Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 2

FOREWORD

Unit I THE SALESMAN AS A BUSINESS BUILDER

SPECIALIZED SELLING OF HOME FURNISHINGS AS A CAREER

INCREASING SALES AND EARNINGS

FUNDAMENTALS FOR GOOD SELLING

THE DAILY CHECK-UP—A PERPETUAL INVENTORY

QUESTIONS

SUGGESTED READING LIST

Unit II TECHNIQUE OF SALESMANSHIP

SALE OBJECTIVES

STARTING THE SIMPLE SALE

THE ALL-IMPORTANT INTERVIEW

THREE GENERAL CONSIDERATIONS FOR CLOSING SALES

MEETING THE CUSTOMER

QUESTIONS

SUGGESTED READING LIST

Unit III SALESMANSHIP APPLIED

HOW TO DEMONSTRATE VALUES

CONTRAST IN BUYING METHODS OF WOMEN AND MEN

ENRICHING YOUR VOCABULARY

HIDDEN FACTORS THAT INCREASE SALES

QUESTIONS AND EXERCISES

SUGGESTED READING LIST

Unit IV STYLE AS A SELLING FACTOR

SIGNIFICANCE OF STYLE

PERIOD STYLES FROM RENAISSANCE TO EARLY COLONIAL

AMERICAN STYLES

USING STYLE APPEAL IN SELLING

QUESTIONS

SUGGESTED READING LIST

Unit V FURNITURE WOODS—THEIR ORIGIN AND USE

VALUE AND PRICE IN RELATION TO HOME FURNISHINGS

PRINCIPAL FURNITURE WOODS

MAKING THE MOST OF WOOD STRUCTURE AND ITS APPEAL TO THE EYE

IMPORTANCE OF CRAFTSMANSHIP

QUESTIONS AND EXERCISES

SUGGESTED READING LIST

Unit VI SELLING SLEEP EQUIPMENT

SELL EQUIPMENT TO MEET CUSTOMER'S NEEDS

MATTRESSES AND SPRINGS

PILLOWS

STUDIO COUCHES AND SOFA BEDS

QUESTIONS

SUGGESTED READING LIST

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

SUGGESTED READING LIST

Unit VIII FLOOR COVERINGS AND FABRICS

DRAPERY AND UPHOLSTERY FIBERS AND FABRICS

FLOOR COVERINGS

SELLING COVERINGS FOR OTHER FLOORS [25]

USE OF ENSEMBLES IN SELLING [26]

QUESTIONS

SUGGESTED READING LIST

Unit IX FURNISHING THE LIVING ROOM, HALL, AND DINING ROOM

FURNISHING THE LIVING ROOM

DISTINCTIVE HALL FURNITURE

SECURING HOSPITABLE DINING ROOM ATMOSPHERE

ENSEMBLE SELLING

QUESTIONS

SUGGESTED READING LIST

Unit X FURNISHING THE BEDROOM, SUNROOM, KITCHEN, AND BREAKFAST ROOM

FURNISHING THE BEDROOM

FURNISHING THE SUNROOM

EQUIPPING THE BREAKFAST ROOM AND KITCHEN

FINAL EMPHASIS FOR ALERT SALESPERSONS

QUESTIONS

SUGGESTED READING LIST

Unit XI ACCESSORIES THAT MEAN "PLUS" SALES

LAMPS AND LIGHTING

PICTURES AND MIRRORS

WALL DECORATIONS

PLASTICS ENTER THE HOME FURNISHINGS FIELD

"DO'S" AND "DON'T'S" FOR THE SALESPERSON

QUESTIONS

SUGGESTED READING LIST

A FINAL WORD

APPENDIXES

Appendix A:—GLOSSARY OF TERMS

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?

Appendix I.—CHECK LIST FOR PLANNING A STORE-WIDE PROMOTION

Appendix J.—READY REFERENCE INDEX