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
Summary
We evaluate a VR training program for sales conversations using a CAVE setup and avatar-mediated role-play. Compared to baseline materials, trainees show improved confidence, conversational structure, and handling of objections, with strong perceived presence and feedback usefulness. We discuss cost–benefit considerations and guidance for deploying VR sales training at scale.
Written for this site, the published abstract is at the DOI.
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.
