Ensemble units may be built over an easel which displays a standard-sized carpet sample; or may use a sample rug with a chair, table, or lamp, the drapery and other fabrics being thrown over the chair. The object is to bring the various elements together effectively so the customer may see them. The ensemble is to prove that these other factors will harmonize satisfactorily with the floor covering.
In the selection of elements for ensemble units, whether temporary or permanent, the advice of the decorating department of the store, if one exists, will be invaluable. Many manufacturers of rugs and carpets have established decorating services, the benefit of which is available to store as well as to consumer. Such services are much publicized, extremely popular, and influential with the public and widely used by consumers. Store and sales force alike will be wise to know what such potent sales influences are advising.
Another source of such data is the editorial pages of magazines, many of which publish decorative schemes in color. These influence the thinking and buying of many readers.
Let it be emphasized again that the ensemble, potent as is its influence should be employed only when the sale is not possible otherwise. And only after the possibilities of one grouping have been exhausted should another one be built. The customer must not be confused by much, but rather enlightened by a little.
QUESTIONS
1. Under what conditions would it be good salesmanship to change arrangement of a suite on the display floor, or to bring in rug, draperies, table runner, glass, or silver as a means to closing a sale?
2. What technical information does a good salesman need to use in demonstrating concealed values in upholstered furniture?
3. How do you demonstrate values in floor coverings?
4. What procedure do you follow in seeking to produce the largest volume of sales from paid-up, inactive accounts?