CONTENTS - Selling Home Furnishings: A Training Program - 2

APPENDIXES
			Page
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]
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]