Selling Home Furnishings

About this eBook

Author

Shaw, Walter F.

Title

Selling Home Furnishings: A Training Program

Credits

Produced by Richard Tonsing, Juliet Sutherland and the Online Distributed Proofreading Team at www.pgdp.net

Language

English

LoC Class

HF: Social sciences: Commerce

Subject

Retail trade

Category

Text

eBook-No.

49384

Project Gutenberg

https://www.gutenberg.org/ebooks/49384

Release Date

July 7, 2015

Copyright

Public domain in the USA.

Contents

1. 1.Untitled
2. 2.SELLING HOME FURNISHINGS A Training Program
3. 3.CONTENTS
4. 4.FOREWORD
5. 5.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
6. 6.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:
7. 7.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:
8. 8.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:
9. 9.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:
10. 10.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.
11. 11.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:
12. 12.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:
13. 13.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:
14. 14.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:
15. 15.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
16. 16.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:
17. 17.TRANSCRIBER'S NOTES

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