Appendix J.—READY REFERENCE INDEX

Accessories, [136], [145], [191], [198], [215], [227], [232]
Adam furniture and decoration, [58], [66], [67], [72]
Adjoining rooms, relationships among, [171]
Advertising, [3], [7], [196], [265], [266], [267]
All-over carpeting, [171], [181]
Aluminum, [73]
American styles, [70], [165]
Analogous color harmonies, [131], [134]
Animal fibers, [153]
Antique:
Furniture, [60], [73], [161]
Rugs, [160], [161]
Apartment living room, [267]
Architectural factors in selling furniture, [131], [133]
Argument, folly of, [78]
Armures, [157], [168]
Axminster carpetings, [71], [157], [160], [164], [231]
Balance in room arrangement, [142], [147]
Basket weave, [167], [168]
Beauty:
Nature of, [131]
Relation to price, [132]
Bedding, [107], [108], [205]
Bedroom:
Children's bedrooms, [208]
Decorative processes, [61], [206], [237]
Draperies, [207]
Floor coverings, [172], [207]
Relaxation room, [205]
Sales of merchandise for, [76], [205], [208], [210]
Wall treatments, [206]
Bedsprings, [119], [208]
Blond woods, [100]
Body Brussels carpetings, [154], [164]
Book rack, use of hanging, [58], [221]
Brackets, [66]
Breakfast nook, [217], [221]
Breakfast room, [100], [217], [218]
Broadloom carpetings, [165], [168], [266]
Brocades and brocatelles, [54], [60], [156], [157]
Buffets, [54], [196], [235]
Bureaus, [51], [94]
Burls, [91], [255]
Buying habits, [3], [24], [35], [36], [38], [42], [83], [84], [196], [210]
Cabinets, [50], [56], [63], [69], [189], [190], [193], [196]
Cabriole leg, [41], [69]
Calcimine colors, [180], [187]
Call trade, [5], [8]
Carolean style, [70]
Carpetings, [153], [155], [160], [162], [170], [174]
Case goods, [51], [94], [210]
Cedar chest, [187]
Cellulose plastics, [239]
Center of interest, [141], [184]
Chairs, [51], [55], [64], [92], [94], [192], [194], [231], [237]
Chaise lounge, [55], [58], [205]
Charles I, II furniture, [61]
Check-up, the daily, [10]
Chenille carpetings, [154], [160], [162], [263]
Chests, [51], [52], [54], [189], [190], [208], [209], [239]
Chiffonier, [58]
China shelves, [66], [196]
Chinese, influence in decoration, [63], [66], [232], [235]
Chintzes, [64], [157], [158]
Chippendale furniture, [16], [64], [65], [66], [72], [76], [267], [268]
Chromatic circle, [139]
Chromium, [73], [97], [219], [236]
Clocks, [56], [63], [190], [235], [236]
Cocktail tables, [157]
Coils, [112], [113], [114], [115]
Coir, [153], [155]
Colonial furniture, [70], [72], [193], [237], [267]
Color:
Chart of color combinations, [135], [146]
Definitions, [134], [136], [227]
Emotional effects of, [133], [134], [136], [145], [218]
Management, [135], [136], [139], [140], [235]
Means for larger sales, [267]
Names and families, [134], [135]
Sales talk based on, [133], [136]
Color schemes:
General, [133], [136], [139], [171]
Bedroom, [171], [206]
Breakfast room, [100], [218]
Connecting rooms, [195]
Dining room, [190], [191]
Hall, [171], [186]
Kitchen, [219]
Living room, [171], [180], [185], [231]
Sunroom, [100], [171]
Commodes, [36], [235]
Competition:
Factor in selling, [36], [197]
Forms of, [196]
Complementary colors, [134], [135], [136], [176]
Confidence:
Destroyed by unproved assertions, [33]
Winning the buyer's, [34], [40], [197], [222]
Console tables, [54], [67], [143], [189], [237]
Construction:
Hidden values, [30], [93], [96]
Methods in floor coverings, [162]-166
Methods in furniture, [95], [214]
Order of in sales presentation, [31], [84], [214]
Women's attitude toward, [49], [84], [197], [240]
Consumer education:
Wide spread, c, [5], [10], [37], [74], [107]
Problems increasing, [5], [197]
Service to, [5], [93], [123], [198], [218], [234]
Contrast:
As an element of beauty, [139]
As a method in showing furniture, [210], [211], [213]
Cotton fibers, [116], [153], [154]
Couch, studio, [63]
Craftsmanship, [78], [92]
Credenzas, [54]
Cretonnes, [155], [158], [215]
Crewel embroidery, [159], [190], [247]
Crotch figure, [82], [91]
Cupboards, [247]
Customer:
Attention to, [20], [22], [84], [108], [199], [209]
Buying habits, [35], [84], [209], [222]
Influencing the, [6], [40], [108], [123], [198]
Meeting the, [24], [199], [241]
Psychology of, [23], [42], [85], [198], [200], [209], [241]
Types of exceptional, [32], [78]
Daily check-up, [10], [36], [241]
Damasks, [54], [60], [118], [154], [157]
David style, [60]
Dining room:
Combined with living room, [193], [195]
Decoration of, [190], [237]
Dinettes, [194], [195], [237]
Floor coverings, [191], [267]
Junior dining rooms, [193], [194], [196]
Lighting, [190], [192], [227]
Relation to connecting rooms, [193]
Window treatments, [192]
Directoire furniture, [48], [60]
Dominant element:
Method of, [137], [189]
Necessity for, [189]
Draperies:
Choice of, [69], [136], [207]
Fabrics, [136], [155], [207]
Function of, [138], [207], [215]
Length of, [183]
Patterns, [136], [183], [192]
Women's interest in, [216]
Drum printing of carpetings, [158], [160], [165]
Dutch cabinet, [63]
Early American, [71], [193], [213], [230], [236]
Easy chair, sales procedure, [17]
Elizabethan style, [61], [62]
Embroideries, [66], [159], [198]
Emotional harmony, test for, [143], [144], [145]
Emotional values:
Color, [135], [138]
Light, [133], [138]
Line, [137], [138]
Proportion, [137], [138]
Empire style, [59], [60], [72]
Enameling, [100]
English styles, [61], [268]
Ensembles:
Advantages, [172], [199], [208]
Building units for use in, [172], [194], [211]
Sales techniques, [172], [174], [196], [199], [200], [211]
Fabrics, [42], [153], [172], [220], [228]
Feathers, [124]
Federal period, [60]
Felt-base carpetings, [160]
Fibers, textile, [153], [154], [156], [166], [192]
Figures in woods, [34], [85], [96], [225]
Finish as an element of value, [49], [97], [98], [209]
Finishing methods, [73], [97], [98]
Fireplace group, [184], [235]
Flake figure, [87]
Flax, [153], [155]
Floor coverings:
Choice of—See discussion of various rooms, [181], [207], [216]
Care of, [166], [169]
Color management in, [159], [207]
Common terms, [263]
Construction in, [33], [159]
Plain vs. figured, [172], [207], [216]
Sales talk based on, [171], [216], [266]
Used to unite adjoining rooms, [171]
Floor plans, nature and use, [20], [21], [200]
Fluorescent lighting, [226], [228], [238]
Follow-up Methods, [190], [200]
Foot:
Various types of, [69], [248]
Defined-glossary, [248]
Formal balance, [143]
Francis I, [55]
French Provincial, [59], [60], [194], [237], [268]
French Renaissance, [55], [230]
Friezes, frisés, [156], [268]
Furniture:
Arrangement, [141], [144], [183], [194]
Coverings, [144], [155]
Effects, women interested in, [85], [132]
Hidden values, [33], [42], [93], [94], [96]
Selection and use, [195]
Upholstery, [96]
Furniture woods:
Appeal of, [85], [88]
Finishes, [97], [98], [99], [255]
Hardwood and softwood, [87]
List of principal, [255]
Structure and eye appeal, [86]
Gate-leg table, [62], [63], [64], [195]
Georgian styles, [64], [72], [237]
Girandoles, [66], [67], [248]
Glass:
Furniture material, [73]
Curtains, [182], [207], [216]
Glossary, [247]
Grass rugs, [166], [168]
Grouping, importance of, [132], [141], [144], [147], [184], [185], [231], [237]
Growth-ring figures, [86]
Guest room, [208]
Hall:
Color scheme for, [186]
Decorative principles for, [186], [188]
Draperies, [188]
Floor coverings, [188]
Minimum equipment, [189], [190]
Harmony:
Nature of, [131], [144], [146], [208]
Tests for, [145]
Hepplewhite furniture, [67], [68], [267]
"High-lighting" merchandise, [41], [76], [77], [211], [252]
"High-pressure" methods, [18], [37], [197]
Hooked rugs, [160], [173]
Horsehair, [153]
Hues, definition of term, [134], [220]
Imagination in sales, [8], [198], [217], [218]
Inlay, historic use of, [42], [54], [69], [94], [247]
Intensity in color, [183]
Interior Decoration:
Definition of, [3], [131], [133]
Basic principles, [138], [141], [198], [241]
Inventory your home, [133], [211]
Italian Renaissance, [52], [77]
Jacquard weave, [118], [156], [163], [167]
Jacobean style, [61], [62]
Jute, [153], [155], [263]
Kapok, [117], [125], [153], [155]
Key piece method of selling, [33]
Kitchen:
Accessories for, [218], [220], [235]
Breakfast nook, [217], [221]
Color in the, [219], [220]
Curtains for the, [220]
Decoration of, [220], [236]
Floors, [220]
Walls, [220]
Knee-hole desk, [58], [268]
Knickknack shelves, [236]
Kroehler survey, [39]
Lacquer, [56], [63], [64], [97], [99], [248]
Ladder-back chair, [66]
Lamps, [173], [199], [215], [227], [230], [235]
Latex, [117]
Leather, [54]
Legs, table and chair—styles of, [248]
Library, [171]
Light:
Emotional effect of, [133], [232]
Relation to color, [133], [207]
Lighting:
Fluorescent, [227]
Methods for rooms, [144], [230], [231]
Line and form, emotional values, [137], [139], [208]
Linens, [155]
Linoleum:
Materials and construction, [73], [160], [165]
Used in various rooms, [181], [188], [220]
Living room:
Color schemes for, [171], [180], [185], [231]
Decorative principles, [179], [188]
Groupings, [141], [267]
Individual pieces, [193], [267]
Related merchandise for, [179]
Room picture method, [197]
Setting up complete room, [197], [199], [200]
Wall treatments, [180]
Louis XIV furniture and decoration, [55], [57], [88]
Louis XV furniture and decoration, [56], [57], [60]
Louis XVI furniture and decoration, [58], [60], [69], [76]
Love seat, [69], [143]
Luminosity in color, [227]
Machine-made furniture, [77], [78], [92]
Mahogany, [58], [60], [64], [67], [73], [100], [232], [258]
Maple, [92], [100], [193], [213], [232], [259]
Marquetry, [42], [56], [58], [249]
Materials as element of value, [31], [49], [84], [110]
Mattresses, [106], [108], [112], [116], [208]
Men as buyers, [38], [119]
Mirrors, decorative use of, [56], [66], [137], [187], [189], [191], [232], [233]
Mohair, [153], [154], [156]
Moisture content in woods, [94]
Moss, [153], [155]
Motifs in decoration, [141], [181], [206], [235]
Murals, [236]
Names, importance in selling, [23], [25]
Needlepoint, [54], [64], [159]
Neutral colors, [136], [137]
Night tables, [205]
Nursery, [171]
Oak, [56], [61], [99], [259]
Objections:
How to anticipate, [212]
How to answer, [9], [199]
Occult balance, [142]
Odd pieces, selling, [194], [208]
Order taking vs. selling, [18], [140], [206]
Oriental rugs, [61], [75], [160], [266]
Ornament, [67], [73]
Outfit sales, technique for, [199], [200]
Palm fiber, [97], [153], [155]
Paneling, proper employment of, [71], [180], [237]
Pedestals, [56]
Period furniture and decoration, [49], [235]
Personality, elements of, [6], [12], [241]
Phyfe, Duncan, [72], [193], [267]
Physical harmony, tests for, [141], [145]
Pictures in decoration, [137], [138], [191], [232], [233]
Pillows, [106], [109], [112], [123], [124], [125]
Planned selling, methods of, [190], [199], [201], [208], [210], [223]
Plastics enter field of competition, [100], [237], [238]
Plushes, [156]
Plywood:
Construction, [89], [90]
Characteristics, [96], [240]
Value, [90]
Porch furnishings, [100], [217]
Powder table, [58]
Prices:
Element of value, [8], [78], [83], [206], [222]
Changing attitude toward, [78], [111], [131], [196]
Judging customer's level, [132], [206]
Meeting competition of, [111], [197]
When to quote, [24], [200]
Primary colors, [134], [135]
Printed linens, [158]
Progress program chart, [4]
Proportion, emotional value of, [137]
Protein plastics, [239]
Pure colors, effect of, [134]
Quality, often a concealed value in furniture in relation to price, [93]
Queen Anne style, [63], [65]
Questions as an aid in selling, [19], [22], [38]
Ramie, [153], [155]
Rattan, [97]
Rayon, [118], [153], [155]
Reed furniture:
Materials and construction, [93], [96]
In the sunroom, [215]
Related merchandise:
Importance of selling, [7]
Sale of, [7], [190]
Renaissance, the, [51]
Repetition:
Artistic method of, [34]
Basic importance in selling, [34]
Resistance—due to unproved assertions, [9], [210]
Retail-store services, [174], [266], [269]
Rococo ornament, [66], [69], [249]
Roller shades, [182]
Room arrangement, [21], [133], [147], [207]
Room picture method, [136], [198], [200], [211], [214]
Rugs:
Arrangement of small, [181], [188], [192], [207]
Choice of, [181], [188], [192]
Common terms, [263]
Hand-tufted weaves, [160]
Proper margins for, [181]
Sales procedure for, [43], [74], [164], [171], [172]
Sale:
Closing the, [17], [23], [212], [214], [222]
Starting the, [17], [18], [132], [211]
Salesman:
As business builder, [3], [85], [107], [122], [140], [222]
As interpreter of appreciations, [78], [85], [138], [140]
Daily check-up, [10], [12], [16]
Equipment of, [10], [85], [140]
Objectives of, [5], [17], [222]
Techniques used by, [6], [8], [83], [172], [206]
Sales volume:
Sources of increasing, [5], [7], [84], [107], [111], [198]
Ways to larger, [5], [208], [210], [211], [222]
Sateen, satin, [118], [126], [156], [209]
Savery, William, [72]
Scatter rugs, [181], [207]
Screens, [56]
Secretaries, [141], [268]
Selling:
According to plan, [20], [173], [210], [211]
Fundamentals in, [8], [10], [29], [37], [221]
Hidden factors in, [42], [85], [205], [212], [241]
Shade as a color term, [133], [134]
Shades:
See window shades, [170], [182], [192]
Lamp, [229]
"Shading" in pile carpets, [216]
Shadow prints, [158]
"Sheen"-type rugs, [33]
Shelves, wall, [235], [236]
Sheraton furniture and decoration, [16], [68], [69], [267]
Sideboards, [67], [69]
Silk, [153]
Sisal rugs, [168], [169]
Small rugs, [181]
Sofa bed, [60], [107], [126], [143], [232]
Solarium, [214]
Solid furniture, [73], [87], [90]
Spaciousness, securing effect of, [137], [141]
Spanish furniture and decoration, [54]
Springs, [107], [112], [115]
Stains, [98], [99]
Stair carpets, [172], [188]
Steel as furniture material, [73], [100]
Store services, [174], [266], [269]
Stretchers, [53], [63], [64], [92]
Studio couch, [106], [126]
Style:
Appeal of color in, [267]
Appeals based on period decoration, [74], [76], [78]
As a selling factor, [8], [49], [75], [180], [212]
See period furniture discussion, [49]
Sunroom:
Decorative principles, [100], [171], [214], [215]
Furniture suitable for, [214]
Typical treatments for, [215], [216]
Superlatives, avoid use of, [9], [24], [211]
Synthetics, [73], [240]
Tables:
Bedside, [237]
Breakfast, [60]
Construction of, [52], [94]
Dining room, [60]
Gate-leg, [62]
Importance of small, [50], [56], [58]
Kitchen, [2], [219]
Occasional, [7], [52], [189], [237]
Tea, [60], [231]
Tabouret, [55], [56]
Tact, [8], [241]
Taffetas, [144], [157]
Tallboys, [64]
Tapestries, [56], [106], [136], [141], [155], [156], [189], [236]
Tapestry Brussels carpetings, [165]
Textile fibers, [216]
Thermoplastic, [239]
Thermosetting, [239]
Ticking, [118]
Tint, as a color term, [134]
Tone, color, [134], [139], [161]
Touch, sense of, [42], [43], [44]
Training levels, [4], [5]
Truth in selling, [9], [33], [34], [75], [77], [108], [199], [266]
Tuft, [119], [164], [170], [263], [264]
Twill weave, [118], [156], [167], [168]
Unit, shifting from to entire room, [198], [199]
Unity as element of beauty, [181]
Unmatched furniture, sale of, [189], [191], [193], [208]
Upholstered fabrics:
Choice of, [118], [154], [159], [185], [194]
See discussion of various rooms, [159], [209]
Historic practices, [56], [154]
Upholstered furniture:
Construction of, [93]
Hidden values, [93], [96]
Utility:
As a buying motive, [8], [50], [133], [147]
Values, [8], [133], [144]
Value:
Defined as color term, [133]
How to demonstrate, [29], [84], [94]
Real nature of, [83]
Studies of emotional, [133], [134]
When to demonstrate, [31], [109]
Vargueno, [41], [53]
Vegetable fibers, [154]
Velvet carpetings, [165]
Velvets; velours, [60], [76], [156]
Veneer:
Beauty and historic use, [55], [87], [88], [91], [228]
Preparation of, [86], [88], [89]
Sales talk based on, [73], [91]
When to sell merits of, [90], [91]
Venetian blinds, [182], [207], [216]
Vernis Martin, [41]
Vocabulary building:
Aids to, [41], [76]
Importance of, [35], [40], [75], [77]
List of descriptive terms, [41]
Suggestions for, [41]
Voyeuse, [60]
Wall decorations, [147], [189], [191], [235], [236]
Wall panels, [190], [215]
Wallpapers, [136], [139], [147], [188], [191], [206], [215], [237]
Wall treatments:
Color in, [170], [220]
Connecting rooms, [186]
Description of methods, [41], [147], [215]
Painted, [180], [187], [206], [218], [220]
Papered, [64], [137], [180], [206], [218]
Proper relationships among, [147], [180], [188], [191], [215]
Walnut, [55], [58], [63], [73], [91], [100], [232], [261]
Warm colors, [135], [218]
Warp prints, [155], [157], [158], [263]
"Washed" rugs, [161], [266]
Wavy figures in woods, [256]
Weft, [156], [157], [263], [264]
White used in decoration, [204], [206], [219], [228]
William and Mary furniture and decoration, [63], [65]
Wilton carpetings, [154], [160], [163], [165], [263]
Window display, [40], [266]
Window shades, character and use, [170], [182], [192]
Window treatments, [40], [141], [182], [192]
Wood: see furniture woods, [85], [93]
Woodwork in the decorative process, [98], [99]
Wool fibers, [153], [168]
Woolen and worsted yarns, [153], [154]
Women as buyers, [35], [37], [84], [196], [199], [211], [216]
"Word painting," importance in selling, [35], [208], [212]