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Table of Contents

(Most libraries will have other excellent books discussing retail salesmanship and these should be consulted freely.)

Rolling, Cunliffe L. Retail Salesmanship. Sir Isaac Pitman & Sons, Ltd., London and Pitman Publishing Co., New York, N. Y. 1930.

 Studying the Customers, VII, pp. 89-107.

 Receiving the Customers, VIII, pp. 107-131.

 Sales Persuasion, IX, pp. 131-152.

 Methods of Increasing Sales, XI, pp. 165-186.

de Schweinitz, Dorothea. Occupations in Retail Stores. International Text Book Co., Scranton, Pa. 1937. (Study sponsored by National Vocational Guidance Association and the U. S. Employment Service).

 Hiring, Training, Promotion, IV, pp. 41-65.

 Hours, Vacations, Earnings, V, pp. 65-93.

Jackson, Alice and Bettina. The Study of Interior Decoration. Doubleday Doran & Co., Inc., Garden City, N. Y.

 Furnishing the Home, XVI, pp. 351-388.

Pelz, V. H., Selling At Retail. McGraw-Hill Book Co., Inc., New York, N. Y. 1926.

 The Psychology of the Retail Sale, III, pp. 19-31.

 Studying the Merchandise, VI, VII, pp. 81-119.

 Customer Types and Characteristics, X, pp. 159-185.

 How to Meet Objectives, XIV, pp. 235-259.

 Substitution Sale, XV, pp. 259-265.

Richert, G. Henry. Retailing Principles and Practices. Gregg Publishing Co., New York, N. Y. 1938.

 The Retail Sales Process, XI, pp. 219-245.

 Customer Service, XIV, pp. 295-311.

Simmons, Harry. How to Get the Order. Harper & Bros., New York, N. Y. 1937.

 The Futility of Price Appeal, XI, pp. 97-106.

 Buyer Slants on Selling, XIV, pp. 121-128.

Whitehead, Harold. The Business of Selling. American Book Co., New York, N. Y. 1923.

 The Buyer's Motives, VII, pp. 61-74.

 The Customer, XIV, pp. 153-173.