Retail Shoe Salesmanship

About this eBook

Author

Geuting, A. H.

Credits

Produced by Richard Tonsing, MFR and the Online Distributed Proofreading Team at www.pgdp.net (This book was produced from images made available by the HathiTrust Digital Library.)

Language

English

LoC Class

HF: Social sciences: Commerce

Subject

Shoe stores

Category

Text

Project Gutenberg

eBook-No. 54962

Release Date

June 22, 2017

Copyright

Public domain in the USA.

Contents

1. 1.RETAIL SHOE SALESMANSHIP
2. 2.PREFACE
3. 3.TABLE OF CONTENTS
4. 4.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
5. 5.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
6. 6.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
7. 7.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
8. 8.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— TALKING IN TERMS OF “YOU” — STICK TO THE SALE — TALKING IN POSITIVE TERMS — DON’T ARGUE — WAR-TIME PORTIONS OUT OF DATE
9. 9.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
10. 10.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
11. 11.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
12. 12.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
13. 13.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
14. 14.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
15. 15.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
16. 16.TRANSCRIBER’S NOTES

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