[Gutenberg 54962] • Retail Shoe Salesmanship by Butterworth, Frank -- Read -- Imperial Library of Trantor

Index

RETAIL SHOE SALESMANSHIP PREFACE TABLE OF CONTENTS CHAPTER I THE FIELD OF RETAIL SELLING

PURPOSE OF THE COURSE THE PLAN HOW TO READ THE SCIENCE OF BUSINESS THE SALESMAN’S PLACE RETAIL SHOE SELLING

CHAPTER II RELATION OF THE MAN TO HIS JOB

SERVICE SELF-ANALYSIS CONFIDENCE CHARACTER PERSONALITY CARVING OUT A CAREER CO-OPERATION SUCCESS THE REWARD OF MERIT THE PRICE OF SUCCESS

CHAPTER III HEALTH AN IMPORTANT FACTOR

JOY OF A HEALTHY BODY KEEPING “FIT” FOR BUSINESS FOOD FRESH AIR SLEEP LEARN HOW TO PLAY CARE OF THE BODY WORK AND PLAY FOR THE MIND NERVES PERSONAL APPEARANCE THE KNACK OF BEING WELL DRESSED

CHAPTER IV ENTHUSIASM WITH HONESTY

GETTING “LIFE” INTO THE SALE ADVERTISING TO FOCUS THE CUSTOMER’S ENTHUSIASM WHAT IS ENTHUSIASM? KEEPING UP STEAM MAKE THE FIRST SALE TO YOURSELF THE FUTURE A REFLECTION OF “TO-DAYS” HONESTY DANGER OF OVER-ENTHUSIASM PROMISES

CHAPTER V THE CUSTOMER AS THE SALESMAN’S GUEST

THE HUMAN HEART THROB GREETING THE CUSTOMER REMEMBERING THE NAME NO GEOGRAPHY IN SERVICE FAMILIARITY MEETING HIM FACE TO FACE SIDE CHATTER PAINFUL SILENCE CUSTOMER CONCENTRATION TALKING IN TERMS OF “YOU” STICK TO THE SALE TALKING IN POSITIVE TERMS DON’T ARGUE WAR-TIME PORTIONS OUT OF DATE

CHAPTER VI TAKING AN INTEREST IN THE CUSTOMER

ARE YOU SELLING OR IS HE BUYING? GETTING HIS INTEREST POINTS OF CONTACT HANDLING THE GOODS APPROPRIATE SELLING TALK SUGGESTION STUDYING THE CUSTOMER DISCRIMINATION AMONG CUSTOMERS INTERRUPTIONS

CHAPTER VII DIFFERENT TYPES OF CUSTOMERS

VARIETY AMONG PEOPLE HUMAN NATURE TUNING-UP TO THE CUSTOMER CHILDREN TALKATIVE PEOPLE PRACTICAL SILENT UNPLEASANT OR GROUCHY ELDERLY PERSON OR INVALID ABSENT-MINDED

CHAPTER VIII DIFFERENT TYPES OF CUSTOMERS (Continued)

IN A HURRY “ONLY LOOKING” UNDECIDED TWO FRIENDS TOGETHER IGNORANT AND POOR STYLE REGARDLESS OF PRICE ACTUAL OR ASSUMED FOOT TROUBLES

CHAPTER IX SHOWING THE GOODS

FRESHEN-UP THE SELLING TALK THE OUTSIDER’S POINT OF VIEW GETTING UNDER WAY IN THE SALE STYLE NOT IN STOCK “JUST AS GOOD” SELECTING THE STOCK DON’T CONCENTRATE ON ONE VARIETY SHOWING MORE GOODS SHOW THE GOODS CUSTOMER WHO DOES NOT BUY

CHAPTER X KNOWLEDGE OF THE STOCK

“THESE ARE BETTER” STUDY OF THE STOCK STYLES STOCK ARRANGEMENT TIME SAVING KEEPING POSTED ON NEW STOCK CUSTOMERS’ CRITICISMS STOCK TURNOVER

CHAPTER XI MONEY VALUE OF IDEAS

GETTING “UNDER HIS SKIN” MAKING TWO SALES OUT OF ONE ADVANTAGES OF AN EXTRA PAIR CLOSING THE SALE IN THE STORE GETTING BUSINESS FROM OUTSIDE FRIENDS TELEPHONE SALESMANSHIP PERSONAL LETTER SALESMANSHIP AND DISPLAY FIXTURES EXAGGERATION FORCED SALES

CHAPTER XII THE SALESMAN’S RESPONSIBILITY

SELLING P.M. GOODS

PURPOSE OF THE P.M. ADVANTAGES DISADVANTAGES SALESMAN’S ATTITUDE TOWARD P.M.’S

RETURNS, EXCHANGES AND ADJUSTMENTS

THE CUSTOMER’S FRAME OF MIND RETURNS EXCHANGES ADJUSTMENTS

CO-OPERATION

TEAM WORK PULLING TOGETHER WITH OTHER DEPARTMENTS WORKING IN HARMONY WITH THE STORE SYSTEM INDIVIDUAL RESPONSIBILITY THE SALESMAN AS A CONSULTING EXPERT CONCLUSION

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