| Page |
| FOREWORD | v |
| Unit | I. | THE SALESMAN AS A BUSINESS BUILDER |
| Specialized selling of home furnishings as a career | 3 |
| Increasing sales and earnings | 5 |
| Fundamentals for good selling | 8 |
| The daily check-up—A perpetual inventory | 10 |
| Unit | II. | TECHNIQUE OF SALESMANSHIP |
| Sale objectives | 17 |
| Starting the simple sale | 17 |
| The all-important interview | 20 |
| Three general considerations for closing sales | 23 |
| Meeting the customer | 24 |
| Unit | III. | SALESMANSHIP APPLIED |
| How to demonstrate values | 29 |
| Contrast in buying methods of women and men | 35 |
| Enriching your vocabulary | 40 |
| Hidden factors that increase sales | 42 |
| Unit | IV. | STYLE AS A SELLING FACTOR |
| Significance of style | 49 |
| Period styles from Renaissance to Early Colonial | 50 |
| American styles | 70 |
| Using style appeal in selling | 74 |
| Unit | V. | FURNITURE WOODS—THEIR ORIGIN AND USE |
| Value and price in relation to home furnishings | 83 |
| Principal furniture woods | 85 |
| Making the most of wood structure and its appeal to the eye | 86 |
| Importance of craftsmanship | 92 |
| Unit | VI. | SELLING SLEEP EQUIPMENT |
| Selling equipment to meet customer's needs | 107 |
| Mattresses and springs | 112 |
| Pillows | 123 |
| Studio couches and sofa beds | 126 |
| Unit | VII. | AN INTRODUCTION TO THE ART OF INTERIOR DECORATION |
| Interior decoration as a selling method | 131 |
| Emotional values of light, color, line, and proportion | 133 |
| Color management in decoration | 139 |
| Principles of furniture arrangement | 141 |
| Unit | VIII. | FLOOR COVERINGS AND FABRICS |
| Drapery and upholstery fibers and fabrics | 153 |
| Floor coverings | 159 |
| Selling coverings for other floors | 171 |
| Use of ensembles in selling | 172 |
| Unit | IX. | FURNISHING THE LIVING ROOM, HALL, AND DINING ROOM |
| Furnishing the living room | 179 |
| Distinctive hall furniture | |
