Date

2020

Major

Marketing (BBA)

Document Type and Release Option

Thesis (open access)

Faculty Mentor

Lindsay Larson

Abstract

This area of research focuses on the link and association between body language and success in professional sales, and whether gestures have any relationship to perceptions of the salesperson’s ability and acumen. Utilizing collegiate sales competition videos taken from a university Sales program, the current study investigates and observes the link between nonverbal gestures, body language, and sales performance scores given by professional salespeople and sales recruiters. The results of this study hopes to suggest a relationship between gesture and perceptions of skillfulness within the sales interaction to the buyer or potential client. This, in turn, would have implications for nonverbal sales training.

Thesis Summary

This research focuses on body language and how it could have an impact on a face to face sale.

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