Sales Skill Training in Virtual Reality: An evaluation utilizing CAVE and Virtual Avatars
Published in Paper presented at the International Conference on Human-Computer Interaction (HCII 2025), Gothenburg, Sweden, June 2025, 2025
Vona, F., Stern, M., Ashrafi, N., Schorlemmer, J., Stemann, J. & Voigt-Antons, J.-N.
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.
Recommended citation: 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.