Abstract
An exploratory investigation of selected voice characteristics of 21 direct salespeople revealed that rate of speaking, average pause duration, and fundamental frequency contour were significantly related to a measure of output sales performance. Although a sample of 26 housewives (who constituted the target market for the product being sold) was able to distinguish among the speaking rates of the salespeople, there was no relationship between either the housewives' perceptions of the salespeople based on their voice characteristics or between perceptions and output sales performance. Relative to a comparison group of 13 nonsalespeople, the salespeople spoke more rapidly and produced fundamental frequency contours that fell more.
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