Retail Shoe Salesmanship
Transcriber's Note:
The cover image was created by the transcriber and is placed in the public domain.
ADDITION TO LIST OF FOUNDERS
ALEXANDER & CO., Wheeling, W. Va. L. S. DONALDSON CO., Minneapolis, Minn. R. H. FYFE & CO., Detroit, Mich. A. H. GEUTING CO., Philadelphia, Pa. KRUPP & TUFFLY, Houston, Texas POTTER SHOE CO., Cincinnati, Ohio SHERRON SHOE CO., Memphis, Tenn. SLADE SHOE SHOPS, Des Moines, Iowa VAILE SHOE CO., Kokomo, Ind. VAN DEGRIFT SHOE CO., Los Angeles, Cal. VOLK BROS. CO., Dallas, Texas K. W. WATTERS CO., Buffalo, N. Y.
ADDITION TO LIST OF CONSULTANTS
SEATON W. ALEXANDER, President , Alexander & Co. A. O. DAY, R. H. Fyfe & Co. Mrs. JENNIE L. EVANS, Firm Member , Lewis & Reilly R. H. FYFE, President , R. H. Fyfe & Co. WILLIAM R. LEWIS, Firm Member , Lewis & Reilly WILLIAM LIVINGSTON, R. H. Fyfe & Co. H. C. McLAUGHLIN, Shoe Buyer , Potter Shoe Co. HENRY MOOREHOUSE, General Manager , Brockton Last Co. JAMES P. ORR, President , Potter Shoe Co. G. S. ROTH, Manager Shoe Dept. , L. S. Donaldson Co. T. M. SCOGGINS, Vice-President , Krupp & Tuffly THOMAS W. SHERRON, President , Sherron Shoe Co. MILO A. SLADE, Firm Member , Slade Shoe Shops J. F. TEEHAN, Vice-President , Dunbar Pattern Co. L. F. TUFFLY, President , Krupp & Tuffly VICTOR E. VAILE, President , Vaile Shoe Co. H. L. VAN DEGRIFT, General Manager , Van Degrift Shoe Co. L. W. VOLK, Firm Member , Volk Bros. Co.
RETAIL SHOE SALESMEN’S INSTITUTE
Conducting
The Educational Training Course
for
Retail Shoe Salesmen
FOUNDERS
George F. Hamilton
Frank Butterworth
H. T. Conner
A. H. Geuting
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RETAIL SHOE SALESMANSHIP
PREFACE
TABLE OF CONTENTS
PURPOSE OF THE COURSE
THE PLAN
HOW TO READ
THE SCIENCE OF BUSINESS
THE SALESMAN’S PLACE
RETAIL SHOE SELLING
SERVICE
SELF-ANALYSIS
CONFIDENCE
CHARACTER
PERSONALITY
CARVING OUT A CAREER
CO-OPERATION
SUCCESS THE REWARD OF MERIT
THE PRICE OF SUCCESS
JOY OF A HEALTHY BODY
KEEPING “FIT” FOR BUSINESS
FOOD
FRESH AIR
SLEEP
LEARN HOW TO PLAY
CARE OF THE BODY
WORK AND PLAY FOR THE MIND
NERVES
PERSONAL APPEARANCE
THE KNACK OF BEING WELL DRESSED
GETTING “LIFE” INTO THE SALE
ADVERTISING TO FOCUS THE CUSTOMER’S ENTHUSIASM
WHAT IS ENTHUSIASM?
KEEPING UP STEAM
MAKE THE FIRST SALE TO YOURSELF
THE FUTURE A REFLECTION OF “TO-DAYS”
HONESTY
DANGER OF OVER-ENTHUSIASM
PROMISES
THE HUMAN HEART THROB
GREETING THE CUSTOMER
REMEMBERING THE NAME
NO GEOGRAPHY IN SERVICE
FAMILIARITY
MEETING HIM FACE TO FACE
SIDE CHATTER
PAINFUL SILENCE
CUSTOMER CONCENTRATION
TALKING IN TERMS OF “YOU”
STICK TO THE SALE
TALKING IN POSITIVE TERMS
DON’T ARGUE
WAR-TIME PORTIONS OUT OF DATE
ARE YOU SELLING OR IS HE BUYING?
GETTING HIS INTEREST
POINTS OF CONTACT
HANDLING THE GOODS
APPROPRIATE SELLING TALK
SUGGESTION
STUDYING THE CUSTOMER
DISCRIMINATION AMONG CUSTOMERS
INTERRUPTIONS
VARIETY AMONG PEOPLE
HUMAN NATURE
TUNING-UP TO THE CUSTOMER
CHILDREN
TALKATIVE PEOPLE
PRACTICAL
SILENT
UNPLEASANT OR GROUCHY
ELDERLY PERSON OR INVALID
ABSENT-MINDED
IN A HURRY
“ONLY LOOKING”
UNDECIDED
TWO FRIENDS TOGETHER
IGNORANT AND POOR
STYLE REGARDLESS OF PRICE
ACTUAL OR ASSUMED FOOT TROUBLES
FRESHEN-UP THE SELLING TALK
THE OUTSIDER’S POINT OF VIEW
GETTING UNDER WAY IN THE SALE
STYLE NOT IN STOCK
“JUST AS GOOD”
SELECTING THE STOCK
DON’T CONCENTRATE ON ONE VARIETY
SHOWING MORE GOODS
SHOW THE GOODS
CUSTOMER WHO DOES NOT BUY
“THESE ARE BETTER”
STUDY OF THE STOCK
STYLES
STOCK ARRANGEMENT
TIME SAVING
KEEPING POSTED ON NEW STOCK
CUSTOMERS’ CRITICISMS
STOCK TURNOVER
GETTING “UNDER HIS SKIN”
MAKING TWO SALES OUT OF ONE
ADVANTAGES OF AN EXTRA PAIR
CLOSING THE SALE IN THE STORE
GETTING BUSINESS FROM OUTSIDE FRIENDS
TELEPHONE SALESMANSHIP
PERSONAL LETTER
SALESMANSHIP AND DISPLAY FIXTURES
EXAGGERATION
FORCED SALES
SELLING P.M. GOODS
RETURNS, EXCHANGES AND ADJUSTMENTS
CO-OPERATION
TRANSCRIBER’S NOTES
