Professional Selling and Sales Management
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.
Larson, Lindsay; Puckett, Adam; and Heinze, Timothy C., "Body Language and Sales" (2020). Association of Marketing Theory and Practice Proceedings 2020. 5.