Retail Shoe Salesmanship

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Frank Butterworth

PREFACE

TABLE OF CONTENTS

CHAPTER I THE FIELD OF RETAIL SELLING

CHAPTER II RELATION OF THE MAN TO HIS JOB

CHAPTER III HEALTH AN IMPORTANT FACTOR

CHAPTER IV ENTHUSIASM WITH HONESTY

CHAPTER V THE CUSTOMER AS THE SALESMAN'S GUEST

CHAPTER VI TAKING AN INTEREST IN THE CUSTOMER

CHAPTER VII DIFFERENT TYPES OF CUSTOMERS

CHAPTER VIII DIFFERENT TYPES OF CUSTOMERS ( Continued )

CHAPTER IX SHOWING THE GOODS

CHAPTER X KNOWLEDGE OF THE STOCK

CHAPTER XI MONEY VALUE OF IDEAS

CHAPTER XII THE SALESMAN'S RESPONSIBILITY

TRANSCRIBER'S NOTES

Transcriber's Note:

The cover image was created by the transcriber and is placed in the public domain.

ADDITION TO LIST OF FOUNDERS
ALEXANDER & CO.,
 
Wheeling, W. Va.
L. S. DONALDSON CO.,
 
Minneapolis, Minn.
R. H. FYFE & CO.,
 
Detroit, Mich.
A. H. GEUTING CO.,
 
Philadelphia, Pa.
KRUPP & TUFFLY,
 
Houston, Texas
POTTER SHOE CO.,
 
Cincinnati, Ohio
SHERRON SHOE CO.,
 
Memphis, Tenn.
SLADE SHOE SHOPS,
 
Des Moines, Iowa
VAILE SHOE CO.,
 
Kokomo, Ind.
VAN DEGRIFT SHOE CO.,
 
Los Angeles, Cal.
VOLK BROS. CO.,
 
Dallas, Texas
K. W. WATTERS CO.,
 
Buffalo, N. Y.
ADDITION TO LIST OF CONSULTANTS
SEATON W. ALEXANDER, President,
 
Alexander & Co.
A. O. DAY,
 
R. H. Fyfe & Co.
Mrs. JENNIE L. EVANS, Firm Member,
 
Lewis & Reilly
R. H. FYFE, President,
 
R. H. Fyfe & Co.
WILLIAM R. LEWIS, Firm Member,
 
Lewis & Reilly
WILLIAM LIVINGSTON,
 
R. H. Fyfe & Co.
H. C. McLAUGHLIN, Shoe Buyer,
 
Potter Shoe Co.
HENRY MOOREHOUSE, General Manager,
 
Brockton Last Co.
JAMES P. ORR, President,
 
Potter Shoe Co.
G. S. ROTH, Manager Shoe Dept.,
 
L. S. Donaldson Co.
T. M. SCOGGINS, Vice-President,
 
Krupp & Tuffly
THOMAS W. SHERRON, President,
 
Sherron Shoe Co.
MILO A. SLADE, Firm Member,
 
Slade Shoe Shops
J. F. TEEHAN, Vice-President,
 
Dunbar Pattern Co.
L. F. TUFFLY, President,
 
Krupp & Tuffly
VICTOR E. VAILE, President,
 
Vaile Shoe Co.
H. L. VAN DEGRIFT, General Manager,
 
Van Degrift Shoe Co.
L. W. VOLK, Firm Member,
 
Volk Bros. Co.
RETAIL SHOE SALESMEN’S INSTITUTE
Conducting
The Educational Training Course
for
Retail Shoe Salesmen
FOUNDERS
GEORGE W. BAKER SHOE CO.,
 
Brooklyn, N. Y.
BLISS & PERRY CO.,
 
Newburyport, Mass.
BOOT & SHOE RECORDER,
 
Boston, Mass.
BRISTOL PATENT LEATHER CO.,
 
Boston, Mass.
BROCKTON RAND CO.,
 
Brockton, Mass.
BROWN SHOE CO.,
 
St. Louis, Mo.
ARTHUR L EVANS,
 
Boston, Mass.
L. B. EVANS’ SON CO.,
 
Wakefield, Mass.
FARNSWORTH, HOYT CO.,
 
Boston, Mass.
HAZEN B. GOODRICH & CO.,
 
Haverhill, Mass.
HAZEN-BROWN CO.,
 
Boston, Mass.
HUNT-RANKIN LEATHER CO.,
 
Boston, Mass.
GEORGE E. KEITH CO.,
 
Brockton, Mass.
KEYSTONE LEATHER CO.,
 
Philadelphia, Pa.
MENIHAN CO.,
 
Rochester, N. Y.
MORSE & BURT CO.,
 
Brooklyn, N. Y.
A. E. NETTLETON CO.,
 
Syracuse, N. Y.
PETERS MFG. CO.,
 
Boston, Mass.
THOMAS G. PLANT CO.,
 
Boston, Mass.
RICE & HUTCHINS, INC.,
 
Boston, Mass.
SEAMANS & COBB CO.,
 
Boston, Mass.
SELBY SHOE CO.,
 
Portsmouth, Ohio.
STETSON SHOPS INC.,
 
South Weymouth, Mass.
THE SHOE RETAILER,
 
Boston, Mass.
UNITED SHOE MACHINERY CO.,
 
Boston, Mass.
UNITED STATES RUBBER CO.,
 
New York, N. Y.
WIZARD FOOT APPLIANCE CO.,
 
St. Louis, Mo.
E. T. WRIGHT & CO.,
 
Rockland, Mass.
NATIONAL SHOE RETAILERS’ ASSOCIATION.
 
CHISHOLM SHOE CO.,
 
Cleveland, Ohio.
COHEN BROTHERS,
 
Jacksonville, Fla.
WILLIAM FILENE’S SONS CO.,
 
Boston, Mass.
GILCHRIST CO.,
 
Boston, Mass.
W. C. GOODWIN,
 
Fitchburg, Mass.
GUARANTEE SHOE CO.,
 
San Antonio, Texas.
F A. GUINIVAN,
 
Philadelphia, Pa.
HIRSCH-ULLMAN SHOE CO.,
 
El Paso, Texas.
A. V. HOLBROOK BOOTERY CO.,
 
Columbus, Ohio.
A. H. HOWE & SONS,
 
Boston, Mass.
JONES, PETERSON & NEWHALL CO.,
 
Boston, Mass.
JOHN A. MEADORS & SONS,
 
Nashville, Tenn.
THOMAS F. PEIRCE & SON,
 
Providence, R. I.
W. G. SIMMONS CORP.,
 
Hartford, Conn.
STELLING-NICKERSON SHOE CO.,
 
Augusta, Ga.
W. W. WILLSON,
 
Boston, Mass.
EDITORIAL COUNCIL
ARTHUR L. EVANS, Editor in Chief
GEORGE F. HAMILTON, Managing Editor
CONSULTANTS
C. Q. ADAMS. General Manager,
 
Bristol Patent-Leather Co.
ARTHUR D. ANDERSON. Editor,
 
Boot and Shoe Recorder
C. L. ANDERSON, President,
 
Bristol Patent Leather Co.
T. F. ANDERSON, Secretary,
 
New England Shoe & Leather Ass’n.
GEORGE W. BAKER, President,
 
George W. Baker Shoe Co.
GEORGE W. BAKER, Jr., Sec’y and Treas.,
 
George W. Baker Shoe Co.
JOHN A. BARBOUR, President,
 
Brockton Rand Co.
PERLEY E. BARBOUR, Vice President,
 
Brockton Rand Co.
CHARLES A. BLISS, Treasurer,
 
Bliss & Perry Co.
ELMER J. BLISS, President,
 
Regal Shoe Co.
FRANK J. BRADLEY, President,
 
Hazen B. Goodrich & Co.
FRANK R. BRIGGS, Treasurer,
 
Thomas G. Plant Co.
E. P. BROWN, President,
 
United Shoe Machinery Co.
MAX BROWN, President,
 
Hazen-Brown Co.
JOHN A. BUSH, President,
 
Brown Shoe Co.
CHARLES T. CAHILL,
 
United Shoe Machinery Co.
C. K. CHISHOLM, Firm Member,
 
Chisholm Shoe Co.
F. S. COBB, President,
 
Seamans & Cobb Co.
HENRY W. COOK, Vice President,
 
A. E. Nettleton Co.
H. T. CONNER, Vice President,
 
George E. Keith Stores Co.
LOUIS A. COOLIDGE, Treasurer,
 
United Shoe Machinery Co.
E. D. COX,
 
United Shoe Machinery Co.
F. F. CUTLER, President,
 
The Cutler Publications.
A. W. DONOVAN, President,
 
E. T. Wright & Co.
W. F. ENRIGHT,
 
United States Rubber Co.
ARTHUR LUCIUS EVANS, Treasurer,
 
L. B. Evans’ Son Co.
PERCIVAL B. EVANS, Vice President,
 
L. B. Evans’ Son Co.
A. H. GEUTING, Dealer and Ex-President,
 
National Shoe Retailers’ Association
W. C. GOODWIN,
 
Dealer
JOHN S. GRIFFITHS, President,
 
L. B. Evans’ Son Co.
FRANK A. GUINIVAN,
 
Orthopedic and Merchandising Specialist
A. C. HEALD, Treasurer,
 
Stetson Shoe Co.
CHARLES A. HIRSCH,
 
Hirsch-Ullman Shoe Co.
A. V. HOLBROOK, President,
 
A. V. Holbrook Bootery Co.
IRVING B. HOWE, Partner,
 
A. H. Howe & Sons.
CHARLES C. HOYT, President,
 
Farnsworth, Hoyt Co.
HERBERT V. HUNT, President,
 
Hunt-Rankin Leather Co.
GEORGE E. KEITH, President,
 
George E. Keith Co.
HAROLD C. KEITH, Treasurer,
 
George E. Keith Co.
J. F. KNOWLES, Treasurer,
 
W. G. Simmons Corp.
GEORGE H. LEACH, Secretary,
 
George E. Keith Co.
A. H. LOCKWOOD, Editor,
 
Shoe & Leather Reporter
FRANK R. MAXWELL, Vice President,
 
Thomas G. Plant Co.
GEORGE H. MAYO, Manager, Footwear Division,
 
United States Rubber Co.
ALLEN H. MEADORS, Partner,
 
John A. Meadors & Sons.
J. G. MENIHAN, President,
 
Menihan Co.
T. C. MIRKIL, Secretary-Commissioner,
 
National Shoe Retailers’ Association
RAYMOND P. MORSE, Treasurer,
 
Morse & Burt Co.
JAMES A. MUNROE, Vice President,
 
E. T. Wright & Co.
GEORGE A. NEWHALL, Vice President,
 
Jones, Peterson & Newhall Co.
GEORGE E. PEIRCE, Firm member,
 
Thomas F. Peirce & Son
WALTER I. PERRY, President,
 
Bliss & Perry Co.
PAUL A. PETERS, Vice President,
 
Peters Mfg. Co.
WILLIAM F. PETERS, President,
 
Peters Mfg. Co.
BURT W. RANKIN, Treasurer,
 
Hunt-Rankin Leather Co.
J. B. REINHART, Vice President,
 
Wizard Foot Appliance Co.
CHARLES A. REYNOLDS, President,
 
Keystone Leather Co.
FRED B. RICE, Vice President,
 
Rice & Hutchins, Inc.
HOLLIS B. SCATES, Shoe Division Manager,
 
William Filene’s Sons Co.
MARK W. SELBY, Vice President and Secretary,
 
Selby Shoe Co.
F. W. SMALL, Manager Shoe Dept.,
 
Gilchrist Co.
S. G. SPITZER, Manager Shoe Dept.,
 
S. Kann Sons Co.
FRED W. STANTON, Secretary,
 
National Shoe Travelers’ Association
FRANK H. STELLING,
 
Stelling-Nickerson Shoe Co.
E. H. STETSON, President,
 
Stetson Shoe Co.
JAMES H. STONE, Editor,
 
The Shoe Retailer.
E. B. TERHUNE, Treasurer and General Manager,
 
Boot and Shoe Recorder.
GEORGE A. VOLK, Firm member,
 
Volk Bros. Co.
J. M. WATSON, President,
 
Guarantee Shoe Co.
R. R. WILKINSON, Shoe Buyer,
 
Cohen Brothers.
W. W. WILLSON, Store Sales Manager,
 
Rice & Hutchins, Inc.
E. T. WRIGHT, Treasurer,
 
E. T. Wright & Co.

RETAIL SHOE SALESMANSHIP

BY
GEORGE F. HAMILTON
MANAGING EDITOR, RETAIL SHOE SALESMEN’S INSTITUTE FORMERLY ASSOCIATE EDITOR, ALEXANDER HAMILTON INSTITUTE; FORMERLY LECTURER IN FINANCE, BROWN UNIVERSITY
IN COLLABORATION WITH
Frank Butterworth, Store Sales Manager, Regal Shoe Co.
H. T. Conner, Vice-President, George E. Keith Stores Co.
A. H. Geuting, Dealer, Ex-Pres., National Shoe Retailers’ Ass’n.
A. V. Holbrook, President, A. V. Holbrook Bootery Co.
Allen H. Meadors, Partner, John A. Meadors & Sons
Hollis B. Scates, Shoe Division Manager, William Filene’s Sons Co.
F. W. Small, Shoe Department Manager, Gilchrist Co.
J. M. Watson, President, Guarantee Shoe Co.
R. R. Wilkinson, Shoe Buyer, Cohen Bros.
W. W. Willson, Manager Retail Stores, Rice & Hutchins, Inc.
VOLUME 1
CONSTITUTING PART OF THE TRAINING COURSE FOR RETAIL SHOE SALESMEN
RETAIL SHOE SALESMEN’S INSTITUTE
BOSTON
COPYRIGHT, 1920, BY
RETAIL SHOE SALESMEN’S INSTITUTE
All rights reserved
Made in U.S.A.
                                                                                                                                                                                                                                                                                                           

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