The four branch model as the construct of emotional intelligence: (1) the ability to accurately perceive, appraise and express emotion; (2) the ability to use emotion to facilitate thinking; (3)the ability to understand the temporal course and probable outcome of emotions; and (4) the ability to regulate emotions effectively.

Today’s marketing environment is complex; the market is extremely competitive, technology is making alternatives and low distribution methods possible, product life cycles are accelerating, and customers are becoming less loyal and more sophisticated while at the same time becoming more demanding. As a result, the nature of buyer seller exchanges and account management has shifted from a simplistic production and sales perspective to a more complex role of partnering with customers.Thus the person is able to achieve this goal using the EI.

Emotional intelligence is the ability of a person to identify their emotions and then manage and regulate their emotions. EI also includes being able to identify the emotions of others and manage interactions with them based on the emotions they identified. You can know if you have EI when you are able to pick up on your emotions and realize how they are affecting your actions and managing your actions after picking up on the emotion. I think EI Isaac important ability to have as it can improve your relationships with other people and yourself.
EI is an important consideration in marketing because it allows a company the ability and knowledge of knowing who their customers are, what they feel, their interest, etc. Knowing the mood and feelings of the type of customer a company is trying to attract will allow them to better target their marketing approach.
In the case of medical devices I believe EI would benefit in sales and marketing by being able to empathize with their target customer and advertising to the customer in a way that shows the company is sensitive to and understands what the customer is dealing with.

I agreed with previous posts (from @aaq2 & @ppp23 ...) about the definition of EI, the importance of EI in marketing and Kidwell's paper. I also think that EI is essential in marketing
However, I would like to add a few points about the "cons" of EI that haven't been mentioned. I believe these points are not "negative" but they are something worth paying attention to.
1. "It can be used to manipulate people". This one is quite self-explanatory.
Emotions are one of the major parts of our existence. When those emotions are translated as a skill, then it becomes another tool to manipulate someone to do what you want them to do. So it could be used wrongly, could create harms for others or just purely for personal gains.
2. "It prevents people from using their critical thinking skills". You may disagree but this is an interesting thought. When someone knows how to convey and use their emotion, they can get others to relate to them easily. When these emotions are presented strategically into a meeting, presentation, speech, the ones who are exposing to these expressed emotions begin to get emotional themselves. Therefore, critical thinking is hindered to some extent. For example, you may know/know of some very influential people. Sometimes, what they say may not be correct but whenever they say it, it always sounds convincing and agreeable. Or an employee can be great at his job selling thanks to his great EI but may not have great ideas contributing to the company's strategies/tactics and he can also "sell" his boss into those not-so-great ideas. So, it could work both ways.
3. "Emotional intelligence is good for simple emotions but it doesn’t get at the complex dynamics that play out in a workplace, where you’re in multilateral relationships"-Dinesh Sharma-Psychologist, Fordham University. The ways people feel and convey their emotions differ greatly between individuals. Especially during globalization, when you add race, ethnicity, gender, religious beliefs, social mores, and other factors in the mix, all of this make things a lot more complicated.

References:
1. https://www.fastcompany.com/3060123/the-career-limitations-of-emotional-intelligence
2. https://brandongaille.com/12-pros-and-cons-of-emotional-intelligence/ (I only agree with a few points taken from this article, stated in the post).

EI is integral in being successful in selling. I agree with @aaq2 of the definition of EI and the importance of EI in Marketing as illustrated in Kidwell’s paper. For a company or sales rep to identify and have the ability to understand the customer needs and customer responses and how to address those needs. As you mentioned in lecture for direct sales, it requires an outgoing person who is not afraid to approach a stranger to start and keep a conversation. Someone who exudes confidence and is able to work a room. Someone who is personable and really make personal connections with the customer. EI is important for marketing, such as direct marketing of medical devices to surgeons. For example a medical sales rep, would need to build a relationship with surgeons on a personal level. Maybe playing a round of golf, and then grabbing dinner in order to relate on a personal level in order to gain trust. Building trust is key in a sales relationship. Once the surgeons trust you, they are then comfortable doing business with you. Like you stated in lecture, then you even build the personal relationship to include introducing your family members so that you have a deep personal relationship which allows you to have a steady channel of business through that particular surgeon. It would be hard for surgeon to yes to a new sales rep he never met vs one that he plays golf with, watches college football, and has kids on the same soccer team. Therefore I think EI is very attractive method to be used when marketing and the direct sales approach is successful when marketing medical devices.

Emotional Intelligence is someone’s ability to recognize and understand others’ emotions and project theirs onto others. There are various exams that can be taken to assess an individual’s level of emotional intelligence but at the same time, it is important to realize that it can be improved through practice and careful observation. One can learn more about human interaction and improve their emotional intelligence through constant interaction with others. It is important to have good emotional intelligence because it allows for people to build connections and to empathize with others.
EI is important because sellers should be able to relate to their customers. For example, for people who suffer from hair loss, you can sell a product that appeals with them, giving them the chance to regain their confidence and be able to “fit” back into the normal society. Just like music, it is important to be able to relate to the listeners. Artists must make songs that would make their listeners feel some type of way about their music because appealing to their emotions is more important since emotions can control decision-making.
In terms of medical devices, some companies or marketing approaches target consumers and their impairments and its effects. In terms of lower extremity implants, people such as veterans and older people are shown the possibilities of what it would be like if they regain their limbs. This makes the product attractive for them which then becomes a subject of conversation when they talk to their physicians.

Emotional Intelligence (EI) is an individuals ability to interact and understand other individuals mood, behavior, wants and needs. EI will affect selling because it can allow a sales person to choose and say the right things to a customer. By observing who you are selling to you can understand what type of person they are, what type of tone and dialogue to use in conversation, whether to be very straightforward or whether you can talk about other things unrelated to the product you are selling. It will also allow you to handle situations in which each individual has different personality traits that you will need to relate to. By having a high EI you can understand where you customer is coming from, what they want to hear and what they want to get out of your interaction, which can enable you to manipulate your customer. If you know what it takes to make them happy, engage in conversation and commit to investing in a product, it will allow the Sales Representative to find a way to meet those needs. Also, by becoming friendly with your customer it allows you to make easier conversation about the device you are trying to sell so that the sales representative does not come off as too aggressive or needy in what they are trying to obtain.
In terms of marketing, EI will allow the company to promote their device in a way that best grabs the attention of the audience they are looking for. They can use certain references, highlight certain features, and display certain images that they know will grab their customers attention, change their mood and way of thinking and pursue them into buying your product. By being able to regulate what you say you give the company a better chance of manipulating the customers.
Cases in which a new medical product such as a new hip stem or knee replacement come out into the market, the sales team and marketing team will need high EI in order to effectively sell their product. They will need to know how to get a doctors attention, how to interact with their customers, and how to make their doctor feel comfortable and confident that this product is the best he can get and that he can trust the person who is selling him that product. Customers can be very hesitant when it comes to new things, because they do not always know if this new product is better than the old one, is worth spending more money, or if it is everything they expect it to be. By having a high EI, Sales representatives will give this customer the assurance they need, building a solid relationship that can last years as your company develops new products. In addition, if marketing does not understand their audience, then they can potentially sell to the wrong crowd, draw attention from people who will not actually buy the product, or scare off those who would. EI is extremely important and can give a company the competitive advantage they need over competitors.
EI can be obtained through practice and observation. By conversing and interacting with more people, you will become better at reading individuals body language, mood, tone, and personality traits. You will also get better a simple conversation, where you can talk about something unrelated to the product itself. If you wish to be in sales and marketing I think each individual needs a high EI to truly succeed.

Emotional intelligence, as previously said, is the measure of someones ability to sense emotions in other people. But, it also measures how well the person knows their own emotions. In marketing, you need to keep a cool head. People react more positively if you are calm, concise, and passionate. As a marketer, you are the face of the company. You cannot become easily frazzled if the customer asks a difficult question. If you do not know, you must remain calm. Serenity and focus are seen as strong attributes. As crazy as it sounds, a big part of the sales pitch is not the data, but getting along with the customer. If the customer perceives you as strong or reliable, it will be exponentially easier to sell your product. Emotional intelligence is most useful when explaining side effects. Many potential customers might get hooked on the fear of side effects and not buy the product, especially in medical devices. The marketer needs to keep both their and their customer's emotions in check to avoid the sharp crevice of fear paralyzation.

"Emotional Intelligence" is like some magical tool within some people; especially as it is made to sound in "Emotional Intelligence in Marketing Exchanges" by Blair Kidwell et al. To my understanding, this is just another one of those drives by the psychologist to understand man. Sorry to say, I experienced no satisfaction in all the efforts made to be convincing.

As human beings, we are born with the instinct to want to live on. Naturally, therefore we must thrive to communicate with others effectively to achieve our objectives. We started doing this with our parents, then our friends, and with strangers we knew nothing about.

According to Prof. Simone, sale is an act to convince someone else to change their mind, and marketing an act to get someone else to see that they need what we have to offer. What prevents the ability developed in our need to want to live on from kicking in as we attempt to make a sale, execute marketing or carry out a management function?

Fortunately, some people are born with the ability to be eloquent. Education then comes in to nurture such an individual to be cautious, and respectfully convincing as they carry out the art of sale, marketing or management.

What I am really saying is that Emotional Intelligence is inherent in us all; some just become nurtured into becoming expert salesmen, excellent marketing agents or great managers. It is an instinct in us.

Emotional intelligence (EI) refers to having the ability to recognize and understand emotions and their impact on behavior and attitudes. Those who have a high degree of EI are in tune with both their own emotions and the emotions of other people with whom they come in contact. EI involves being sensitive to and perceptive of other people's emotions, and have the ability to intuitively facilitate improved performance based on this knowledge. The modern workplace is characterized by open communication, teamwork, and a mutual respect among employees and their supervisors. EI has effects on the sales since the customer has created a trust. Consumers don’t want to do business with someone whom they don’t trust. Managers with emotional intelligence understand that their staff members are people first. EI is needed because it includes self-awareness, self-regulation, motivation, empathy, and people skills. By these skills the employees can understand their own strengths and weaknesses which allows for motivating others. Having EI gives success because it gives a better understanding of needs of the customer.

Emotional Intelligence (EI) is the level of intelligence one possesses when analyzing the emotional state or condition that another individual is in so that they can be engaged in a way that is beneficial to both parties. One can determine if they have EI based on their ability to influence others, however, as mentioned in the Kidwell paper (1), it is possible to have EI in some areas (marriage, music) while having none in others (marketing, selling). The analysis of one's EI is measured by the subjects themselves by self-reporting, which of course is inaccurate since there is no unbiased researcher present. An online search for improving one's EI (2) states methods such giving the benefit of the doubt when facing an individual who comes off as frantic or aggressive, reducing one's own fear of rejection (which can inhibit one's ability to make future sales), and of course, stress management and staying cool (which can simply be done by avoiding caffeinated beverages and high-temperature environments). EI is definitely a necessity when marketing and selling a product to a customer, mainly because a customer would rather feel convinced that they need a specific product/medical device instead of feeling swindled and taken advantage of. According to the Kidwell article, one way EI affects success in selling is that a seller with a strong EI is able to amplify a seller's positive emotions while avoiding their negative ones, without having to exaggerate or repress information about the product itself. EI also works in marketing in that it prevents marketers from not feeling discouraged or a loss of confidence after failing to make a sale. Instead they will accept any constructive criticism that they received and apply it to the next sale without feeling disheartened.

One case in which EI would be important in medical device sales/marketing would be dealing with a customer who is easily frustrated with a product's complexity and application. Having a strong EI would allow a seller, along with a marketing team to alleviate the consumer's frustration by taking specific actions when interacting with the consuming party. Such actions, according to the Kidwell paper, include being able to perceive a customer's emotions through characteristics as simple as facial expression in order to have a basic sense of their current state of mind. Facilitation refers to simplifying the buyer-seller interaction, such as by using guilt as a tactic to urge someone to make an expensive purchase: "The upside to this portable dialysis device is that your ill mother no longer has to take long risky trips to the clinic everyday!" Understanding one's emotions also improves one's empathy, which is used to convince a consumer that the seller has their best interests in mind and would never consider selling them a medical device that poses significant risk. Finally, managing one's emotions will allow a buyer to feel comfortable with their purchase, which can be done by assuring them that they made the right choice and even sending follow-ups to the buyer to show interest in whether or not the product is meeting its expectations.

While EI is perceived to have a positive effect on both the buyer and the consumer, it is also said to have negative attributes correlated with it (3). For example, notorious leaders such as Musolinni and Hitler are said to have used EI to ignite their movements towards ill agendas, while medical device sellers today can also use what they know in EI to manipulate consumers into buying an extravagant device. Are there any other examples of such unfavorable qualities in EI and what could the outcome be if they were applied at the marketing of medical devices? Is it important for marketing companies to hold EI seminars/courses for educating sellers knowing that it could enhance their ability to manipulate others?

References:

(1) Kidwell, Blair "Emotional Intelligence in Marketing Exchanges" (2011), Journal of Marketing
(2) Ni, Preston "How to Increase your Emotional Intelligence - 6 Essentials", (2014) Psychology Today
(3) Grant, Adam "The Dark Side of Emotional Intelligence" (2014) The Atlantic

EI, or emotional intelligence, is the ability to understand one's own emotions as well as the those of other people. EI is used a lot in marketing because it allows companies to focus on things that will grab peoples' attention and influence them to buy the product they're trying to sell. If a company knows what the target audience's interests are, it will be easier for them to cater their advertisement to those customers. Medical device marketing techniques involve EI in order to relate to whatever sickness or ailments the patient might have. This is why a lot of commercials for drugs that are for the elderly focus on daily activities that are more applicable to their life so it seems more relatable.

Emotional Intelligence (EI) is the ability to recognize one's own emotions and feelings and of those around them. One will know if they have EI based on how they are able to cope with their own emotions and control their behavior accordingly. They will also be able to understand the behavior and thinking of others based on their emotions and act accordingly. One can be more emotionally intelligent by social interaction and practice. Empathy is also key in understanding other's emotions. Companies rely on trends and customer reviews for EI.
EI, in this generation is heavily used for marketing and sales purposes. Companies lure in customers by positive reinforcement and emotional attachment. The reason companies use EI is because of competition. When similar products are on the market, with similar functions and features, companies need to do more than just present their product to get more customers. So they attract them using EI.
EI can affect the customer as it might present the product differently and affect how the people perceived it. The food industry especially does a lot of this with un-realistic and off-menu food posters, they also use rewards apps that connects the customers to the product at all times.

Emotional Intelligence is defined as understanding moods, behavior, and impulses to match certain level. A person should have better understanding and mature emotions to negotiate with others. To know whether we have it or not is proved by its 5 main features: self-awareness, self-regulation, motivation, empathy, and skills. We get this by collecting information from others, that is done by asking people for their opinions, observations, reflecting emotions, learning from critics,thinking before acting, and understanding the responses. EI is important as qualities that come from it are important like self-awareness. motivation etc. By this workers will understand their own strengths and weeknesses. It would affect the selling as those who understands these will get along with customers easily. It increases sale and interest in the product. Just by involving 5 strategies company would raise its growth and build trust.

EI, or emotional intelligence, is the ability to recognize and modulate one's own emotions, and to recognize the emotions of those around them. This is an important quality for a businessman or anyone in a company who interacts with anyone to have. It creates a pleasant work culture and boost productivity when people are happy with their co-workers. EI is also important for a company to use in regard to advertising and customer appeal. If a company truly understands and empathizes with their customers, they are more likely to succeed.