2. A thorough knowledge of home furnishing merchandise in general, and our own in particular.
3. A sound working knowledge of the principles and practice of the home-furnishing art; and
4. Planned procedure in showing our goods and in closing sales.
Give a chemist a bottle of colorless liquid containing three or four metals in solution, and in an hour or less he will tell you exactly what those metals are. He doesn't guess, but puts the solution through an ordered series of reactions which gradually exhaust all the possibilities.
Making a sale is roughly an analogous process. In dealing with a long succession of unknown customers we cannot possibly guess just which procedures will satisfy any one customer's tastes and personal, decorative, and financial requirements. Human beings never react with the exactness of chemical combinations, but their reactions may be relied upon to make planned selling enormously more profitable than use of any combination of haphazard methods yet devised.
QUESTIONS
1. What do you do when your customer says, "I will wait for the spring sales?"
2. In what ways may good window display aid you in selling bedroom furniture?
3. Illustrate, if possible from your experience, the use of the complete "room picture" method.
4. What are the advantages of glass curtains?