Читать книгу Selling Home Furnishings: A Training Program - Walter F. Shaw - Страница 57

Table of Contents

1. How will a knowledge of the processes of manufacturing of an article enable the salesman to explain its wearing qualities, its price, its sanitary qualities, its fitness for a particular location within a room, and its appearance?

2. What types of information may a home furnishings salesman get from a public library?

3. What sources of merchandise information are available to you and how familiar are you with them?

4. What five kinds of special information are needed by retail salesmen?

5. What steps do you take systematically to acquaint yourself with the correct descriptive words and phrases currently used with newly arrived merchandise?

6. There is a vocabulary of suitable words and phrases for use when showing furniture to all types of customers. The same words are not equally effective with all customers. What plan or device do you use in making a wise selection of these descriptive words and phrases?

7. Make a list of words which under any ordinary selling situation you would never use.

8. Why is the excessive use of superlatives an indication of ignorance of the article being sold?

9. For each of the following make a statement which involves the opinion of a recognized authority:

  Reading lamp.

  Glowing colors.

  Floor coverings.

  Glass curtains.

  Telephone stand.

  Wallpaper.

  Armchair.

  Pictures.

10. In the light of the discussions in this unit, what profitable work may a retail salesman attend to when not actually waiting on customers?