5. What use should be made of dealers' aids furnished by the manufacturer of products you are to sell?
6. Give five sources of information regarding prospects which a retail furniture salesman may use.
7. What should a good furniture salesman know about the history of his firm?
8. Why is the excessive use of superlatives an indication of ignorance of the article being sold?
9. (a) Of what value is a knowledge of competing goods? (b) How should such knowledge be used?
SUGGESTED READING LIST
(Most libraries will have other excellent books discussing retail salesmanship and these should be consulted freely.)
Rolling, Cunliffe L. Retail Salesmanship. Sir Isaac Pitman & Sons, Ltd., London and Pitman Publishing Co., New York, N. Y. 1930.
- Studying the Customers, VII, pp. 89-107.
- Receiving the Customers, VIII, pp. 107-131.
- Sales Persuasion, IX, pp. 131-152.
- Methods of Increasing Sales, XI, pp. 165-186.