Selling Home Furnishings: A Training Program
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SELLING HOME FURNISHINGS
VOCATIONAL DIVISION BULLETIN NO. 216 Federal Security Agency U.S. OFFICE OF EDUCATION
Prepared by
ROSCOE R. RAU, Executive Vice President and Secretary National Retail Furniture Association
and
WALTER F. SHAW, Regional Agent, Business Education Service U. S. Office of Education
For sale by the Superintendent of Documents, Washington 25, D. C. Price 75 cents
This bulletin has been prepared for use by those who seek self-improvement as members of a group engaged in the study of home furnishings and how to sell them agreeably, intelligently, and competitively.
More than $2,500,000,000 is expended annually in this country for home furnishings. Under present conditions the layman cannot become an expert on the multitude of things he has to buy, and he must purchase many articles more or less blindly. Since much structural detail is hidden from view, the integrity of the dealer is more than merely an advantage—it is a necessity. There are hundreds of interesting and vital facts concerning home furnishings which consumers may learn from retail dealers and members of their sales organizations and which, if they become generally known, will result in greater discrimination and economy in buying and will be reflected in more charming, suitable, and comfortable furnishings in the home.
Roscoe R. Rau
Walter F. Shaw
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CONTENTS
FOREWORD
SPECIALIZED SELLING OF HOME FURNISHINGS AS A CAREER
INCREASING SALES AND EARNINGS
FUNDAMENTALS FOR GOOD SELLING
THE DAILY CHECK-UP—A PERPETUAL INVENTORY
QUESTIONS
SUGGESTED READING LIST
SALE OBJECTIVES
STARTING THE SIMPLE SALE
THE ALL-IMPORTANT INTERVIEW
THREE GENERAL CONSIDERATIONS FOR CLOSING SALES
MEETING THE CUSTOMER
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
HOW TO DEMONSTRATE VALUES
CONTRAST IN BUYING METHODS OF WOMEN AND MEN
ENRICHING YOUR VOCABULARY
HIDDEN FACTORS THAT INCREASE SALES
QUESTIONS AND EXERCISES
SUGGESTED READING LIST
FOOTNOTES:
SIGNIFICANCE OF STYLE
PERIOD STYLES FROM RENAISSANCE TO EARLY COLONIAL
AMERICAN STYLES
USING STYLE APPEAL IN SELLING
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
VALUE AND PRICE IN RELATION TO HOME FURNISHINGS
PRINCIPAL FURNITURE WOODS
MAKING THE MOST OF WOOD STRUCTURE AND ITS APPEAL TO THE EYE
IMPORTANCE OF CRAFTSMANSHIP
QUESTIONS AND EXERCISES
SUGGESTED READING LIST
FOOTNOTES:
SELL EQUIPMENT TO MEET CUSTOMER'S NEEDS
MATTRESSES AND SPRINGS
PILLOWS
STUDIO COUCHES AND SOFA BEDS
QUESTIONS
SUGGESTED READING LIST
INTERIOR DECORATION AS A SELLING METHOD
EMOTIONAL VALUES OF LIGHT, COLOR, LINE, AND PROPORTIONS
COLOR MANAGEMENT IN DECORATION
PRINCIPLES OF FURNITURE ARRANGEMENT
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
DRAPERY AND UPHOLSTERY FIBERS AND FABRICS
FLOOR COVERINGS
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
FURNISHING THE LIVING ROOM
DISTINCTIVE HALL FURNITURE
SECURING HOSPITABLE DINING ROOM ATMOSPHERE
ENSEMBLE SELLING
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
FURNISHING THE BEDROOM
FLOOR COVERINGS
FURNISHING THE SUNROOM
EQUIPPING THE BREAKFAST ROOM AND KITCHEN
FINAL EMPHASIS FOR ALERT SALESPERSONS
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
LAMPS AND LIGHTING
PICTURES AND MIRRORS
WALL DECORATIONS
PLASTICS ENTER THE HOME FURNISHINGS FIELD
"DO'S" AND "DON'T'S" FOR THE SALESPERSON
QUESTIONS
SUGGESTED READING LIST
FOOTNOTES:
A FINAL WORD
APPENDIXES
Appendix A:—GLOSSARY OF TERMS
Appendix B.—GENERAL READING LIST
Appendix C.—A SUGGESTED TEACHING OUTLINE FOR A GROUP LEADER
Appendix D.—THE LEADING FURNITURE WOODS
Appendix F.—AN ADVERTISING CHECK LIST
Appendix H.—COLOR AND STYLE IN MODERN ADVERTISING COPY?
Appendix I.—CHECK LIST FOR PLANNING A STORE-WIDE PROMOTION
Appendix J.—READY REFERENCE INDEX
FOOTNOTES:
TRANSCRIBER'S NOTES
