Figure 22.—A new studio divan (A) which can be used in a variety of decorative treatments to provide a luxurious lounge by day—comfortable twin beds at night (B) that open to bed height. Upholstered and finished on all four sides, this unique studio divan can be used at any angle in the room. Available in a variety of attractive color combinations, the number illustrated has a rich brown frame and ends, and is trimmed in beige moss fringe. The inner-spring mattress is upholstered in beige and fawn-colored striped tapestry. Important style notes are the two-height arms and the bolster-type single pillow. Both the base unit and the mattress are inner-spring filled and provide extra lounging and sleeping comfort.
Unit VI.—SELLING SLEEP EQUIPMENT
SELL EQUIPMENT TO MEET CUSTOMER'S NEEDS
The retail selling of sleeping equipment, in the opinion of many store executives, calls for more skill and study than almost any other line, but to the man who really knows his merchandise there is no easier line to sell and few which offer greater opportunities for increased earnings and personal satisfaction.
No other line of merchandise needs intelligent selling as much as does sleeping equipment. The consumer, through magazines and newspapers, is learning much about style, decoration, and periods in furniture. When shopping for a living room suite she needs the salesman's help, certainly, but she usually comes into the store with some idea of what she should have. Bedding, however, to most women is too often something to be selected through bargain advertising.
Because the mind of the prospective purchaser has been conditioned to expect bargains in mattresses, springs, pillows, studio couches, and sofa beds, it is necessary for you to use your intelligence and exert sincere effort to sell the sleeping equipment which the customer should have. The average customer is unfamiliar with standards by which bedding may be judged; so the responsibility of guiding her to a proper selection rests with you.
This is all the more important because sleep equipment has an actual effect upon one's health and rest. How well a person sleeps is a natural topic for conversation.
You may shirk this responsibility to the physical welfare of the customer by making quick sales of low-priced merchandise. However, if you want to build a clientele who will recommend you to their friends in an ever-widening circle, you will remember that you are selling sleeping comfort—something that the customer will be able to check every night of the year.