3. Selling furniture on style basis (30 minutes):
Demonstration by Messrs. Black and Herrick. In this demonstration, let the men have 15 minutes free from interruption, with the time limit announced in advance; stop them promptly when their time has expired; and call for comment and criticism. These sales rehearsals are of the utmost value if properly conducted. They should never be permitted to lag or become involved in windy discussion.
4. How can we make use of unit III in closing any sales now pending? Open discussion (20 minutes):
A sale of importance often has to be as carefully prepared and staged as a stage play. If the style appeal can be used to advantage in sales hanging fire or in sight, use the brains of the entire organization to find out how to do it.
As an alternative procedure to that suggested in 4 above, the following may be preferred by some group leaders:
Appoint three style leaders, or divide the entire force into three style committees, to deal respectively with (a) the early European styles, from the Renaissance to William and Mary; (b) the eighteenth century European styles; and (c) the American styles. These leaders or committees should be instructed to go through the stock, assign as many pieces as possible to the various historic periods, and be prepared to give the reasons for these assignments to the whole group. In a large stock, limit the assignment to living room furniture only.
5. Assignment of practice work (5 minutes):
Typed forms prepared about as follows should be distributed at this time:
Historic style_____________ Name of salesman________________________