A Literature Review of Virtual Reality Interpersonal Training for Salespeople
Rian Stephens, Anshul Awasthi, Katie Crowley, Fiona Boyle, Joseph Walsh · 2021
This literature review analyses research in virtual reality (VR) interpersonal training and applies the findings to the niche area of training salespeople. Good interpersonal skills are the primary skills required in the sales industry. VR can train interpersonal skills by immersing the user in virtual role-playing environments and simulating social interactions, which build interpersonal skills. During virtual role-play, trainees interact with virtual humans who are either agents or avatars. Agents are AI computer systems, while avatars are virtual humans possessed and controlled by the trainer. The research illustrated that VR could successfully train the interpersonal skills needed for job interviews and public speaking. This literature review also highlighted the lack of research in using VR for sales training. No studies were found that described the development of a VR system dedicated to training salespeople. The implications of these findings are discussed below. Based on this research, a VR sales training system is proposed to address this gap in the field.