Selling Home Furnishings: A Training Program

by Roscoe R. Rau; Walter F. Shaw

Appendix J.—READY REFERENCE INDEX

• Accessories, [136], [145], [191], [198], [215], [227], [232]
• Adam furniture and decoration, [58], [66], [67], [72]
• Adjoining rooms, relationships among, [171]
• Advertising, [3], [7], [196], [265], [266], [267]
• All-over carpeting, [171], [181]
• Aluminum, [73]
• American styles, [70], [165]
• Analogous color harmonies, [131], [134]
• Animal fibers, [153]
• Antique:
• Furniture, [60], [73], [161]
• Rugs, [160], [161]
• Apartment living room, [267]
• Architectural factors in selling furniture, [131], [133]
• Argument, folly of, [78]
• Armures, [157], [168]
• Axminster carpetings, [71], [157], [160], [164], [231]
• Balance in room arrangement, [142], [147]
• Basket weave, [167], [168]
• Beauty:
• Nature of, [131]
• Relation to price, [132]
• Bedding, [107], [108], [205]
• Bedroom:
• Children's bedrooms, [208]
• Decorative processes, [61], [206], [237]
• Draperies, [207]
• Floor coverings, [172], [207]
• Relaxation room, [205]
• Sales of merchandise for, [76], [205], [208], [210]
• Wall treatments, [206]
• Bedsprings, [119], [208]
• Blond woods, [100]
• Body Brussels carpetings, [154], [164]
• Book rack, use of hanging, [58], [221]
• Brackets, [66]
• Breakfast nook, [217], [221]
• Breakfast room, [100], [217], [218]
• Broadloom carpetings, [165], [168], [266]
• Brocades and brocatelles, [54], [60], [156], [157]
• Buffets, [54], [196], [235]
• Bureaus, [51], [94]
• Burls, [91], [255]
• Buying habits, [3], [24], [35], [36], [38], [42], [83], [84], [196], [210]
• Cabinets, [50], [56], [63], [69], [189], [190], [193], [196]
• Cabriole leg, [41], [69]
• Calcimine colors, [180], [187]
• Call trade, [5], [8]
• Carolean style, [70]
• Carpetings, [153], [155], [160], [162], [170], [174]
• Case goods, [51], [94], [210]
• Cedar chest, [187]
• Cellulose plastics, [239]
• Center of interest, [141], [184]
• Chairs, [51], [55], [64], [92], [94], [192], [194], [231], [237]
• Chaise lounge, [55], [58], [205]
• Charles I, II furniture, [61]
• Check-up, the daily, [10]
• Chenille carpetings, [154], [160], [162], [263]
• Chests, [51], [52], [54], [189], [190], [208], [209], [239]
• Chiffonier, [58]
• China shelves, [66], [196]
• Chinese, influence in decoration, [63], [66], [232], [235]
• Chintzes, [64], [157], [158]
• Chippendale furniture, [16], [64], [65], [66], [72], [76], [267], [268]
• Chromatic circle, [139]
• Chromium, [73], [97], [219], [236]
• Clocks, [56], [63], [190], [235], [236]
• Cocktail tables, [157]
• Coils, [112], [113], [114], [115]
• Coir, [153], [155]
• Colonial furniture, [70], [72], [193], [237], [267]
• Color:
• Chart of color combinations, [135], [146]
• Definitions, [134], [136], [227]
• Emotional effects of, [133], [134], [136], [145], [218]
• Management, [135], [136], [139], [140], [235]
• Means for larger sales, [267]
• Names and families, [134], [135]
• Sales talk based on, [133], [136]
• Color schemes:
• General, [133], [136], [139], [171]
• Bedroom, [171], [206]
• Breakfast room, [100], [218]
• Connecting rooms, [195]
• Dining room, [190], [191]
• Hall, [171], [186]
• Kitchen, [219]
• Living room, [171], [180], [185], [231]
• Sunroom, [100], [171]
• Commodes, [36], [235]
• Competition:
• Factor in selling, [36], [197]
• Forms of, [196]
• Complementary colors, [134], [135], [136], [176]
• Confidence:
• Destroyed by unproved assertions, [33]
• Winning the buyer's, [34], [40], [197], [222]
• Console tables, [54], [67], [143], [189], [237]
• Construction:
• Hidden values, [30], [93], [96]
• Methods in floor coverings, [162]-166
• Methods in furniture, [95], [214]
• Order of in sales presentation, [31], [84], [214]
• Women's attitude toward, [49], [84], [197], [240]
• Consumer education:
• Wide spread, c, [5], [10], [37], [74], [107]
• Problems increasing, [5], [197]
• Service to, [5], [93], [123], [198], [218], [234]
• Contrast:
• As an element of beauty, [139]
• As a method in showing furniture, [210], [211], [213]
• Cotton fibers, [116], [153], [154]
• Couch, studio, [63]
• Craftsmanship, [78], [92]
• Credenzas, [54]
• Cretonnes, [155], [158], [215]
• Crewel embroidery, [159], [190], [247]
• Crotch figure, [82], [91]
• Cupboards, [247]
• Customer:
• Attention to, [20], [22], [84], [108], [199], [209]
• Buying habits, [35], [84], [209], [222]
• Influencing the, [6], [40], [108], [123], [198]
• Meeting the, [24], [199], [241]
• Psychology of, [23], [42], [85], [198], [200], [209], [241]
• Types of exceptional, [32], [78]
• Daily check-up, [10], [36], [241]
• Damasks, [54], [60], [118], [154], [157]
• David style, [60]
• Dining room:
• Combined with living room, [193], [195]
• Decoration of, [190], [237]
• Dinettes, [194], [195], [237]
• Floor coverings, [191], [267]
• Junior dining rooms, [193], [194], [196]
• Lighting, [190], [192], [227]
• Relation to connecting rooms, [193]
• Window treatments, [192]
• Directoire furniture, [48], [60]
• Dominant element:
• Method of, [137], [189]
• Necessity for, [189]
• Draperies:
• Choice of, [69], [136], [207]
• Fabrics, [136], [155], [207]
• Function of, [138], [207], [215]
• Length of, [183]
• Patterns, [136], [183], [192]
• Women's interest in, [216]
• Drum printing of carpetings, [158], [160], [165]
• Dutch cabinet, [63]
• Early American, [71], [193], [213], [230], [236]
• Easy chair, sales procedure, [17]
• Elizabethan style, [61], [62]
• Embroideries, [66], [159], [198]
• Emotional harmony, test for, [143], [144], [145]
• Emotional values:
• Color, [135], [138]
• Light, [133], [138]
• Line, [137], [138]
• Proportion, [137], [138]
• Empire style, [59], [60], [72]
• Enameling, [100]
• English styles, [61], [268]
• Ensembles:
• Advantages, [172], [199], [208]
• Building units for use in, [172], [194], [211]
• Sales techniques, [172], [174], [196], [199], [200], [211]
• Fabrics, [42], [153], [172], [220], [228]
• Feathers, [124]
• Federal period, [60]
• Felt-base carpetings, [160]
• Fibers, textile, [153], [154], [156], [166], [192]
• Figures in woods, [34], [85], [96], [225]
• Finish as an element of value, [49], [97], [98], [209]
• Finishing methods, [73], [97], [98]
• Fireplace group, [184], [235]
• Flake figure, [87]
• Flax, [153], [155]
• Floor coverings:
• Choice of—See discussion of various rooms, [181], [207], [216]
• Care of, [166], [169]
• Color management in, [159], [207]
• Common terms, [263]
• Construction in, [33], [159]
• Plain vs. figured, [172], [207], [216]
• Sales talk based on, [171], [216], [266]
• Used to unite adjoining rooms, [171]
• Floor plans, nature and use, [20], [21], [200]
• Fluorescent lighting, [226], [228], [238]
• Follow-up Methods, [190], [200]
• Foot:
• Various types of, [69], [248]
• Defined-glossary, [248]
• Formal balance, [143]
• Francis I, [55]
• French Provincial, [59], [60], [194], [237], [268]
• French Renaissance, [55], [230]
• Friezes, frisés, [156], [268]
• Furniture:
• Arrangement, [141], [144], [183], [194]
• Coverings, [144], [155]
• Effects, women interested in, [85], [132]
• Hidden values, [33], [42], [93], [94], [96]
• Selection and use, [195]
• Upholstery, [96]
• Furniture woods:
• Appeal of, [85], [88]
• Finishes, [97], [98], [99], [255]
• Hardwood and softwood, [87]
• List of principal, [255]
• Structure and eye appeal, [86]
• Gate-leg table, [62], [63], [64], [195]
• Georgian styles, [64], [72], [237]
• Girandoles, [66], [67], [248]
• Glass:
• Furniture material, [73]
• Curtains, [182], [207], [216]
• Glossary, [247]
• Grass rugs, [166], [168]
• Grouping, importance of, [132], [141], [144], [147], [184], [185], [231], [237]
• Growth-ring figures, [86]
• Guest room, [208]
• Hall:
• Color scheme for, [186]
• Decorative principles for, [186], [188]
• Draperies, [188]
• Floor coverings, [188]
• Minimum equipment, [189], [190]
• Harmony:
• Nature of, [131], [144], [146], [208]
• Tests for, [145]
• Hepplewhite furniture, [67], [68], [267]
• "High-lighting" merchandise, [41], [76], [77], [211], [252]
• "High-pressure" methods, [18], [37], [197]
• Hooked rugs, [160], [173]
• Horsehair, [153]
• Hues, definition of term, [134], [220]
• Imagination in sales, [8], [198], [217], [218]
• Inlay, historic use of, [42], [54], [69], [94], [247]
• Intensity in color, [183]
• Interior Decoration:
• Definition of, [3], [131], [133]
• Basic principles, [138], [141], [198], [241]
• Inventory your home, [133], [211]
• Italian Renaissance, [52], [77]
• Jacquard weave, [118], [156], [163], [167]
• Jacobean style, [61], [62]
• Jute, [153], [155], [263]
• Kapok, [117], [125], [153], [155]
• Key piece method of selling, [33]
• Kitchen:
• Accessories for, [218], [220], [235]
• Breakfast nook, [217], [221]
• Color in the, [219], [220]
• Curtains for the, [220]
• Decoration of, [220], [236]
• Floors, [220]
• Walls, [220]
• Knee-hole desk, [58], [268]
• Knickknack shelves, [236]
• Kroehler survey, [39]
• Lacquer, [56], [63], [64], [97], [99], [248]
• Ladder-back chair, [66]
• Lamps, [173], [199], [215], [227], [230], [235]
• Latex, [117]
• Leather, [54]
• Legs, table and chair—styles of, [248]
• Library, [171]
• Light:
• Emotional effect of, [133], [232]
• Relation to color, [133], [207]
• Lighting:
• Fluorescent, [227]
• Methods for rooms, [144], [230], [231]
• Line and form, emotional values, [137], [139], [208]
• Linens, [155]
• Linoleum:
• Materials and construction, [73], [160], [165]
• Used in various rooms, [181], [188], [220]
• Living room:
• Color schemes for, [171], [180], [185], [231]
• Decorative principles, [179], [188]
• Groupings, [141], [267]
• Individual pieces, [193], [267]
• Related merchandise for, [179]
• Room picture method, [197]
• Setting up complete room, [197], [199], [200]
• Wall treatments, [180]
• Louis XIV furniture and decoration, [55], [57], [88]
• Louis XV furniture and decoration, [56], [57], [60]
• Louis XVI furniture and decoration, [58], [60], [69], [76]
• Love seat, [69], [143]
• Luminosity in color, [227]
• Machine-made furniture, [77], [78], [92]
• Mahogany, [58], [60], [64], [67], [73], [100], [232], [258]
• Maple, [92], [100], [193], [213], [232], [259]
• Marquetry, [42], [56], [58], [249]
• Materials as element of value, [31], [49], [84], [110]
• Mattresses, [106], [108], [112], [116], [208]
• Men as buyers, [38], [119]
• Mirrors, decorative use of, [56], [66], [137], [187], [189], [191], [232], [233]
• Mohair, [153], [154], [156]
• Moisture content in woods, [94]
• Moss, [153], [155]
• Motifs in decoration, [141], [181], [206], [235]
• Murals, [236]
• Names, importance in selling, [23], [25]
• Needlepoint, [54], [64], [159]
• Neutral colors, [136], [137]
• Night tables, [205]
• Nursery, [171]
• Oak, [56], [61], [99], [259]
• Objections:
• How to anticipate, [212]
• How to answer, [9], [199]
• Occult balance, [142]
• Odd pieces, selling, [194], [208]
• Order taking vs. selling, [18], [140], [206]
• Oriental rugs, [61], [75], [160], [266]
• Ornament, [67], [73]
• Outfit sales, technique for, [199], [200]
• Palm fiber, [97], [153], [155]
• Paneling, proper employment of, [71], [180], [237]
• Pedestals, [56]
• Period furniture and decoration, [49], [235]
• Personality, elements of, [6], [12], [241]
• Phyfe, Duncan, [72], [193], [267]
• Physical harmony, tests for, [141], [145]
• Pictures in decoration, [137], [138], [191], [232], [233]
• Pillows, [106], [109], [112], [123], [124], [125]
• Planned selling, methods of, [190], [199], [201], [208], [210], [223]
• Plastics enter field of competition, [100], [237], [238]
• Plushes, [156]
• Plywood:
• Construction, [89], [90]
• Characteristics, [96], [240]
• Value, [90]
• Porch furnishings, [100], [217]
• Powder table, [58]
• Prices:
• Element of value, [8], [78], [83], [206], [222]
• Changing attitude toward, [78], [111], [131], [196]
• Judging customer's level, [132], [206]
• Meeting competition of, [111], [197]
• When to quote, [24], [200]
• Primary colors, [134], [135]
• Printed linens, [158]
• Progress program chart, [4]
• Proportion, emotional value of, [137]
• Protein plastics, [239]
• Pure colors, effect of, [134]
• Quality, often a concealed value in furniture in relation to price, [93]
• Queen Anne style, [63], [65]
• Questions as an aid in selling, [19], [22], [38]
• Ramie, [153], [155]
• Rattan, [97]
• Rayon, [118], [153], [155]
• Reed furniture:
• Materials and construction, [93], [96]
• In the sunroom, [215]
• Related merchandise:
• Importance of selling, [7]
• Sale of, [7], [190]
• Renaissance, the, [51]
• Repetition:
• Artistic method of, [34]
• Basic importance in selling, [34]
• Resistance—due to unproved assertions, [9], [210]
• Retail-store services, [174], [266], [269]
• Rococo ornament, [66], [69], [249]
• Roller shades, [182]
• Room arrangement, [21], [133], [147], [207]
• Room picture method, [136], [198], [200], [211], [214]
• Rugs:
• Arrangement of small, [181], [188], [192], [207]
• Choice of, [181], [188], [192]
• Common terms, [263]
• Hand-tufted weaves, [160]
• Proper margins for, [181]
• Sales procedure for, [43], [74], [164], [171], [172]
• Sale:
• Closing the, [17], [23], [212], [214], [222]
• Starting the, [17], [18], [132], [211]
• Salesman:
• As business builder, [3], [85], [107], [122], [140], [222]
• As interpreter of appreciations, [78], [85], [138], [140]
• Daily check-up, [10], [12], [16]
• Equipment of, [10], [85], [140]
• Objectives of, [5], [17], [222]
• Techniques used by, [6], [8], [83], [172], [206]
• Sales volume:
• Sources of increasing, [5], [7], [84], [107], [111], [198]
• Ways to larger, [5], [208], [210], [211], [222]
• Sateen, satin, [118], [126], [156], [209]
• Savery, William, [72]
• Scatter rugs, [181], [207]
• Screens, [56]
• Secretaries, [141], [268]
• Selling:
• According to plan, [20], [173], [210], [211]
• Fundamentals in, [8], [10], [29], [37], [221]
• Hidden factors in, [42], [85], [205], [212], [241]
• Shade as a color term, [133], [134]
• Shades:
• See window shades, [170], [182], [192]
• Lamp, [229]
• "Shading" in pile carpets, [216]
• Shadow prints, [158]
• "Sheen"-type rugs, [33]
• Shelves, wall, [235], [236]
• Sheraton furniture and decoration, [16], [68], [69], [267]
• Sideboards, [67], [69]
• Silk, [153]
• Sisal rugs, [168], [169]
• Small rugs, [181]
• Sofa bed, [60], [107], [126], [143], [232]
• Solarium, [214]
• Solid furniture, [73], [87], [90]
• Spaciousness, securing effect of, [137], [141]
• Spanish furniture and decoration, [54]
• Springs, [107], [112], [115]
• Stains, [98], [99]
• Stair carpets, [172], [188]
• Steel as furniture material, [73], [100]
• Store services, [174], [266], [269]
• Stretchers, [53], [63], [64], [92]
• Studio couch, [106], [126]
• Style:
• Appeal of color in, [267]
• Appeals based on period decoration, [74], [76], [78]
• As a selling factor, [8], [49], [75], [180], [212]
• See period furniture discussion, [49]
• Sunroom:
• Decorative principles, [100], [171], [214], [215]
• Furniture suitable for, [214]
• Typical treatments for, [215], [216]
• Superlatives, avoid use of, [9], [24], [211]
• Synthetics, [73], [240]
• Tables:
• Bedside, [237]
• Breakfast, [60]
• Construction of, [52], [94]
• Dining room, [60]
• Gate-leg, [62]
• Importance of small, [50], [56], [58]
• Kitchen, [2], [219]
• Occasional, [7], [52], [189], [237]
• Tea, [60], [231]
• Tabouret, [55], [56]
• Tact, [8], [241]
• Taffetas, [144], [157]
• Tallboys, [64]
• Tapestries, [56], [106], [136], [141], [155], [156], [189], [236]
• Tapestry Brussels carpetings, [165]
• Textile fibers, [216]
• Thermoplastic, [239]
• Thermosetting, [239]
• Ticking, [118]
• Tint, as a color term, [134]
• Tone, color, [134], [139], [161]
• Touch, sense of, [42], [43], [44]
• Training levels, [4], [5]
• Truth in selling, [9], [33], [34], [75], [77], [108], [199], [266]
• Tuft, [119], [164], [170], [263], [264]
• Twill weave, [118], [156], [167], [168]
• Unit, shifting from to entire room, [198], [199]
• Unity as element of beauty, [181]
• Unmatched furniture, sale of, [189], [191], [193], [208]
• Upholstered fabrics:
• Choice of, [118], [154], [159], [185], [194]
• See discussion of various rooms, [159], [209]
• Historic practices, [56], [154]
• Upholstered furniture:
• Construction of, [93]
• Hidden values, [93], [96]
• Utility:
• As a buying motive, [8], [50], [133], [147]
• Values, [8], [133], [144]
• Value:
• Defined as color term, [133]
• How to demonstrate, [29], [84], [94]
• Real nature of, [83]
• Studies of emotional, [133], [134]
• When to demonstrate, [31], [109]
• Vargueno, [41], [53]
• Vegetable fibers, [154]
• Velvet carpetings, [165]
• Velvets; velours, [60], [76], [156]
• Veneer:
• Beauty and historic use, [55], [87], [88], [91], [228]
• Preparation of, [86], [88], [89]
• Sales talk based on, [73], [91]
• When to sell merits of, [90], [91]
• Venetian blinds, [182], [207], [216]
• Vernis Martin, [41]
• Vocabulary building:
• Aids to, [41], [76]
• Importance of, [35], [40], [75], [77]
• List of descriptive terms, [41]
• Suggestions for, [41]
• Voyeuse, [60]
• Wall decorations, [147], [189], [191], [235], [236]
• Wall panels, [190], [215]
• Wallpapers, [136], [139], [147], [188], [191], [206], [215], [237]
• Wall treatments:
• Color in, [170], [220]
• Connecting rooms, [186]
• Description of methods, [41], [147], [215]
• Painted, [180], [187], [206], [218], [220]
• Papered, [64], [137], [180], [206], [218]
• Proper relationships among, [147], [180], [188], [191], [215]
• Walnut, [55], [58], [63], [73], [91], [100], [232], [261]
• Warm colors, [135], [218]
• Warp prints, [155], [157], [158], [263]
• "Washed" rugs, [161], [266]
• Wavy figures in woods, [256]
• Weft, [156], [157], [263], [264]
• White used in decoration, [204], [206], [219], [228]
• William and Mary furniture and decoration, [63], [65]
• Wilton carpetings, [154], [160], [163], [165], [263]
• Window display, [40], [266]
• Window shades, character and use, [170], [182], [192]
• Window treatments, [40], [141], [182], [192]
• Wood: see furniture woods, [85], [93]
• Woodwork in the decorative process, [98], [99]
• Wool fibers, [153], [168]
• Woolen and worsted yarns, [153], [154]
• Women as buyers, [35], [37], [84], [196], [199], [211], [216]
• "Word painting," importance in selling, [35], [208], [212]

FOOTNOTES:

[32] Statement prepared by the Mahogany Association, Chicago, Ill.

[33] Statement prepared by American Walnut Manufacturers Association, Chicago, Ill.

[34] The Seng Handbook, The Seng Co., Chicago, Ill. (1939), pp. 54-55.

[35] Reproduced by permission of Robert B. Palmer, advertising manager, Duff & Repp, Kansas City, Mo., and the National Furniture Review.

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