Figure 2 is a diagram of an educational program which, starting with preparatory training in the early years of the secondary school, continues through a period of cooperative part-time training which combines education in the school and on the job, until full-time employment assures continued opportunity to study progressively on three training levels of increasing difficulty and responsibility. Mastery in ability to sell home furnishings implies adequate understanding of materials and selling techniques acquired at each of these training levels.
INCREASING SALES AND EARNINGS
There are three ways by which one can increase his sales and earnings:
1. Increase the daily average number of customers waited on.
2. Increase the average percentage of customers sold.
3. Increase the average volume of each sale.
INCREASE THE DAILY AVERAGE NUMBER OF CUSTOMERS
In order to increase your daily average of people waited on, you must (a) arrange to secure customers for the otherwise idle hours of the day; and (b) develop the ability to speed up the selling process, which will enable you to sell to more people during the active hours.
(a) To secure customers for the otherwise idle hours of the day, begin with the "lookers" and your "call trade." The woman who has been planning what is to her an important purchase frequently will want to consult her husband or a friend in whose judgment she has confidence. If you have been successful in creating real interest in your merchandise, it will not be difficult to make an evening appointment, obviously as a means of saving the time of the husband or the friend.
When you suggest an early or late appointment you may readily promise exceptional service. You will be assured of the individual attention of your group under conditions removed from the confusion of regular store traffic. If the appointment is during the early morning hours or during evening hours, it will be easy to group the pieces as they are to be used and thus show them as they might actually look in the home.