Sales Skill Training in Virtual Reality: An evaluation utilizing CAVE and Virtual Avatars
Vona, F., Stern, M., Ashrafi, N., Schorlemmer, J., Stemann, J. & Voigt-Antons, J.-N.
Paper presented at the International Conference on Human-Computer Interaction (HCII 2025), Gothenburg, Sweden, June 2025
Abstract
This study investigates the potential of virtual reality (VR) for enhancing sales skills training using a Cave Automatic Virtual Environment (CAVE). VR technology enables users to practice interpersonal and negotiation skills in controlled, immersive environments that mimic real-world scenarios. In this study, participants engaged in sales simulations set in a virtual dealership, interacting with avatars in different work settings and with various communication styles. The research employed a within-subjects experimental design involving 20 university students. Each participant experienced four distinct sales scenarios randomized for environmental and customer conditions. Training effectiveness was assessed using validated metrics alongside custom experience questions. Findings revealed consistent user experience and presence across all scenarios, with no significant differences detected based on communication styles or environmental conditions. The study highlights the advantages of semi-immersive VR systems for collaborative learning, peer feedback, and realistic training environments. However, further research is recommended to refine VR designs, improve engagement, and maximize skills transfer to real-world applications.
Cite as
Vona, F., Stern, M., Ashrafi, N., Schorlemmer, J., Stemann, J. & Voigt-Antons, J.-N. (2025, June). Sales Skill Training in Virtual Reality: An evaluation utilizing CAVE and Virtual Avatars. Paper presented at the International Conference on Human-Computer Interaction (HCII 2025). Gothenburg, Sweden.
