Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 11

A second and extremely important way to increase the size of your average sale is by the skillful suggestion of related merchandise.

A great many persons buy home furnishings only when they need them as a physical utility. Quite naturally, they get along with the minimum number of pieces and buy for the lowest prices consistent with their ideas of desirable quality.

To be prepared for this type of emergency or "suggestion selling" each salesman should work out for himself, with the help of other salesmen, and by wide reading of trade journals, magazines, newspaper articles, and books in his field, a list of articles in the home-furnishings field which naturally belong together. These lists of "naturals" should be memorized for ready recall at any moment.

"Specials," modern accessories, new designs in small occasional pieces, when advertised to the public, lend themselves to a suggestion-selling program used in connection with a carefully selected call list. In suggestion selling, emphasis should be upon the quality of charm or fitness to be added to a particular room, with the furnishings of which the salesman already is familiar.