In this study, the domain specific framework developed by Verbeke et al. (2004) has been applied to identify the dimensionality of Emotional Competence (EC) skills of Indian salespeople. An effort has been made to identify the EC proficiencies of salespeople of India. A random sample of 480 salespeople (120 each from insurance, automobile, pharmaceutical and telecom industries) was selected from different companies. The sample was drawn from northern states like Punjab, Himachal Pradesh and National Capital Region of New Delhi. After scrutinizing the filled questionnaires, responses of 400 salespeople (100 each from respective industries) were finally selected for the analysis. Six emotional competence proficiencies have been found, which represent the EC skills of the Indian salespeople. These proficiencies are—Ironic Perspective, Authentic Dealing, Empathy with Customers, Emotional Acceptability, Ethical Emotional Flexibility and Self Presentations. Findings are similar to the results of studies conducted in other countries.

Emotional Competence (EC) is a developed ability and skills in the areas of self-awareness, self-regulation, social awareness and relationship management. These skills are nurtured, developed, and practiced until they become competencies and serve as a resource. EC determine how we manage ourselves. An EC is a learned capability based on emotional intelligence that results in outstanding performance at work (Goleman, 1995 and 1999; and Verbeke et al., 2007).

EC is demonstrating one's learned abilities and knowledge-building attitudes related to one's cognitive, affective and social aspects of emotional intelligence in our environment. In the era of increased competition, for human resource development, business organizations of all kinds are using EC to develop, train and educate employees for best of performance.

At the workplace, we normally focus on technical skills, policies, and organizational processes. But over the last decade, another important ingredient of success has emerged: EC. This cluster of skills includes self-awareness, the management of emotions and relationships, and the ability to develop social skills in others. Many organizational experts say that EC may be far more important to business success than any other single factor. High EC gives people in any size organization the ability to face challenges and unlock the potential that leads to resounding victories. Researchers have suggested that as we move toward an era of networked organizations, people's ability to manage emotions will be the key (Gibson, 1997; and Salovey et al., 2000).

Marketing Management Journal, Emotional Competence, EC, Self-Awareness, Self-Regulation, Social Awareness, Relationship Management, Human Resource Development, HRD, Business Organization, Organizational Process, Decision Making, Emotion Management Skills, Measure of Sampling Adequacy, MSA, Ethical Emotional Flexibility.