3. Stump-wood—American walnut, four-piece matched.
4. Quarter—African mahogany, mottled and fiddleback.
5. Rotary—Ash (Tamo).
6. Burl—Maidou, two-piece matched.
Unit V.—FURNITURE WOODS—THEIR ORIGIN AND USE
VALUE AND PRICE IN RELATION TO HOME FURNISHINGS
The materials in a piece of furniture, and the way those materials are put together, affect not only its appearance, but also its durability and behavior in service. Appearance and durability both help to determine value. They are factors which usually influence a customer toward or against a purchase. But the customer, unaided, cannot be expected to see and appreciate these factors at their true importance. Therefore a sound knowledge of materials and construction, plus ability to use that knowledge effectively, is essential to the salesperson who wants to take the road to higher earnings.
Every sale is a process of weighing one satisfaction against another. Those who buy from sheer necessity compare price against price, or price against terms. Those who buy for any other reason weigh price against value.
Do not forget that price and value are by no means the same thing. A low price does not automatically constitute, from the customer's viewpoint, a high value. The price of an article is fixed by the dealer. The value of that article is fixed by the buyer, since it depends, not upon what the article costs to make or what is asked for it, but upon what it is worth to her.