Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 35

If, on the other hand, the buyer clearly is interested, ask for the size of her room and for the description and location of her other furniture, and block in the information on the floor plan, using the method shown in the typical floor plan, page 21. Here the best procedure is to start from the point of intersection of the 2 heavy lines, or axes, and count in 4 directions, using the scale of ¼-inch square for each foot. For example, if the room is 16 × 24 feet, count 12 squares from the center in both directions to locate the end walls, and 8 squares in both directions to locate the side walls. When this information is recorded you will get an idea as to the correct size and proper location for the new chair. Be sure to locate windows and doors accurately and indicate the exposure of the room with reference to the compass points.

These preliminaries when completed will give a clear picture of the room, a fair idea of your customer's price range, and a good start toward her confidence. Thank her and introduce yourself simply by saying, "I am Mr. Smith. If you are pleased by what I have shown you today, I shall hope to see you again as other living-room needs arise. May I fill in your name and address, so that this plan may be filed for use when you are next in the store?"