The nonverbal communication between customers and salespeople has been scarcely studied scientifically. This book therefore attempts to evaluate research findings on nonverbal communication for sales conversations and to supplement them with its own practical insights. The focus is on the transfer of theory to practice. This manuscript was accepted as a dissertation by the Department of Business Administration at the University of Paderborn in October 1988. My academic mentor, Prof. Dr. Peter Weinberg, has always challenged my scholarly development and has also provided me with valuable insights personally. In collaboration with Dr. Sigrid Bekmeier, several studies were conducted, the results of which have been incorporated into this work. She, along with Dipl.-Kff. Andrea Groppel and Dipl.-Kfm. Heiner Spieker, has given me many valuable suggestions.