Association of Marketing Theory and Practice Proceedings 2020
 

Document Type

Conference Proceeding

Conference Track

Professional Selling and Sales Management

Publication Date

Spring 3-18-2020

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.

Included in

Marketing Commons

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