of having good manners, maturity, good hygiene, dressing well, having the required education, showing determination, and being able to plan and problem solve