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ShawSELLING HOME FURNISHINGS A Training ProgramCONTENTSFOREWORDUnit I THE SALESMAN AS A BUSINESS BUILDERUnit II TECHNIQUE OF SALESMANSHIPUnit III SALESMANSHIP APPLIEDUnit IV STYLE AS A SELLING FACTORUnit V FURNITURE WOODS—THEIR ORIGIN AND USEUnit VI SELLING SLEEP EQUIPMENTUnit VII AN INTRODUCTION TO THE ART OF INTERIOR DECORATIONUnit VIII FLOOR COVERINGS AND FABRICSUnit IX FURNISHING THE LIVING ROOM, HALL, AND DINING ROOMUnit X FURNISHING THE BEDROOM, SUNROOM, KITCHEN, AND BREAKFAST ROOMUnit XI ACCESSORIES THAT MEAN "PLUS" SALESA FINAL WORDAPPENDIXESTRANSCRIBER'S NOTESTHE FULL PROJECT GUTENBERG LICENSESPECIALIZED SELLING OF HOME FURNISHINGS AS A CAREERINCREASING SALES AND EARNINGSFUNDAMENTALS FOR GOOD SELLINGTHE DAILY CHECK-UP—A PERPETUAL INVENTORYQUESTIONSSUGGESTED READING LISTMODERN METHODS ARE DESIGNED TO MEET CHANGING CONDITIONSINCREASE THE DAILY AVERAGE NUMBER OF CUSTOMERSINCREASE THE AVERAGE PERCENTAGE OF CUSTOMERS SOLDINCREASE THE AVERAGE VOLUME OF EACH SALEBE TACTFULDON'T INTERRUPT AND DON'T EXAGGERATEBE SINCEREDON'T TALK TOO MUCHBE READY TO ANSWER OBJECTIONSPOINTS TO REMEMBER IN SELLINGAPPEARANCEMANNERLANGUAGEACTIONSALE OBJECTIVESSTARTING THE SIMPLE SALETHE ALL-IMPORTANT INTERVIEWTHREE GENERAL CONSIDERATIONS FOR CLOSING SALESMEETING THE CUSTOMERFOOTNOTES:THE HAPHAZARD METHODTHE HIGH-PRESSURE METHODTHE SCIENTIFIC METHODOPENING THE INTERVIEWUTILIZING THE CUSTOMER'S ANSWERSUSE JUDGMENT IN SHOWING MERCHANDISEBE PREPARED TO CLOSE A SALE AT ANY POINTPROCEED WITH CAUTION UNTIL YOU KNOW THE CUSTOMER'S BUYING MOTIVESDON'T QUOTE A PRICE—UNLESS YOU ARE ASKED FOR ITHOW TO DEMONSTRATE VALUESCONTRAST IN BUYING METHODS OF WOMEN AND MENENRICHING YOUR VOCABULARYHIDDEN FACTORS THAT INCREASE SALESQUESTIONS AND EXERCISESKNOWLEDGE OF MERCHANDISE MUST COME FIRSTSELLING MATERIALS AND CONSTRUCTIONWHO BUYS THE HOME FURNISHINGS?WHY FIRST IMPRESSIONS ARE VITALDEALING WITH WOMEN CUSTOMERSRECENT SURVEY REVEALS NEW VIEWPOINTS OF VITAL INTEREST[3]SUGGESTIONS FOR BUILDING YOUR VOCABULARYSIGNIFICANCE OF STYLEPERIOD STYLES FROM RENAISSANCE TO EARLY COLONIALAMERICAN STYLESUSING STYLE APPEAL IN SELLINGTHE ITALIAN RENAISSANCETHE SPANISH RENAISSANCETHE FRENCH RENAISSANCE (FRANCIS I, 1515-47; HENRY II, 1547-59)THE ENGLISH STYLESEARLY GEORGIAN FURNITURETHE CHIPPENDALE FURNITURE STYLETHE ADAM STYLETHE HEPPLEWHITE FURNITURE STYLETHE SHERATON FURNITURE STYLETHE EARLY COLONIAL PERIODTHE LATE COLONIAL PERIODTHE FEDERAL PERIODTHE MODERN STYLE (L'ART MODERNE)HOW FURNITURE KNOWLEDGE IS SPREADINGWHAT SUCCESSFUL STYLE SELLING INVOLVESDRAMATIZE YOUR MERCHANDISESTYLE APPEALS BASED ON PERIOD DECORATIONTWO CLASSES OF EXCEPTIONAL CUSTOMERSVALUE AND PRICE IN RELATION TO HOME FURNISHINGSPRINCIPAL FURNITURE WOODSMAKING THE MOST OF WOOD STRUCTURE AND ITS APPEAL TO THE EYEIMPORTANCE OF CRAFTSMANSHIPYOUR OWN BUYING HABITSTWO STAGES IN SELLINGCONSTRUCTION LESS INTERESTING TO WOMEN THAN MATERIALSHOW THIS ATTITUDE OF MIND AFFECTS OUR INTERESTSA LIST OF THE LEADING FURNITURE WOODSVENEER AND PLYWOODADVANTAGES OF PLYWOODBOTH SOLID AND VENEER AVAILABLE IN WOOD FURNITURESELLING VENEERS WITHIN PRICE RANGESQUALITY OFTEN CONCEALEDMODERN FACTORIES BUILD CONCEALED VALUES INTO MANY PRODUCTSUSE OF WOOD FREE FROM DEFECTSUSE OF WOOD WITH CORRECT MOISTURE CONTENTCHAIRS, TABLES, AND CASE GOODS HAVE CONCEALED VALUESUPHOLSTERED FURNITURECONCEALED VALUES IN UPHOLSTERED FURNITUREREED FURNITURETHE APPEAL OF FINISHWOOD FINISHINGBLOND FURNITURE WOODSWood Finishing.SELL EQUIPMENT TO MEET CUSTOMER'S NEEDSMATTRESSES AND SPRINGSPILLOWSSTUDIO COUCHES AND SOFA BEDSWHAT DOES THE CUSTOMER NEED?STRESS OUTSTANDING FEATURES AND SELL BETTER BEDDINGVAST REPLACEMENT MARKETYOU MUST KNOW YOUR MERCHANDISESELL THE IMPORTANCE OF GOOD RESTHOW TO OVERCOME PRICE OBJECTIONSMATTRESSESMATTRESSES AS OLD AS CIVILIZATIONTHE INNER-SPRING MATTRESSMETAL-TIED UNITSCLOTH-POCKETED UNITCHARACTERIZATION OF A GOOD INNER SPRINGUPHOLSTERY OF INNER-SPRING MATTRESSESINDEPENDENCE OF ACTIONTHE SOLID MATTRESSESTHE COVERING MATERIALUPHOLSTERING AND TAILORING DETAILSBEDSPRINGSSUGGESTIONS FOR THE SALESPERSONTYPES OF PILLOWSTHE STUDIO COUCHSOFA BEDSMagazine Articles.INTERIOR DECORATION AS A SELLING METHODEMOTIONAL VALUES OF LIGHT, COLOR, LINE, AND PROPORTIONSCOLOR MANAGEMENT IN DECORATIONPRINCIPLES OF FURNITURE ARRANGEMENTLIGHT AND SHADECOLOR TERMSLINE AND FORMPROPORTIONSOURCES OF INSPIRATIONSUMMARYPLANNED PROCEDURE FOR THE SALESPERSONTHE SALESPERSON AS INTERPRETER OF APPRECIATIONSGET A CENTER OF INTEREST FIRSTBALANCE AND COLOR HARMONYPHYSICAL AND EMOTIONAL HARMONYSUGGESTIONS FOR ROOM COMPOSITIONDRAPERY AND UPHOLSTERY FIBERS AND FABRICSFLOOR COVERINGSSELLING COVERINGS FOR OTHER FLOORS[25]USE OF ENSEMBLES IN SELLING[26]FIBERS AND THEIR ORIGINSDRAPERY AND UPHOLSTERY FABRICSORIENTAL RUGS[21]EUROPEAN HAND-KNOTTED PILE CARPETSFLOOR TAPESTRIESCHENILLE CARPETS AND RUGS[22]WILTON CARPETINGS AND RUGS[23]BODY BRUSSELS CARPETS AND RUGSAXMINSTER CARPETS AND RUGSTAPESTRY BRUSSELS, VELVETS, AND WILTON VELVETSLINOLEUMCARE OF LINOLEUMFIBERS AND RELATED RUG TYPESPROPER CARE OF FLOOR COVERINGS[24]FURNISHING THE LIVING ROOMDISTINCTIVE HALL FURNITURESECURING HOSPITABLE DINING ROOM ATMOSPHEREENSEMBLE SELLINGOPPORTUNITIES FOR IMPROVEMENT EVERYWHEREARCHITECTURAL AND DECORATIVE STYLELIVING-ROOM WALL TREATMENTSFLOOR COVERINGS FOR THE LIVING ROOMLIVING ROOM WINDOW TREATMENTSFURNITURE AND FURNITURE GROUPINGSAVOID REPETITION OF UPHOLSTERY PATTERNSHALL DECORATIONS: PRINCIPLES, PROCESSES, AND MATERIALSHALL FURNITURE MUST BE DISTINCTIVESTRENGTHEN DOMINANT ELEMENTSECURING A HOSPITABLE ATMOSPHEREDINING ROOM WALLSDINING ROOM FLOOR COVERINGSDINING ROOM WINDOW TREATMENTSDINING ROOM LIGHTINGDINING ROOM FURNITURECOMBINATION LIVING ROOM AND DINING ROOMTHREE FORMS OF COMPETITIONWHAT SHOPPERS REALLY WANTTHE "ROOM PICTURE" METHODTHE SHIFT FROM UNIT TO ENTIRE ROOMWHY CUSTOMERS ARE DISAPPOINTEDNATURALNESS ESSENTIAL IN ENSEMBLE SELLINGSELLING THE COMPLETE ROOM OR COMPLETE HOUSE ENSEMBLEFURNISHING THE BEDROOMFURNISHING THE SUNROOMEQUIPPING THE BREAKFAST ROOM AND KITCHENFINAL EMPHASIS FOR ALERT SALESPERSONSGENERAL CHARACTERISTICS OF THE BEDROOMTHE WALLSTREATMENT OF CEILINGSDRAPERIES: GLASS CURTAINS, VENETIAN BLINDS"PLUS" SELLING OPPORTUNITIES FOR SUMMERFURNITURETHE BEDROOM SUITELIMIT NUMBER OF SUITES SHOWNBUYERS DO NOT WANT TO SEE ENTIRE STOCKSEE ACTUAL ROOM, IF POSSIBLESTEPS IN SELLING A SUITEGENERAL CONSIDERATIONSTHE FLOOR COVERINGSWINDOW TREATMENTSTHE SALE OF SUNROOM MERCHANDISESUNROOM TREATMENTSWOODWORK AND WALLS IN THE BREAKFAST ROOMFLOOR COVERINGS, DRAPERIES, FURNITURETHE KITCHENBE ALERT FOR OPPORTUNITIESORDERLY PRESENTATION OF MERCHANDISECLOSE OF SALE SHOULD COME LOGICALLYLAMPS AND LIGHTINGPICTURES AND MIRRORSWALL DECORATIONSPLASTICS ENTER THE HOME FURNISHINGS FIELD"DO'S" AND "DON'T'S" FOR THE SALESPERSONCELLULOSE PLASTICSPROTEIN PLASTICSNATURAL AND SYNTHETIC RESINSAppendix A:—GLOSSARY OF TERMSAppendix B.—GENERAL READING LISTAppendix C.—A SUGGESTED TEACHING OUTLINE FOR A GROUP LEADERAppendix D.—THE LEADING FURNITURE WOODSAppendix E.—COMMON RUG TERMS[34]Appendix F.—AN ADVERTISING CHECK LISTAppendix 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 PROMOTIONAppendix J.—READY REFERENCE INDEXGENERAL REFERENCEGENERAL READING SUGGESTIONS WHERE TO BEGINMAKING AN ATTRACTIVE INTERIORFURNITURE STYLESSTRICTLY MODERNFOR THE FIRST GROUP MEETINGFOR A SECOND GROUP MEETING (IF DESIRED)JFIFC    ' .)10.)-,3:J>36F7,-@WAFLNRSR2>ZaZP`JQRO   }!1AQa"q2#BR$3br %&'()*456789:CDEFGHIJSTUVWXYZcdefghijstuvwxyz?V8ZFQ)-y}k ?[W9Ů1=K HX#WC{%͵0Lq; lg#V{.@;Tg RNF8_찼$hи͌c e)y5aewfM YGX62TuS%JJ㊉dP>ZpIr255̰Jɕ< kP]TzIĊgUP9v~YUnqj&1el*,Fܵ۳J6YzdmI]qZr$l‘jv}ghwIԍˀH]U"]ǖMuf4j7ԱNj.1Ȣ;.BZGR:Sd2;MF+0 (erջwfIfS#˹ tmŀnf#>dn`7n3SZ++5uM {gzvg d]Ms:2,K$sU̖$w)ɭ+S{op~O٪7,ΈV?0$T.473)9ЪFp@VONDF;W)d(~ɧɋ7wj",*((nY{LKD pE@W/cGjùgvU3V|?p%_/>^[m<ץd&[$qKof|uܤa>dka NWY֡kp"R09=*׉ec8sR.]BG S-Q;d#ʌ/*V͌v8[)#jƞ۠"(Ҝ.ec$Is?n. ,Lv"3L%HWqRW7 2KB` 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