SUGGESTED READING LIST
(Most libraries will have other excellent books discussing retail salesmanship and these should be consulted freely.)
Rolling, Cunliffe L. Retail Salesmanship. Sir Isaac Pitman & Sons, Ltd., London and Pitman Publishing Co., New York, N. Y. 1930.
- Studying the Customers, VII, pp. 89-107.
- Receiving the Customers, VIII, pp. 107-131.
- Sales Persuasion, IX, pp. 131-152.
- Methods of Increasing Sales, XI, pp. 165-186.
de Schweinitz, Dorothea. Occupations in Retail Stores. International Text Book Co., Scranton, Pa. 1937. (Study sponsored by National Vocational Guidance Association and the U. S. Employment Service).
- Hiring, Training, Promotion, IV, pp. 41-65.
- Hours, Vacations, Earnings, V, pp. 65-93.
Jackson, Alice and Bettina. The Study of Interior Decoration. Doubleday Doran & Co., Inc., Garden City, N. Y.
- Furnishing the Home, XVI, pp. 351-388.
Pelz, V. H., Selling At Retail. McGraw-Hill Book Co., Inc., New York, N. Y. 1926.
- The Psychology of the Retail Sale, III, pp. 19-31.
- Studying the Merchandise, VI, VII, pp. 81-119.
- Customer Types and Characteristics, X, pp. 159-185.
- How to Meet Objectives, XIV, pp. 235-259.
- Substitution Sale, XV, pp. 259-265.
Richert, G. Henry. Retailing Principles and Practices. Gregg Publishing Co., New York, N. Y. 1938.
- The Retail Sales Process, XI, pp. 219-245.
- Customer Service, XIV, pp. 295-311.
Simmons, Harry. How to Get the Order. Harper & Bros., New York, N. Y. 1937.
- The Futility of Price Appeal, XI, pp. 97-106.
- Buyer Slants on Selling, XIV, pp. 121-128.
Whitehead, Harold. The Business of Selling. American Book Co., New York, N. Y. 1923.
- The Buyer's Motives, VII, pp. 61-74.
- The Customer, XIV, pp. 153-173.