Retail Shoe Salesmanship
by Frank Butterworth H. T. Conner A. H. Geuting George F. Hamilton
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About This Book
Leather Binding on Spine and Corners with Golden Leaf Printing on round Spine (extra customization on request like complete leather, Golden Screen printing in Front, Color Leather, Colored book etc.) Reprinted in 2018 with the help of original edition published long back [1920]. This book is printed in black & white, sewing binding for longer life, printed on high quality Paper, re-sized as per Current standards, professionally processed without changing its contents. As these are old books, we processed each page manually and make them readable but in some cases some pages which are blur or m...
Chapters (339)
- RETAIL SHOE SALESMANSHIP
- PREFACE
- TABLE OF CONTENTS
- CHAPTER I THE FIELD OF RETAIL SELLING
- PURPOSE OF THE COURSE
- THE PLAN
- HOW TO READ
- THE SCIENCE OF BUSINESS
- THE SALESMAN’S PLACE
- RETAIL SHOE SELLING
- CHAPTER II RELATION OF THE MAN TO HIS JOB
- SERVICE
- SELF-ANALYSIS
- CONFIDENCE
- CHARACTER
- PERSONALITY
- CARVING OUT A CAREER
- CO-OPERATION
- SUCCESS THE REWARD OF MERIT
- THE PRICE OF SUCCESS
- CHAPTER III HEALTH AN IMPORTANT FACTOR
- JOY OF A HEALTHY BODY
- KEEPING “FIT” FOR BUSINESS
- FOOD
- FRESH AIR
- SLEEP
- LEARN HOW TO PLAY
- CARE OF THE BODY
- WORK AND PLAY FOR THE MIND
- NERVES
- PERSONAL APPEARANCE
- THE KNACK OF BEING WELL DRESSED
- CHAPTER IV ENTHUSIASM WITH HONESTY
- GETTING “LIFE” INTO THE SALE
- ADVERTISING TO FOCUS THE CUSTOMER’S ENTHUSIASM
- WHAT IS ENTHUSIASM?
- KEEPING UP STEAM
- MAKE THE FIRST SALE TO YOURSELF
- THE FUTURE A REFLECTION OF “TO-DAYS”
- HONESTY
- DANGER OF OVER-ENTHUSIASM
- PROMISES
- CHAPTER V THE CUSTOMER AS THE SALESMAN’S GUEST
- THE HUMAN HEART THROB
- GREETING THE CUSTOMER
- REMEMBERING THE NAME
- NO GEOGRAPHY IN SERVICE
- FAMILIARITY
- MEETING HIM FACE TO FACE
- SIDE CHATTER
- PAINFUL SILENCE
- CUSTOMER CONCENTRATION
- TALKING IN TERMS OF “YOU”
- STICK TO THE SALE
- TALKING IN POSITIVE TERMS
- DON’T ARGUE
- WAR-TIME PORTIONS OUT OF DATE
- CHAPTER VI TAKING AN INTEREST IN THE CUSTOMER
- ARE YOU SELLING OR IS HE BUYING?
- GETTING HIS INTEREST
- POINTS OF CONTACT
- HANDLING THE GOODS
- APPROPRIATE SELLING TALK
- SUGGESTION
- STUDYING THE CUSTOMER
- DISCRIMINATION AMONG CUSTOMERS
- INTERRUPTIONS
- CHAPTER VII DIFFERENT TYPES OF CUSTOMERS
- VARIETY AMONG PEOPLE
- HUMAN NATURE
- TUNING-UP TO THE CUSTOMER
- CHILDREN
- TALKATIVE PEOPLE
- PRACTICAL
- SILENT
- UNPLEASANT OR GROUCHY
- ELDERLY PERSON OR INVALID
- ABSENT-MINDED
- CHAPTER VIII DIFFERENT TYPES OF CUSTOMERS (Continued)
- IN A HURRY
- “ONLY LOOKING”
- UNDECIDED
- TWO FRIENDS TOGETHER
- IGNORANT AND POOR
- STYLE REGARDLESS OF PRICE
- ACTUAL OR ASSUMED FOOT TROUBLES
- CHAPTER IX SHOWING THE GOODS
- FRESHEN-UP THE SELLING TALK
- THE OUTSIDER’S POINT OF VIEW
- GETTING UNDER WAY IN THE SALE
- STYLE NOT IN STOCK
- “JUST AS GOOD”
- SELECTING THE STOCK
- DON’T CONCENTRATE ON ONE VARIETY
- SHOWING MORE GOODS
- SHOW THE GOODS
- CUSTOMER WHO DOES NOT BUY
- CHAPTER X KNOWLEDGE OF THE STOCK
- “THESE ARE BETTER”
- STUDY OF THE STOCK
- STYLES
- STOCK ARRANGEMENT
- TIME SAVING
- KEEPING POSTED ON NEW STOCK
- CUSTOMERS’ CRITICISMS
- STOCK TURNOVER
- CHAPTER XI MONEY VALUE OF IDEAS
- GETTING “UNDER HIS SKIN”
- MAKING TWO SALES OUT OF ONE
- ADVANTAGES OF AN EXTRA PAIR
- CLOSING THE SALE IN THE STORE
- GETTING BUSINESS FROM OUTSIDE FRIENDS
- TELEPHONE SALESMANSHIP
- PERSONAL LETTER
- SALESMANSHIP AND DISPLAY FIXTURES
- EXAGGERATION
- FORCED SALES
- CHAPTER XII THE SALESMAN’S RESPONSIBILITY
- SELLING P.M. GOODS
- PURPOSE OF THE P.M.
- ADVANTAGES
- DISADVANTAGES
- SALESMAN’S ATTITUDE TOWARD P.M.’S
- RETURNS, EXCHANGES AND ADJUSTMENTS
- THE CUSTOMER’S FRAME OF MIND
- RETURNS
- EXCHANGES
- ADJUSTMENTS
- CO-OPERATION
- TEAM WORK
- PULLING TOGETHER WITH OTHER DEPARTMENTS
- WORKING IN HARMONY WITH THE STORE SYSTEM
- INDIVIDUAL RESPONSIBILITY
- THE SALESMAN AS A CONSULTING EXPERT
- CONCLUSION
- TRANSCRIBER’S NOTES
- v
- vi
- vii
- viii
- ix
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