PageFOREWORDvUnitI.THE SALESMAN AS A BUSINESS BUILDERSpecialized selling of home furnishings as a career3Increasing sales and earnings5Fundamentals for good selling8The daily check-up—A perpetual inventory10UnitII.TECHNIQUE OF SALESMANSHIPSale objectives17Starting the simple sale17The all-important interview20Three general considerations for closing sales23Meeting the customer24UnitIII.SALESMANSHIP APPLIEDHow to demonstrate values29Contrast in buying methods of women and men35Enriching your vocabulary40Hidden factors that increase sales42UnitIV.STYLE AS A SELLING FACTORSignificance of style49Period styles from Renaissance to Early Colonial50American styles70Using style appeal in selling74UnitV.FURNITURE WOODS—THEIR ORIGIN AND USEValue and price in relation to home furnishings83Principal furniture woods85Making the most of wood structure and its appeal to the eye86Importance of craftsmanship92UnitVI.SELLING SLEEP EQUIPMENTSelling equipment to meet customer's needs107Mattresses and springs112Pillows123Studio couches and sofa beds126UnitVII.AN INTRODUCTION TO THE ART OF INTERIOR DECORATIONInterior decoration as a selling method131Emotional values of light, color, line, and proportion133Color management in decoration139Principles of furniture arrangement141UnitVIII.FLOOR COVERINGS AND FABRICSDrapery and upholstery fibers and fabrics153Floor coverings159Selling coverings for other floors171Use of ensembles in selling172UnitIX.FURNISHING THE LIVING ROOM, HALL, AND DINING ROOMFurnishing the living room179Distinctive hall furniture186Securing hospitable dining room atmosphere190Ensemble selling196UnitX.FURNISHING THE BEDROOM, SUNROOM, KITCHEN, AND BREAKFAST ROOMFurnishing the bedroom205Furnishing the sunroom214Equipping the breakfast room and kitchen217Final emphasis for alert salespersons221UnitXI.ACCESSORIES THAT MEAN "PLUS" SALESLamps and lighting227Pictures and mirrors232Wall decorations235Plastics enter the home furnishings field237"Do's" and "Don't's" for the salesperson241APPENDIXESA.Glossary of terms247B.General reading list250C.A suggested teaching outline for a group leader252D.The leading furniture woods255E.Common rug terms263F.An advertising check list265G.Fivefold selling plan for floor coverings266H.Color and style in modern advertising copy267I.Check list for planning a store-wide promotion269J.Ready reference index271