oa South African Journal of Economic and Management Sciences - Sales call anxiety: investigating the role of fear in a selling situation

Volume 5, Issue 3
  • ISSN : 1015-8812
  • E-ISSN: 2222-3436



The main objective of this study was to investigate sales call anxiety (SCA) amongst insurance sales staff in Port Elizabeth. The study was based on past research and uses a modified questionnaire developed in previous research. The sample (N=112 sales persons) was drawn using a simple random sampling technique. Results confirm four dimensions of SCA identified by Verbeke and Bagozzi (2000), namely negative self-evaluation, negative evaluation from clients, physiological symptoms and protective actions. Significant differences in SCA between black and white salespeople were further observed. These findings have important implications for training of salespeople.

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