Entrenamiento de la inteligencia emocional en el contexto de la formación en ventas

ABSTRACTThe new teaching approach raised by the European Space of Higher Education puts the emphasis on the need to form the students not only in the assumption of those of specific competitions (proper of every subject) but also in the transverse competitions (which main target is the integral formation of the person and its personal growth). In this sense the integral formation of the individual supposes the development of competent subjects emotionally and not only cognitively. This work describes a teaching initiative carried out in the subject Skills of Sales. The target, ultimately, is to form competent pupils skill and emotionally, capable of facing the challenges that the current sale supposes. Simultaneously with the development of theoretical and practical classes four phases for the training of emotional intelligence of students are developed. In order to assess the evolution experienced by students about their emotional intelligence it is provided to students TMMS-24 questionnaire at the beginning and end of the course. The analysis of data is performed through the Wilcoxon signed-rank test. The results are proof of the effectiveness of actions and measures around this educational experience. This work is in line with those educational streams that support the need to introduce methods to develop emotional skills in order to simultaneously train competent socially and emotionally healthy citizens professionals.RESUMENEl nuevo enfoque docente planteado por el Espacio Europeo de Educación Superior pone el énfasis en la necesidad de formar a los estudiantes no sólo en la asunción de las competencias específicas (propias de cada asignatura) sino también en las competencias transversales (cuyo principal objetivo es la formación integral de la persona y su crecimiento personal). En este sentido, la formación integral del individuo supone el desarrollo de sujetos competentes emocionalmente y no sólo cognitivamente. Este trabajo describe una iniciativa docente llevada a cabo en la asignatura Técnicas de Ventas del grado de Administración de Empresas. El objetivo, en última instancia, es formar alumnos competentes técnica y emocionalmente, capaces de enfrentarse a los desafíos que la venta actual supone. Simultáneamente al desarrollo de las clases teórico-prácticas se desarrollan cinco fases para el entrenamiento de la inteligencia emocional del alumnado. Con el fin de evaluar la evolución experimentada por los estudiantes respecto a su inteligencia emocional se suministra al alumnado el cuestionario TMMS-24 al principio y al final del curso. A partir del análisis de los datos a través de la prueba de los rangos con signo de Wilcoxon los resultados obtenidos muestran la efectividad de las acciones y actividades emprendidas en torno a esta experiencia docente. Este trabajo se enmarca en línea de aquellas corrientes educativas que sostienen la necesidad de introducir metodologías formativas que potencien el desarrollo de las habilidades emocionales con el fin de formar a profesionales emocionalmente competentes.ABSTRACTThe new teaching approach raised by the European Space of Higher Education puts the emphasis on the need to form the students not only in the assumption of those of specific competitions (proper of every subject) but also in the transverse competitions (which main target is the integral formation of the person and its personal growth). In this sense the integral formation of the individual supposes the development of competent subjects emotionally and not only cognitively. This work describes a teaching initiative carried out in the subject Skills of Sales. The target, ultimately, is to form competent pupils skill and emotionally, capable of facing the challenges that the current sale supposes. Simultaneously with the development of theoretical and practical classes four phases for the training of emotional intelligence of students are developed. In order to assess the evolution experienced by students about their emotional intelligence it is provided to students TMMS-24 questionnaire at the beginning and end of the course. The analysis of data is performed through the Wilcoxon signed-rank test. The results are proof of the effectiveness of actions and measures around this educational experience. This work is in line with those educational streams that support the need to introduce methods to develop emotional skills in order to simultaneously train competent socially and emotionally healthy citizens professionals