Faculty Seminar Series (FSS) #6

The sixth session of the Faculty Seminar Series (FSS-06) was held on 21^st November 2024, at LIBA’s Learning Gallery 4. Dr. Sunil Vakayil, Associate Professor of Marketing, presented on “Neuro-Linguistic Programming (NLP) in Sales Communication,” exploring how NLP techniques like rapport-building and understanding customer perception can enhance sales strategies. He reviewed 59 articles and identified research gaps, particularly in the Indian context, proposing questions on sales expertise and NLP acceptance in Tamil Nadu. His study of 400 respondents from Chennai Mobiles highlighted key factors for sales success, including executive style and socio-economic influences. He also addressed debates on NLP’s scientific validity and called for further empirical research to establish causality and broader applicability.