Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 2
Table of Contents
ОглавлениеUnit I THE SALESMAN AS A BUSINESS BUILDER
SPECIALIZED SELLING OF HOME FURNISHINGS AS A CAREER
THE DAILY CHECK-UP—A PERPETUAL INVENTORY
Unit II TECHNIQUE OF SALESMANSHIP
THREE GENERAL CONSIDERATIONS FOR CLOSING SALES
CONTRAST IN BUYING METHODS OF WOMEN AND MEN
HIDDEN FACTORS THAT INCREASE SALES
Unit IV STYLE AS A SELLING FACTOR
PERIOD STYLES FROM RENAISSANCE TO EARLY COLONIAL
Unit V FURNITURE WOODS—THEIR ORIGIN AND USE
VALUE AND PRICE IN RELATION TO HOME FURNISHINGS
MAKING THE MOST OF WOOD STRUCTURE AND ITS APPEAL TO THE EYE
Unit VI SELLING SLEEP EQUIPMENT
SELL EQUIPMENT TO MEET CUSTOMER'S NEEDS
Unit VII AN INTRODUCTION TO THE ART OF INTERIOR DECORATION
INTERIOR DECORATION AS A SELLING METHOD
EMOTIONAL VALUES OF LIGHT, COLOR, LINE, AND PROPORTIONS
COLOR MANAGEMENT IN DECORATION
PRINCIPLES OF FURNITURE ARRANGEMENT
Unit VIII FLOOR COVERINGS AND FABRICS
DRAPERY AND UPHOLSTERY FIBERS AND FABRICS
SELLING COVERINGS FOR OTHER FLOORS [25]
USE OF ENSEMBLES IN SELLING [26]
Unit IX FURNISHING THE LIVING ROOM, HALL, AND DINING ROOM
SECURING HOSPITABLE DINING ROOM ATMOSPHERE
Unit X FURNISHING THE BEDROOM, SUNROOM, KITCHEN, AND BREAKFAST ROOM
EQUIPPING THE BREAKFAST ROOM AND KITCHEN
FINAL EMPHASIS FOR ALERT SALESPERSONS
Unit XI ACCESSORIES THAT MEAN "PLUS" SALES
PLASTICS ENTER THE HOME FURNISHINGS FIELD
"DO'S" AND "DON'T'S" FOR THE SALESPERSON
Appendix B.—GENERAL READING LIST
Appendix C.—A SUGGESTED TEACHING OUTLINE FOR A GROUP LEADER
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?
