Body Language and Sales

Authors

• Lindsay Larson, Georgia Southern UniversityFollow
• Adam Puckett, Georgia Southern UniversityFollow
• Timothy C. Heinze, California State University, ChicoFollow

Document Type

Conference Proceeding

Conference Track

Professional Selling and Sales Management

Publication Date

Spring 3-18-2020

Copyright

This work is archived and distributed under the repository's Standard Copyright and Reuse License (opens in new tab). End users may copy, store, and distribute this work without restriction. For all other uses, permission must be obtained from the copyright owners or their authorized agents.

Abstract

Utilizing professional sales competition videos taken from a university Sales program, the current study investigates the link between nonverbal gestures made by salespeople and performance scores given by professional sales recruiters watching their role plays. The results of this study may suggest a relationship between gesture use and perceptions of sales ability.

DOI

10.20429/amtp.2020.05

Recommended Citation

Larson, Lindsay; Puckett, Adam; and Heinze, Timothy C., "Body Language and Sales" (2020). AMTP Proceedings 2020. 5.
https://digitalcommons.georgiasouthern.edu/amtp-proceedings_2020/5