SUGGESTED READING LIST
Bolling, Cunliffe L. Retail Salesmanship. Sir Isaac Pitman & Sons, Ltd., London, 1930.
- The Spirit of Salesmanship, II, pp. 14-26.
- Aptitude for Salesmanship, III, pp. 26-37.
- Sales Demonstration, X, pp. 152-165.
Kenagy, H. G. and Yoakum, C. S. The Selection and Training of Salesmen. McGraw-Hill Book Co., Inc., New York, N. Y. 1925.
- The Measures of Successful Selection, XI, pp. 215-249.
- Mental Alertness Tests for Salesmen, XII, pp. 249-277.
- Personality and Aptitude Tests, XIII, pp. 277-300.
- Training Salesmen, XIV, pp. 300-319.
Kelsey, Clark. Furniture: Its Selection and Use. National Committee on Wood Utilization, United States Department of Commerce. Superintendent of Documents, United States Government Printing Office, Washington, D. C.
- Budget, Buying Plans, Need, Utilities, I, pp. 1-19.
National Retail Dry Goods Association, 101 West Thirty-first Street, New York, N. Y. 1935. Furniture Sales Manual.
Pelz, V. H. Selling At Retail. McGraw-Hill Book Co., Inc., New York, N. Y. 1926.
- Personal Qualifications of the Retail Salesman, VIII, pp. 119-139.
- How to Make Sales-Talk Effective, XI, pp. 185-215.
- Sales by Suggestion, XVIII, pp. 293-313.
- Following Up the Sale, XIX, pp. 313-315.
Reyburn, Samuel W. Selling Home Furnishings Successfully. Prentice-Hall, Inc., New York, N. Y.
Simmons, Harry. How To Get The Order. Harper & Bros., New York, N. Y. 1937.
- Sales, Leads, Customers, I, II, III, V, VII, VIII, pp. 1-78.
Stewart, Ross and Gerald, John. Home Decoration. Garden City Publishing Co., Inc., Garden City, N. Y. 1938.
- Buying Furniture, XII, pp. 219-230.
Whitehead, Harold. How To Run a Store. The Thomas Y. Crowell Co., New York, N. Y. 1921.
- Developing Organized Loyalty, XXI, pp. 253-265.
----. The Business of Selling. American Book Co., New York, N. Y. 1923.
- The Mental Law of Sale, V, pp. 44-51.
- The Salesman's Personality, XVIII, pp. 221-234.
- How To Develop Personality, XIX, pp. 234-242.
Unit II
TECHNIQUE OF SALESMANSHIP
- Sale Objectives
- Starting the Simple Sale
- The All-Important Interview
- Three General Considerations for Closing Sales
- Meeting the Customer
Figure 3A.—A block front Chippendale secretary. The pulls are all pierced chased brass. The broken pediment is ornamented by the unusual addition of a hand-carved leaf carving. The ribband back chair has the cabriole ball and claw and leaf carving on the knees and is upholstered in a hand-blocked tapestry.
Figure 3B.—This copy of a Sheraton corner stand has tambour sliding front drawers and a copper-lined plant container at the back. The chair at the side is a Sheraton decorated armchair, in black with gold decoration. The upholstery is green and ivory striped satin.
Unit II.—TECHNIQUE OF SALESMANSHIP