Retail Shoe Salesmanship

Among retail merchants there has in the past been a great deal of discussion concerning the advantages and disadvantages of the system of offering the salesman special premiums...

So far we have been considering those important matters that have to do with the salesman’s relationship to _himself_—the responsibility he has to build for himself a healthy mi...

The purpose of the selling talk is to assist the customer along in the sale from the start up to the point of his decision to buy. To exercise a helpful influence requires of th...

When in 1917 the annual convention of the National Shoe Retailers Association was held in Chicago an incident occurred which, although small in itself, emphasized one of the ver...

“The old idea that anyone can sell behind a counter is fast giving way to a keen realization of the value of salesmanship in retail selling. Selling behind the counter is largel...

The following is the experience of a Boston business man as told by him to show the importance of a knowledge of the stock, on the part of the salesman:

Present-day business is one of the most strenuous games we know anything about. Although it is true, as already mentioned, that good salesmanship should call for only about a te...

It is for the salesman, if he is to get results, to talk to his customer in terms of _facts_ and _ideas_—not simply “words.” Sometimes we hear of a person who “talks a great dea...

Just as there are no two people exactly alike in physical appearance, just as there are no two sunsets, trees or no two blades of grass exactly alike, there are no two people of...

Why is it that of two salesmen working together in the same store, selling the same goods, at the same prices and under the same conditions, one regularly books twice as much bu...

Certain customers there are who are required at times to make purchases in a hurry. When a man has ten minutes to use in buying a pair of shoes, and is on his way to catch the l...

The whole idea and purpose of the Training Course for Retail Shoe Salesmen is to supply the means to increase the salesman’s value.[1] The slogan of the Retail Shoe Salesmen’s I...

In the preparation of this volume the plan has been to present the principles of shoe salesmanship—not an abstract or generalized treatment but a specific statement of the princ...

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 Conce...

Selling P.M. Goods; Purpose of the P.M.; Advantages; Disadvantages; Salesman’s Attitude Toward P.M.’s; The Customer’s Frame of Mind; Returns; Exchanges; Adjustments; Co-operatio...

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;...

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 Line;...

Joy of a Healthy Body; Keeping “Fit” for Business; Food; Fresh Air; Sleep; Learn to Play; Care of the Body; Work and Play for the Mind; Nerves; Personal Appearance; The Knack of...

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...