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SELLING HOME FURNISHINGS A Training Program CONTENTS FOREWORD Unit I THE SALESMAN AS A BUSINESS BUILDER
SPECIALIZED SELLING OF HOME FURNISHINGS AS A CAREER
MODERN METHODS ARE DESIGNED TO MEET CHANGING CONDITIONS
INCREASING SALES AND EARNINGS
INCREASE THE DAILY AVERAGE NUMBER OF CUSTOMERS INCREASE THE AVERAGE PERCENTAGE OF CUSTOMERS SOLD INCREASE THE AVERAGE VOLUME OF EACH SALE
FUNDAMENTALS FOR GOOD SELLING
BE TACTFUL DON'T INTERRUPT AND DON'T EXAGGERATE BE SINCERE DON'T TALK TOO MUCH BE READY TO ANSWER OBJECTIONS POINTS TO REMEMBER IN SELLING
THE DAILY CHECK-UP—A PERPETUAL INVENTORY
APPEARANCE MANNER LANGUAGE ACTION
QUESTIONS SUGGESTED READING LIST
Unit II TECHNIQUE OF SALESMANSHIP
SALE OBJECTIVES STARTING THE SIMPLE SALE
THE HAPHAZARD METHOD THE HIGH-PRESSURE METHOD THE SCIENTIFIC METHOD
THE ALL-IMPORTANT INTERVIEW
OPENING THE INTERVIEW UTILIZING THE CUSTOMER'S ANSWERS USE JUDGMENT IN SHOWING MERCHANDISE
THREE GENERAL CONSIDERATIONS FOR CLOSING SALES
BE PREPARED TO CLOSE A SALE AT ANY POINT PROCEED WITH CAUTION UNTIL YOU KNOW THE CUSTOMER'S BUYING MOTIVES DON'T QUOTE A PRICE—UNLESS YOU ARE ASKED FOR IT
MEETING THE CUSTOMER QUESTIONS SUGGESTED READING LIST FOOTNOTES:
Unit III SALESMANSHIP APPLIED
HOW TO DEMONSTRATE VALUES
KNOWLEDGE OF MERCHANDISE MUST COME FIRST SELLING MATERIALS AND CONSTRUCTION
CONTRAST IN BUYING METHODS OF WOMEN AND MEN
WHO BUYS THE HOME FURNISHINGS? WHY FIRST IMPRESSIONS ARE VITAL DEALING WITH WOMEN CUSTOMERS RECENT SURVEY REVEALS NEW VIEWPOINTS OF VITAL INTEREST[3]
ENRICHING YOUR VOCABULARY
SUGGESTIONS FOR BUILDING YOUR VOCABULARY
HIDDEN FACTORS THAT INCREASE SALES QUESTIONS AND EXERCISES SUGGESTED READING LIST FOOTNOTES:
Unit IV STYLE AS A SELLING FACTOR
SIGNIFICANCE OF STYLE PERIOD STYLES FROM RENAISSANCE TO EARLY COLONIAL
THE ITALIAN RENAISSANCE THE SPANISH RENAISSANCE THE FRENCH RENAISSANCE (FRANCIS I, 1515-47; HENRY II, 1547-59) THE ENGLISH STYLES EARLY GEORGIAN FURNITURE THE CHIPPENDALE FURNITURE STYLE THE ADAM STYLE THE HEPPLEWHITE FURNITURE STYLE THE SHERATON FURNITURE STYLE
AMERICAN STYLES
THE EARLY COLONIAL PERIOD THE LATE COLONIAL PERIOD THE FEDERAL PERIOD THE MODERN STYLE (L'ART MODERNE)
USING STYLE APPEAL IN SELLING
HOW FURNITURE KNOWLEDGE IS SPREADING WHAT SUCCESSFUL STYLE SELLING INVOLVES DRAMATIZE YOUR MERCHANDISE STYLE APPEALS BASED ON PERIOD DECORATION TWO CLASSES OF EXCEPTIONAL CUSTOMERS
QUESTIONS SUGGESTED READING LIST FOOTNOTES:
Unit V FURNITURE WOODS—THEIR ORIGIN AND USE
VALUE AND PRICE IN RELATION TO HOME FURNISHINGS
YOUR OWN BUYING HABITS TWO STAGES IN SELLING CONSTRUCTION LESS INTERESTING TO WOMEN THAN MATERIALS HOW THIS ATTITUDE OF MIND AFFECTS OUR INTERESTS
PRINCIPAL FURNITURE WOODS
A LIST OF THE LEADING FURNITURE WOODS
MAKING THE MOST OF WOOD STRUCTURE AND ITS APPEAL TO THE EYE
VENEER AND PLYWOOD ADVANTAGES OF PLYWOOD BOTH SOLID AND VENEER AVAILABLE IN WOOD FURNITURE SELLING VENEERS WITHIN PRICE RANGES
IMPORTANCE OF CRAFTSMANSHIP
QUALITY OFTEN CONCEALED MODERN FACTORIES BUILD CONCEALED VALUES INTO MANY PRODUCTS USE OF WOOD FREE FROM DEFECTS USE OF WOOD WITH CORRECT MOISTURE CONTENT CHAIRS, TABLES, AND CASE GOODS HAVE CONCEALED VALUES UPHOLSTERED FURNITURE CONCEALED VALUES IN UPHOLSTERED FURNITURE REED FURNITURE THE APPEAL OF FINISH WOOD FINISHING BLOND FURNITURE WOODS
QUESTIONS AND EXERCISES SUGGESTED READING LIST
Wood Finishing.
FOOTNOTES:
Unit VI SELLING SLEEP EQUIPMENT
SELL EQUIPMENT TO MEET CUSTOMER'S NEEDS
WHAT DOES THE CUSTOMER NEED? STRESS OUTSTANDING FEATURES AND SELL BETTER BEDDING VAST REPLACEMENT MARKET YOU MUST KNOW YOUR MERCHANDISE SELL THE IMPORTANCE OF GOOD REST HOW TO OVERCOME PRICE OBJECTIONS
MATTRESSES AND SPRINGS
MATTRESSES MATTRESSES AS OLD AS CIVILIZATION THE INNER-SPRING MATTRESS METAL-TIED UNITS CLOTH-POCKETED UNIT CHARACTERIZATION OF A GOOD INNER SPRING UPHOLSTERY OF INNER-SPRING MATTRESSES INDEPENDENCE OF ACTION THE SOLID MATTRESSES THE COVERING MATERIAL UPHOLSTERING AND TAILORING DETAILS BEDSPRINGS SUGGESTIONS FOR THE SALESPERSON
PILLOWS
TYPES OF PILLOWS
STUDIO COUCHES AND SOFA BEDS
THE STUDIO COUCH SOFA BEDS
QUESTIONS SUGGESTED READING LIST
Magazine Articles.
Unit VII AN INTRODUCTION TO THE ART OF INTERIOR DECORATION
INTERIOR DECORATION AS A SELLING METHOD EMOTIONAL VALUES OF LIGHT, COLOR, LINE, AND PROPORTIONS
LIGHT AND SHADE COLOR TERMS LINE AND FORM PROPORTION SOURCES OF INSPIRATION SUMMARY
COLOR MANAGEMENT IN DECORATION
PLANNED PROCEDURE FOR THE SALESPERSON THE SALESPERSON AS INTERPRETER OF APPRECIATIONS
PRINCIPLES OF FURNITURE ARRANGEMENT
GET A CENTER OF INTEREST FIRST BALANCE AND COLOR HARMONY PHYSICAL AND EMOTIONAL HARMONY SUGGESTIONS FOR ROOM COMPOSITION QUESTIONS
SUGGESTED READING LIST FOOTNOTES:
Unit VIII FLOOR COVERINGS AND FABRICS
DRAPERY AND UPHOLSTERY FIBERS AND FABRICS
FIBERS AND THEIR ORIGINS DRAPERY AND UPHOLSTERY FABRICS
FLOOR COVERINGS
ORIENTAL RUGS[21] EUROPEAN HAND-KNOTTED PILE CARPETS FLOOR TAPESTRIES CHENILLE CARPETS AND RUGS[22] WILTON CARPETINGS AND RUGS[23] BODY BRUSSELS CARPETS AND RUGS AXMINSTER CARPETS AND RUGS TAPESTRY BRUSSELS, VELVETS, AND WILTON VELVETS LINOLEUM CARE OF LINOLEUM FIBERS AND RELATED RUG TYPES PROPER CARE OF FLOOR COVERINGS[24]
SELLING COVERINGS FOR OTHER FLOORS[25] USE OF ENSEMBLES IN SELLING[26] QUESTIONS SUGGESTED READING LIST FOOTNOTES:
Unit IX FURNISHING THE LIVING ROOM, HALL, AND DINING ROOM
FURNISHING THE LIVING ROOM
OPPORTUNITIES FOR IMPROVEMENT EVERYWHERE ARCHITECTURAL AND DECORATIVE STYLE LIVING-ROOM WALL TREATMENTS FLOOR COVERINGS FOR THE LIVING ROOM LIVING ROOM WINDOW TREATMENTS FURNITURE AND FURNITURE GROUPINGS AVOID REPETITION OF UPHOLSTERY PATTERNS
DISTINCTIVE HALL FURNITURE
HALL DECORATIONS: PRINCIPLES, PROCESSES, AND MATERIALS HALL FURNITURE MUST BE DISTINCTIVE STRENGTHEN DOMINANT ELEMENT
SECURING HOSPITABLE DINING ROOM ATMOSPHERE
SECURING A HOSPITABLE ATMOSPHERE DINING ROOM WALLS DINING ROOM FLOOR COVERINGS DINING ROOM WINDOW TREATMENTS DINING ROOM LIGHTING DINING ROOM FURNITURE COMBINATION LIVING ROOM AND DINING ROOM
ENSEMBLE SELLING
THREE FORMS OF COMPETITION WHAT SHOPPERS REALLY WANT THE "ROOM PICTURE" METHOD THE SHIFT FROM UNIT TO ENTIRE ROOM WHY CUSTOMERS ARE DISAPPOINTED NATURALNESS ESSENTIAL IN ENSEMBLE SELLING SELLING THE COMPLETE ROOM OR COMPLETE HOUSE ENSEMBLE
QUESTIONS SUGGESTED READING LIST FOOTNOTES:
Unit X FURNISHING THE BEDROOM, SUNROOM, KITCHEN, AND BREAKFAST ROOM
FURNISHING THE BEDROOM
GENERAL CHARACTERISTICS OF THE BEDROOM THE WALLS TREATMENT OF CEILINGS FLOOR COVERINGS DRAPERIES: GLASS CURTAINS, VENETIAN BLINDS "PLUS" SELLING OPPORTUNITIES FOR SUMMER FURNITURE THE BEDROOM SUITE LIMIT NUMBER OF SUITES SHOWN BUYERS DO NOT WANT TO SEE ENTIRE STOCK SEE ACTUAL ROOM, IF POSSIBLE STEPS IN SELLING A SUITE
FURNISHING THE SUNROOM
GENERAL CONSIDERATIONS THE WALLS THE FLOOR COVERINGS WINDOW TREATMENTS THE SALE OF SUNROOM MERCHANDISE SUNROOM TREATMENTS
EQUIPPING THE BREAKFAST ROOM AND KITCHEN
WOODWORK AND WALLS IN THE BREAKFAST ROOM FLOOR COVERINGS, DRAPERIES, FURNITURE THE KITCHEN
FINAL EMPHASIS FOR ALERT SALESPERSONS
BE ALERT FOR OPPORTUNITIES ORDERLY PRESENTATION OF MERCHANDISE CLOSE OF SALE SHOULD COME LOGICALLY
QUESTIONS SUGGESTED READING LIST FOOTNOTES:
Unit XI ACCESSORIES THAT MEAN "PLUS" SALES
LAMPS AND LIGHTING PICTURES AND MIRRORS WALL DECORATIONS PLASTICS ENTER THE HOME FURNISHINGS FIELD
CELLULOSE PLASTICS PROTEIN PLASTICS NATURAL AND SYNTHETIC RESINS
"DO'S" AND "DON'T'S" FOR THE SALESPERSON QUESTIONS SUGGESTED READING LIST FOOTNOTES:
A FINAL WORD APPENDIXES
Appendix A:—GLOSSARY OF TERMS Appendix B.—GENERAL READING LIST
GENERAL REFERENCE GENERAL READING SUGGESTIONS WHERE TO BEGIN MAKING AN ATTRACTIVE INTERIOR FURNITURE STYLES STRICTLY MODERN
Appendix C.—A SUGGESTED TEACHING OUTLINE FOR A GROUP LEADER
FOR THE FIRST GROUP MEETING FOR A SECOND GROUP MEETING (IF DESIRED)
Appendix D.—THE LEADING FURNITURE WOODS Appendix E.—COMMON RUG TERMS[34] Appendix F.—AN ADVERTISING CHECK LIST Appendix G.—FIVEFOLD SELLING PLAN FOR FLOOR COVERINGS[35] Appendix H.—COLOR AND STYLE IN MODERN ADVERTISING COPY? Appendix I.—CHECK LIST FOR PLANNING A STORE-WIDE PROMOTION Appendix J.—READY REFERENCE INDEX FOOTNOTES:
TRANSCRIBER'S NOTES
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