3. A Colonial bedroom (15 minutes):
Demonstration by Mr. Williams will cover all the elements of a good selling talk—fitness, room arrangement, color appeal, beauty of design, style (with emphasis upon sentimental appeal and present vogue) and price. The demonstration should be criticized on the basis of its smoothness and cumulative effect, or "build-up."
Intermission
4. Is our merchandise properly styled for our own trade? (25 minutes):
Designed to put the buyer on the defensive, and to develop through frank discussion any need for changes in the character of the merchandise from the point of view of design and price only. You are trying to build up a business-getting machine, with no friction, dissatisfaction, or mental alibis. The idea that a salesman can sell anything to anybody will have to be discarded.
5. Promotion plans for this season's business (15 minutes):
By some owner or by the chairman; a brief, candid statement of plans for buying display, advertising, and all forms of promotion and sales effort. Good to insure enthusiastic teamwork and to build up loyalty.
6. Personal experiences (10 minutes):
The chairman will draw upon the selling experiences of individual members of the group.