Introduction   EI is becoming more and more important in the pharmaceutical industry in Sri Lanka especially for medical representatives, because they need to be able to connect with the doctors. According to Fernando and Rajapaksha (2022), pharma reps with high emotional intelligence establish better relationships and have more influence on doctors' beliefs and confidence in the medications they represent. It is in this capacity that Human Resources (HR) can be instrumental in aiding representatives in the development of EI, which in turn can improve both customer relationships, and ultimately, the bottom line of the business. According to marketing research in the health care sector in Sri Lanka, 78% of doctors are more likely to spend time with a rep who shows empathy, active listening, and customized communication (Perera, 2021). Now knowing this, the HR people know what they should train their representatives, which is selfawareness, empathy, and adaptability, the three main c...