Chapter I: Foreword: v

UNIT I. THE SALESMAN AS A BUSINESS BUILDER

Specialized selling of home furnishings as a career 3

Increasing sales and earnings 5

Fundamentals for good selling 8

The daily check-up--A perpetual inventory 10

UNIT II. TECHNIQUE OF SALESMANSHIP

Sale objectives 17

Starting the simple sale 17

The all-important interview 20

Three general considerations for closing sales 23

Meeting the customer 24

UNIT III. SALESMANSHIP APPLIED

How to demonstrate values 29

Contrast in buying methods of women and men 35

Enriching your vocabulary 40

Hidden factors that increase sales 42

UNIT IV. STYLE AS A SELLING FACTOR

Significance of style 49

Period styles from Renaissance to Early Colonial 50

American styles 70

Using style appeal in selling 74

UNIT V. FURNITURE WOODS--THEIR ORIGIN AND USE

Value and price in relation to home furnishings 83

Principal furniture woods 85

Making the most of wood structure and its appeal to the
eye 86

Importance of craftsmanship 92

UNIT VI. SELLING SLEEP EQUIPMENT

Selling equipment to meet customer's needs 107

Mattresses and springs 112

Pillows 123

Studio couches and sofa beds 126

UNIT VII. AN INTRODUCTION TO THE ART OF INTERIOR
DECORATION

Interior decoration as a selling method 131

Emotional values of light, color, line, and proportion 133

Color management in decoration 139

Principles of furniture arrangement 141

UNIT VIII. FLOOR COVERINGS AND FABRICS

Drapery and upholstery fibers and fabrics 153

Floor coverings 159

Selling coverings for other floors 171

Use of ensembles in selling 172

UNIT IX. FURNISHING THE LIVING ROOM, HALL, AND
DINING ROOM

Furnishing the living room 179

Distinctive hall furniture 186

Securing hospitable dining room atmosphere 190

Ensemble selling 196

UNIT X. FURNISHING THE BEDROOM, SUNROOM, KITCHEN,
AND BREAKFAST ROOM

Furnishing the bedroom 205

Furnishing the sunroom 214

Equipping the breakfast room and kitchen 217

Final emphasis for alert salespersons 221

UNIT XI. ACCESSORIES THAT MEAN "PLUS" SALES

Lamps and lighting 227

Pictures and mirrors 232

Wall decorations 235

Plastics enter the home furnishings field 237

"Do's" and "Don't's" for the salesperson 241

APPENDIXES

A. Glossary of terms 247

B. General reading list 250

C. A suggested teaching outline for a group leader 252

D. The leading furniture woods 255

E. Common rug terms 263

F. An advertising check list 265

G. Fivefold selling plan for floor coverings 266

H. Color and style in modern advertising copy 267

I. Check list for planning a store-wide promotion 269

J. Ready reference index 271