Date of Award
Master of Arts (MA)
Dr. Clemm C. Kessler
It has been "common knowledge" for decades that verbal skills are necessary in selling. Many authors stress the importance of verbal skills a successful salesperson must possess (Feldman, 1974; Jones & Healey, 1973; Perry, 1975; Townsend, 1966). In this study, however, we are concerned with the nonverbal skills a salesperson must possess. How vital are nonverbal skills to a salesperson's performance? More specifically, are nonverbal skills even more important in sales success than verbal skills?
De Meuse, Kenneth Paul, "Nonverbal communication: Its importance in salesmanship" (1978). Student Work. 1302.