Abstract:
A system and method of selling furniture is disclosed. The system employs introduction mechanisms that surprise a customer and facilitate initiation of a dialogue. The system can be used with a gallery or a store within a store concept wherein a portion of the store is segregated and showcases furniture from a single manufacturing entity. The sales method employs various opportunities to engage a customer in a dialogue and present features and benefits of the furniture being showcased in a pleasant manner. The sales method does not subject a customer to a high pressure sales technique nor a completely passive sales technique.

Description:
FIELD OF THE INVENTION  
         [0001]    The present invention relates to furniture and more specifically to a system and method of selling furniture.  
         BACKGROUND OF THE INVENTION  
         [0002]    Furniture is typically sold in a retail store. The typical retail furniture store sells a variety of different types or pieces of furniture, such as sofas, loveseats, chairs, mattresses, dressers, etc. that are produced by a variety of manufacturers. In some stores, a specific manufacturer is highlighted by segregating a portion of the store to create a gallery or store within a store appearance. Within the segregated portion furniture from the specific manufacturer is showcased. That is, the major pieces of furniture within the segregated portion are all from the same manufacturer while ancillary pieces of furniture (e.g., lamps, clocks, rugs) within the segregated portion may be produced by different manufacturers. The use of a segregated portion of the store to showcase a specific manufacture is an attempt to draw the customer to the furniture in the segregated portion and to increase sales of the showcased furniture. The use of the gallery or store within a store concept, however, has not always lead to an increase in sales of the furniture made by the manufacturer that is showcased.  
           [0003]    In an attempt to increase sales of furniture, some furniture stores have their employees or sale personnel utilize a high pressure or active sales technique on customers. That is, the sales personnel actively engage a customer who enters the store in a dialogue during all or a majority of the phases of the shopping experience. The high pressure sales technique attempts to ascertain the customer&#39;s wants and desires and to appeal to those wants and desires by suggesting or highlighting specific pieces of furniture within the store. Additionally, the sales personnel employing this technique typically attempt to close a sale with the customer on more than one occasion. That is, the sales personnel will regularly attempt to procure a commitment from the customer to buy a piece of furniture which has been shown to the customer. The high pressure or active sales approach, however, is not effective with all customers and is a turn-off to some customers. As a result, the high pressure sales technique does not always lead to an increase in sales and can alienate customers such that a customer who is comparison shopping will not return to the retail store out of dislike for the high pressure sales environment therein.  
           [0004]    On the other end of the sales spectrum, some retail furniture stores provide a more passive sales environment wherein the sales personnel apply a passive or low pressure sales technique. The low pressure sales technique can include a general introduction by a sales personnel and an encouragement for the customer to browse the selection of furniture in the store. The sales personnel then allow the customer to browse the store without any further contact with the sales personnel unless such is initiated by the customer. The use of a passive or low pressure sales environment, however, also has drawbacks in that questions the customer may have regarding a piece of furniture in the retail store may go unasked and, accordingly, unanswered. Additionally, specific promotional features to which the customer may attach value may go unannounced and, thus, the customer will leave the store unaware of a specific promotional feature that would be beneficial to the customer and may have encouraged the customer to buy furniture at that time. Thus, the use of a passive or low pressure sales technique also may not increase sales and may result in lost sales opportunities.  
           [0005]    Accordingly, it would be advantageous to employ a balanced sales technique that capitalizes on the positive attributes of both a low pressure or passive sales technique and of a high pressure or active sales technique. Additionally, it would be advantageous if such a balanced sales technique were employed while avoiding the negative aspects or drawbacks associated with each of the active and passive techniques discussed above. Furthermore, it is advantageous to a specific manufacturer of furniture that the balanced sales approach be used in conjunction with a store within a store concept wherein that manufacturer&#39;s furniture is showcased.  
         SUMMARY OF THE INVENTION  
         [0006]    The present invention discloses a sales method that utilizes feature benefit selling to highlight the benefits associated with a manufacturer&#39;s furniture while also providing a customer with an enjoyable experience and ample opportunity to independently browse the furniture that is offered for sale. Memory keys can be used with the sales method to remember the steps of the sales method. The present invention also discloses a system for facilitating the initiation of a dialogue with a customer that can be utilized with the sales method of the present invention to provide an enjoyable shopping experience and increase sales of the manufacturer&#39;s products.  
           [0007]    A method of selling furniture according to the present invention includes initiating a dialogue with a customer upon the customer entering a predetermined portion of a retail store. The initiating of a dialogue includes: (1) presenting the customer with an introduction mechanism; and (2) surprising the customer through the requirement of the introduction mechanism to enter the predetermined portion of the retail store.  
           [0008]    Another method of selling furniture in a retail store is also disclosed. The method includes: (1) using a first set of memory keys to convey to a customer feature benefits of furniture from a specific manufacturing entity; (2) ascertaining if the customer has purchased a piece of furniture from the manufacturing entity; and (3) using a second set of memory keys to convey additional feature benefits to the customer if the customer has not purchased a piece of furniture from the entity.  
           [0009]    A system for selling furniture according to the principles of the present invention includes a retail store offering furniture for sale. There is furniture on display in the retail store. An introduction mechanism in the retail store is operable to initiate a dialogue in the retail store. The introduction mechanism includes a surprise mechanism.  
           [0010]    Further areas of applicability of the present invention will become apparent from the detailed description provided hereinafter. It should be understood that the detailed description and specific examples, while indicating the preferred embodiment of the invention, are intended for purposes of illustration only and are not intended to limit the scope of the invention. 
       
    
    
     BRIEF DESCRIPTION OF THE DRAWINGS  
       [0011]    The present invention will become more fully understood from the detailed description and the accompanying drawings, wherein:  
         [0012]    [0012]FIG. 1 is a simplified floor plan of a retail furniture store illustrating the system of selling furniture according to the principles of the present invention;  
         [0013]    [0013]FIGS. 2A and B are a flow chart of a method of selling furniture according to the principles of the present invention;  
         [0014]    [0014]FIG. 3 illustrates memory keys that can be utilized with the method of selling furniture according to the present invention;  
         [0015]    [0015]FIGS. 4A and B are simplified representations of a name tag and a ticket that can be used when employing the sales method of the present invention;  
         [0016]    [0016]FIG. 5 is a display rack containing samples of upholstery each having a label according to the principles of the present invention;  
         [0017]    [0017]FIG. 6 is a simplified representation of a piece of furniture having a label that is keyed to the labels on the upholstery and with the seat cushions removed to show the available customized seat deck option according to the principles of the present invention;  
         [0018]    [0018]FIG. 7 is a simplified fragmentary view of an arm portion of the piece of furniture of FIG. 6 within circle  7  and illustrating a hidden zipper in an open position to allow the adjustment of fiber filling in the arm portion;  
         [0019]    FIGS.  8 A-C are simplified views of a seat cushion having a self-healing zipper according to the principles of the present invention with the zipper being ruptured, open and closed respectively; and  
         [0020]    [0020]FIG. 9 is a simplified perspective view of a brochure according to the principles of the present invention. 
     
    
     DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENT  
       [0021]    The following description of the preferred embodiment is merely exemplary in nature and is in no way intended to limit the invention, its application, or uses.  
         [0022]    A system  20  for selling furniture according to the principles of the present invention is shown in FIG. 1. System  20  utilizes a gallery or store within a store concept for selling furniture. There is a retail store  22  which sells a variety of furniture, generally indicated as  24 , that is produced by multiple manufacturing entities. A predetermined portion, generally indicated as  26 , of retail store  22  is segregated off from the rest of retail store  22  with a wall or barrier  28 . Wall  28  is not required to extend up to a ceiling of retail store  22 . Rather, wall  28  may extend upward from the floor a portion of the distance to the ceiling so that portion  26  of retail store  22  is an open environment with the rest of retail store  22 . Portion  26  has a single entryway  30  through which a customer  32  enters and exits portion  26  of retail store  22 . It should be appreciated, that other exits from portion  26  may be provided as required by state and local regulations, such as a fire door or exit without departing from the scope of the present invention.  
         [0023]    Portion  26  of retail store  22  is used to showcase furniture  34  that is produced by a single manufacturing entity or related manufacturing entities. That is, all the major pieces of furniture  34  within portion  26  of retail store  22  are from the same manufacturing entity or related manufacturing entities. It should be appreciated, however, that ancillary furniture items, such as lamps, rugs, clocks, art work, etc. that the single manufacturing entity does not produce may be included in portion  26  of retail store  22  to provide a desired appearance for portion  26 . A sign (not shown) indicating the showcased manufacturing entity is positioned above or adjacent entryway  30  to draw attention to customer  32  that portion  26  is a showcase emphasizing furniture produced by the manufacturing entity listed in the sign.  
         [0024]    A salesperson  36  is stationed proximate entryway  30  so that salesperson  36  can greet customer  32  upon entering portion  26  of retail store  22 , as described below. Display racks  38  are located in portion  26  of retail store  22 . Each display rack  38 , as shown in FIG. 5, includes a plurality of samples  40  of upholstery that can be selected for use with furniture  34  within portion  26  of retail store  22 . Each sample  40  has a label or tag  42  that contains indicia  44  that is indicative of which pieces of furniture  34  can be purchased with the upholstery shown on that sample  40 , as described below. A display sign  46  is located in portion  26  of retail store  22  adjacent a display rack  38 . Display sign  46  has a display that indicates a delivery date for a piece of furniture  34  within portion  26  of retail store  22  that is ordered today. Preferably, display sign  46  is a flashing sign or has other visually stimulating effects to draw the attention of customer  32 .  
         [0025]    A storage device  48 , such as a table or display rack, is located proximate entryway  30  so that it is easily accessible by salesperson  36 . Storage device  48  contains a plurality of name tags  50 , such as that shown in FIG. 4A, and a plurality of tickets  52 , such as that shown in FIG. 4B. Name tag  50  and ticket  52  are used by salesperson  36  as introduction mechanisms to start a dialogue with customer  32 . These introduction mechanisms surprise customer  32 , as described below. Storage device  48  also contains a plurality of brochures  54 , such as that shown in FIG. 9, that salesperson  36  gives to customer  32  upon leaving portion  26  of retail store  22  without having purchased a piece of furniture  34 , as described below.  
         [0026]    A demonstration piece of furniture  56 , in this case in the form of a sofa which can best be seen in FIG. 6, is positioned proximate entryway  30  so that it is easily accessible by salesperson  36 . Demonstration sofa  56  includes a tag or label  58  with indicia  60  that is keyed to indicia  44  on tag  42  to enable customer  32  to ascertain if the piece of furniture having tag  58  is available with a particular type of upholstery shown in one of the samples  40 . For example, tag  58  is shown having indicia  60  that is the number “1” while sample  40  has a tag  42  with indicia  44  that is also a number “1,”. The matching of indicia  44  and  60  on sample  40  and sofa  56  indicates that that particular sofa  56  is available with the upholstery shown on that particular sample  40 .  
         [0027]    Demonstration sofa  56  is indicative of other furniture  34  within portion  26  of retail store  22 . Demonstration sofa  56  is used to demonstrate the various features of furniture  34  within portion  26  of retail store  22  along with the possible upgrades. Demonstration sofa  56  has a pair of arm portions  62 , back cushions  64  and a seat deck  66  upon which seat cushions  68  (not shown in FIG. 6 so that seat deck  66  is visible) reside, such as those shown in FIGS.  8 A-C. Each piece of furniture  34  in portion  26  of retail store  22  has an upgraded seat deck option. Specifically, an upgraded seat deck, such as seat deck  66  on demonstration sofa  56  includes an upgrade to a better fabric from which seat deck  66  is made along with the ability for the customer to have indicia  70  on seat deck  66  customized to be individually monogrammed as specified by customer  32 . That is, indicia  70  can be specified by customer  32  to contain the customer&#39;s name, initials or other information as specified by customer  32 . Thus, demonstration sofa  56  has an upgraded seat deck  66  that enables salesperson  36  to show customer  32  this available option and the availability of customizing indicia  70  on seat deck  66 .  
         [0028]    Demonstration sofa  56 , like the other pieces of furniture  34  in portion  26  of retail store  22 , can be customized by customer  32  to provide a desired comfort or level of padding. That is, the polyester fiber that is used to provide comfort and padding on various portions of furniture  34  can be adjusted by customer  32  to a desired level or quantity. To allow the adjustment of the amount of polyester fiber filling, all of the furniture  34  has a number of hidden zippers that allow access to the portions of the furniture  34  that contain polyester fiber filling so that the quantity of polyester fiber filling can be adjusted by customer  32 . For example, as shown in FIG. 7, arm portion  62  of demonstration sofa  56  has a zipper  72  which is normally hidden from view by being positioned on the underside of arm portion  62 . Zipper  72  allows customer  32  and/or salesperson  36  to unzip arm portion  62 , as shown, to expose fiber filling  74  in arm portion  62 . There is a supply of extra polyester fiber filling  76  located in portion  26  of retail store  22  proximate demonstration sofa  56 . Extra fiber filling  76  can be used to add additional fiber filling to arm portion  62  by unzipping zipper  72 , as shown in FIG. 7, and inserting extra fiber filling  76  on top of fiber filling  74 . Once customer  32  and/or salesperson  36  has adjusted the quantity of fiber filling  74  in arm portion  62  to a desired level, zipper  74  can be zipped closed and zipper  72  is hidden from view on the underside of arm portion  62 . Thus, the quantity of fiber filling  74  in arm portion  62  of demonstration sofa  56  can be adjusted by customer  32  and/or salesperson  36 .  
         [0029]    In addition to being able to adjust the fiber filling in arm portion  62 , each location where fiber filling is used on each piece of furniture  34  in portion  26  of retail store  22  is adjustable. That is, fiber filling is utilized not only in arm portion  62  of demonstration sofa  56  but also in back cushion  64  and/or seat cushion  68 . To allow adjustment of the polyester fiber filling in these parts of demonstration sofa  56 , additional hidden zippers (not shown) are provided to access back cushion  64  and seat cushion  68 . Thus, the quantity of polyester fiber filling in furniture  34  within portion  26  of retail store  22  is adjustable by customer  32  to provide a desired level of comfort. The adjustability of the quantity of fiber filling enables different portions of a piece of furniture to have varying levels of cushioning. For example, one seat cushion  68  can be adjusted to be firmer for a heavier person while a different seat cushion  68  can be adjusted to be softer for a lighter person and results in a comfortable seat for both the heavier and lighter person on the same piece of furniture. Salesperson  36  and/or customer  32  can also use the access to the fiber filled portion(s) to “fluff” the fibers in addition to or instead of adjusting the quantity of the fiber filling.  
         [0030]    Another feature of furniture  34  within portion  26  of retail store  22  is the use of self-healing zippers at all locations where a zipper is used. For example, referring to FIGS.  8 A-C, seat cushion  68  has a zipper  78  which is self-healing. That is, as shown in FIG. 8A, zipper  78  can be ruptured by a pointed object  80 , such as a pen. The self-healing properties of zipper  78  allow such ruptures to be easily remedied by unzipping zipper  78  past the location of the rupture, as shown in FIG. 8B, and then moving zipper  78  to a closed position past the location of the rupture, as shown in FIG. 8C. Thus, the self-healing zipper  78  is a feature that can be demonstrated to customer  32  by salesperson  36 , as described below.  
         [0031]    Another feature of furniture  34  within portion  26  of retail store  22  is that vents  82  are provided on seat cushion  68  to enhance the performance of the foam cushion (not shown) within each seat cushion  68 . That is, vents  82  allow for the efficient removal and addition of air in the foam cushion within seat cushion  68 . The efficient removal and addition of air increases the performance of seat cushion  68 . Additionally, vents (not shown) are also provided on furniture  34  within portion  26  of retail store  22  at locations where other foam cushions are compressed and expanded as the piece of furniture is being used.  
         [0032]    A method  84  of selling furniture  34  within portion  26  of retail store  22  is shown in FIGS.  2 A-B. Sales method  84  utilizes feature benefit selling and provides a low pressure sales pitch to customer  32  while also advocating the beneficial features of furniture  34  in portion  26  of retail store  22  over that of other furniture within retail store  22  or other furniture stores. Sales method  84  provides an enjoyable and pleasing experience for customer  32  when shopping for furniture within portion  26  of retail store  22 . Memory keys  86 , as shown in FIG. 3, can be used by salesperson  36  to remember the various steps of sales method  84  and to maintain the correct sequencing of the various steps of sales method  84 . Memory keys  86  include a first or initial set of memory keys  88  that are used in the first portion of sales method  84  and a second or final set of memory keys  90  that are used in the second portion of sales method  84 , as described below.  
         [0033]    Sales method  84  begins when customer  32  enters portion  26  of retail store  22  through entryway  30 , as indicated in block  92 . Once customer  32  has entered portion  26  of retail store  22 , salesperson  36 , who is located proximate entryway  30 , engages customer  32  in a dialogue, as indicated in block  94 . This is the “stop em” portion of first set of memory keys  88 . In this part of sales method  84 , salesperson  36  engages customer  32  in a dialogue that is unconventional through the use of one or more of the introduction mechanisms described above. That is, the introduction mechanisms facilitate salesperson  36  saying something unexpected that will shock or surprise customer  32  and gains the attention of customer  32 . For example, salesperson  36  may stop customer  32  and say “You need a name tag to enter this portion of the store.” This statement surprises customer  32  and salesperson  36  hands customer  32  a name tag  50  that is located on storage device  48 . Alternately, salesperson  36  can inform customer  32  that a ticket is needed to enter portion  26  of retail store  22  which also surprises customer  32 . Contemporaneously with or subsequent to informing customer  32  of the need for a ticket, salesperson  36  gives customer  32  one of the tickets  52  in storage device  48 . The requirement for a name tag  50  and/or a ticket  52  to enter portion  26  of retail store  22  surprises or catches customer  32  off guard and provides the initiation of a dialogue between salesperson  36  and customer  32 . Thus, the introduction mechanism acts as a surprise mechanism that facilitates the initiation of a dialogue between salesperson  36  and customer  32 . With the dialogue initiated, salesperson  36  informs customer  32  that portion  26  of retail store  22  is not a traditional furniture store in that portion  26  is a showcase of furniture  34  offered by a single manufacturing entity. Salesperson  36  then begins the feature benefit selling process that includes four different benefits that salesperson  36  wants to convey to customer  32  and uses the mnemonics of first set of memory keys  88  to remember the four benefits to convey.  
         [0034]    Salesperson  36  with the assistance of memory keys  86  conveys a first benefit by indicating to customer  32  display sign  46  within portion  26  of retail store  22 , as indicated in block  96 . This is part of the “rack em” portion of first set of memory keys  88  as display sign  46  is adjacent display racks  38  which are a rack of samples  40 . Salesperson  36  shows customer  32  display sign  46  and explains that the date shown on display sign  46  indicates the delivery date for a piece of furniture  34  within portion  26  of retail store  22  that is ordered today. That is, salesperson  36  tells customer  32  that any piece of furniture  34  which is ordered today will be delivered by the date shown on the display sign  46  and that salesperson  36  does not need to look up or call the manufacturer to determine when the piece of furniture will be available for delivery.  
         [0035]    Salesperson  36  with the assistance of memory keys  86  conveys a second benefit by indicating to customer  32  display racks  38  containing samples  40  of upholstery that can be specified for furniture  34 , as indicated in block  98 . This is the remaining part of the “rack em” portion of first set of memory keys  88 . Salesperson  36  explains that the various samples  40  can be ordered for a variety of the pieces of furniture  34  within portion  26  of retail store  22  and that a tag  42  located on each sample  40  is used to determine which upholstery is available with which piece of furniture. Salesperson  36  also indicates to customer  32  tag  58  on demonstration sofa  56  which is keyed to tags  42  on samples  40 , as indicated in block  100 . Salesperson  36  explains that tag  58  contains indicia  60  which is keyed to indicia  44  on tags  42 . When indicia  44  on tag  42  and indicia  60  on tag  58  are the same, in this case both the number “1”, that indicates that the upholstery shown in that sample  40  is available for the piece of furniture having tag  58  with matching indicia  60 . Thus, customer  32  is made aware of how the various upholstery samples  40  can be matched to the various pieces of furniture  34  through tags  42  and  58  to determine which pieces of furniture  34  are available with which samples of upholstery  40 . While tags  42  and  58  are shown having indicia  44  and  60  that contains a number, it should be appreciated that tags  42  and  58  can be keyed together by other means, such a color coding tags  42  and  58  to have the same color when the sample  40  is available for the piece of furniture on which tag  58  is affixed, without departing from the scope of the present invention.  
         [0036]    Salesperson  36  with the assistance of memory keys  86  conveys a third benefit by demonstrating to customer  32  the ability of customer  32  to adjust a quantity of fiber filling in a piece of furniture  34 , as indicated in block  102 . This is the “back em” portion of first set of memory keys  88  as the quantity of fiber filling in a back cushion  64  of furniture  34  can be adjusted as described above. To demonstrate this benefit, salesperson  36  informs customer  32  that furniture  34  contains numerous hidden zippers that allow access to the fiber filling that is, used in various locations in the furniture  34 . Salesperson  36  then demonstrates this ability on a back cushion  64 , seat cushion  68  and/or arm portion  62  of demonstration sofa  56 . For example, salesperson  36  unzips zipper  72  on arm portion  62  of demonstration sofa  56 . With zipper  72  unzipped, salesperson  36  can pull back the upholstery covering arm portion  62  to expose fiber filling  74  in arm portion  62 . Salesperson  36  can then adjust the amount of fiber filling  74  in arm portion  62  by adding some of the extra fiber filling  76  or extracting some of the fiber filling  74 . After adjusting the fiber filling  74 , salesperson  36  can then close zipper  72  to return arm portion  62  to its normal state. If desired, customer  32  can also adjust the amount of fiber filling  74  in arm portion  62  to gain first hand experience on the ability to adjust the quantity of fiber filling  74  in arm portion  62 . Salesperson  36  also indicates to customer  32  the location of other hidden zippers on other portions of demonstration sofa  56  containing fiber filling that can be adjusted by customer  32 . Salesperson  36  explains that all of the locations on furniture  34  having fiber filling can be adjusted by customer  32  through one or more hidden zippers. Alternately, as stated above, salesperson  36  can demonstrate the adjusting of fiber filling in a portion of demonstration sofa  56  other than arm portion  62 , such as the adjustment of a fiber filling in back cushion  64  and/or seat cushion  68 . Salesperson  36  can also inform customer  32  that, if desired, the access to the fiber filled portions can be utilized to “fluff” the fiber filling instead of or in addition to adjusting the quantity of the fiber filling. Thus, salesperson  36  has demonstrated to customer  32  the ability of customer  32  to customize the amount of fiber filling within various portions of furniture  34  produced by the manufacturing entity.  
         [0037]    Salesperson  36  with the assistance of memory keys  86  conveys a fourth benefit by informing customer  32  of the available upgraded seat deck  66 , as indicated in block  104 . This is the “deck em” portion of first set of memory keys  88  as it pertains to seat deck  66 . Salesperson  36  shows customer  32  seat deck  66  on demonstration sofa  56 . Salesperson  36  explains that the fabric that forms seat deck  66  is an upgraded fabric and can be customized with indicia  70  as specified by customer  32 . For example, salesperson  36  informs customer  32  that indicia  70  can be chosen to read “Custom Made For ______” with the customer&#39;s name and/or initials substituted for the underlined portion. It is important to inform customer  32  of the available upgraded seat deck  66  prior to customer  32  browsing portion  26  of retail store  22 . This is important because the upgraded seat deck option costs additional money and customer  32  will believe salesperson  36  has more integrity by not trying to sell upgrades that cost additional money to customer  32  after having made a buying decision.  
         [0038]    Salesperson  36  can indicate and/or demonstrate the four benefits described above and indicated in blocks  96 ,  98 , 102  and  104  in any order without departing from the scope of the present invention. That is, salesperson  36  may choose to inform the customer  32  of the available seat deck upgrade prior to demonstrating the ability to adjust the quantity of fiber filling. Additionally, salesperson  36  may desire to inform customer  32  about the matching of upholstery samples  40  with various pieces of furniture  34  prior to indicating the display sign  46  that indicates the delivery date for a piece of furniture  34  ordered today. The use of first set of memory keys  88  helps salesperson  36  remember the benefits to be conveyed to customer  32  even when the benefits are not conveyed in the order of the mnemonic shown in first set of memory keys  88 . That is, first set of memory keys  88  can be used as a mental checklist that salesperson  36  goes through to ensure that all of the benefits have been conveyed to customer  32  before advancing to the next step of sales method  84 . Thus, the four benefits mentioned above can be indicated/demonstrated to customer  32  in different sequences without departing from the scope of the present invention. Salesperson  36  can also inform customer  32  of additional features or benefits of buying furniture from salesperson  36 . For example, salesperson  36  may choose to discuss a service policy of retail store  22  along with any special financing or purchase incentives that may be offered by retail store  22 .  
         [0039]    During the next phase of sales method  84 , salesperson  36  allows customer  32  to independently browse portion  26  of retail store  22 , as indicated in block  106 . Customer  32  is then able to look at the various pieces of furniture  34  with full knowledge of the benefits of the furniture  34  within portion  26  of retail store  22  that were explained by salesperson  36 . During this stage, salesperson  36  can answer any questions customer  32  poses to salesperson  36 . Salesperson  36 , however, does not actively continue to engage customer  32  in a dialogue unless initiated and/or continued by customer  32 . Customer  32 , if they find a piece of furniture  34  that they wish to purchase can then purchase such piece of furniture  34  from salesperson  36  within portion  26  of retail store  22 . Customer  32 , however, may choose not to purchase any piece of furniture  34  within portion  26  of retail store  22  and will start to exit portion  26  through entryway  30 , as indicated in block  108 .  
         [0040]    When customer  32  begins to exit portion  26  of retail store  22 , salesperson  36  ascertains whether customer  32  purchased a piece of furniture or not, as indicated in decision block  110 . If customer  32  purchased a piece of furniture  34 , sales method  84  is complete, as indicated in block  112 . If customer  32  did not purchase a piece of furniture  34 , salesperson  36  with the assistance of memory keys  86  engages customer  32  in another dialogue, as indicated in block  114 . This is the “stop em” portion of second set of memory keys  90 . Engaging customer  32  in this dialogue is facilitated by the dialogue that salesperson  36  initiated with customer  32  in block  92  of sales method  84 . That is, salesperson  36  can request customer  32  to return name tag  50  and/or ticket  52  that was given to customer  32  to allow customer  32  to enter portion  26  of retail store  22 . Salesperson  36  uses this dialogue with customer  32  to express that salesperson  36  realizes customer  32  has not purchased a piece of furniture  34  and that salesperson  36  would like to educate customer  32  on additional features to look for in other furniture customer  32  may look at. In other words, salesperson  36  uses this second dialogue with customer  32  to further highlight benefits of furniture  34  within portion  26  of retail store  22  so that when customer  32  comparison shops some of the benefits of the furniture  34  in portion  26  of retail store  22  will be remembered by customer  32 .  
         [0041]    Salesperson  36  with the assistance of memory keys  86  conveys a first additional benefit to customer  32  by demonstrating one or more of the self-healing zippers in furniture  34  within portion  26  of retail store  22 , as indicated in block  116 . For example, salesperson  36  grabs seat cushion  68 , which is positioned proximate entryway  30 , and proceeds to rupture zipper  78  with a pointed object  80 , such as a pen, as shown in FIG. 8A. This is the “rip em” portion of second set of memory keys  90  due to the “ripping” open or rupturing of zipper  78 . While doing this, salesperson  36  informs customer  32  that all of the zippers on furniture  34  within portion  26  of retail store  22  are self-healing zippers and that customer  32  should look for this feature when comparison shopping. Salesperson  36  then proceeds to remove pen  80  from the rupture and opens zipper  78  past the location of the rupture, as shown in FIG. 8B. Salesperson  36  then proceeds to close zipper  78  past the previously ruptured location, as shown in FIG. 8C, to demonstrate to customer  32  that zipper  78  is self-healing and repairs itself when ruptured. This is the “zip em” portion of second set of memory keys  86  due the zipping aspect of this demonstration. Thus, customer  32  is now informed that the furniture  34  showcased in portion  26  of retail store  22  utilizes self-healing zippers so that a rupturing of the zipper is not a problem and that customer  32  should look for this feature when comparison shopping.  
         [0042]    Salesperson  36  with the assistance of memory keys  86  conveys a second additional feature to customer  32  by explaining the benefit of a vent  82  in furniture  34  to increase the performance of a foam cushion, as indicated in block  118 . This is the “vent em” portion of second set of memory keys  90 . Specifically, salesperson  36  points to vents  82  on seat cushion  68  and informs customer  32  that the performance of the foam cushion (not shown) in seat cushion  68  is dependent upon the ability of the seat cushion to pull air back into the cushion upon being unloaded. With this benefit in mind and the effect it has on the performance of seat cushion  68 , salesperson  36  instructs customer  32  to make sure any product or piece of furniture they end up buying has one or more of these vents to allow the air back into the cushion so that the performance of the cushion is enhanced.  
         [0043]    Salesperson  36  with the assistance of memory keys  86  also offers customer  32  a brochure  54  that contains information on furniture  34  within portion  26  of retail store  22 , as indicated in block  120 . This is the “book em” portion of second set of memory keys  90 . Specifically, brochures  54  are located in storage device  48  which is proximate entryway  30  so that brochures  54  are easily accessible by salesperson  36 . This facilitates salesperson  36  giving customer  32  a brochure  54  when customer  32  is exiting portion  26  through entryway  30 . Salesperson  36  in addition to offering customer  32  a brochure  54  also takes time to explain the contents of brochure  54 . For example, salesperson  36  can open brochure  54  to a center section wherein there is a work sheet having grids and various furniture cut outs that can be cut out and placed on the grid to represent the furnishing of a room. In addition to the grid and the cut outs, brochure  54  also contains useful information about the various products and features that were explained to customer  32  during sales method  84 .  
         [0044]    The actions indicated in blocks  116 ,  118  and  120  can be presented to customer  32  in any order. It is preferred, however, that the offering to customer  32  of brochure  54 , as indicated in step  120 , be performed after demonstrating the self-healing zipper and explaining the benefits of a vent. The use of second set of memory keys  90  by salesperson  36  ensures that salesperson  36  does not forget a step in sales method  84 .  
         [0045]    Customer  32  has now received information and/or demonstrations from salesperson  36  that highlight the various benefits and features of furniture  34  within portion  26  of retail store  22 . This information has been provided to customer  32  in a non-aggressive manner with no pressure being placed on customer  32  to purchase a piece of furniture  34  today. Additionally, customer  32  can now comparison shop furniture  34  showcased within portion  26  of retail store  22  against furniture produced by other manufacturing entities in retail store  22  or other retail stores with the knowledge of the features and benefits of the furniture  34  being showcased. Sales method  84  is now ended, as indicated in block  122  and customers  32  who say they are just looking and will be back will actually return to purchase a piece of furniture  34  from portion  26  of retail store  22  at a higher frequency than if sales method  84  were not employed.  
         [0046]    Thus, system  20  in conjunction with sales method  84  and memory keys  86  can provide an enhanced shopping experience for a customer  32  wherein customer  32  is educated about the benefits of furniture  34  showcased within portion  26  of retail store  22  in a pleasing manner. This education on the various benefits is performed in a non-aggressive manner and without the use of a hard sales pitch. Additionally, sales method  84  facilitates interaction between salesperson  36  and customer  32  to provide the information regarding the benefits of furniture  34  being showcased within portion  26  of retail store  22  while avoiding the lack of education about benefits and features associated with a low pressure or passive sales technique. Additionally, the use of memory keys  86  by salesperson  36  helps to ensure that all of the steps of sales method  84  are performed by salesperson  36  through the provision of easily remembered mnemonics in memory keys  86 .  
         [0047]    It should be appreciated, that sales method  84  provides customer  32  with specific features and benefits that may be limited to furniture  34  produced by a specific manufacturing entity. Accordingly, sales method  84  can be used in a retail store  22  that is dedicated to furniture  34  being offered by a specific manufacturing entity. For example, sales method  84  can be employed in a factory store or a showcase store wherein all the major pieces of furniture are provided by a single manufacturing entity. In this situation, retail store  22  does not need to be partitioned into a portion  26  because all the major pieces of furniture within retail store  22  are produced by the single manufacturing entity. In this situation, entryway  30  is essentially the main entrance to retail store  22 . Thus, it should be appreciated that sales method  84  can be employed in a retail store  22  that has a segregated portion  26  to showcase furniture from a single manufacturing entity or in a retail store  22  that is used in its entirety to showcase furniture from a single manufacturing entity, without departing from the scope of the present invention.  
         [0048]    The description of the invention is merely exemplary in nature and, thus, variations that do not depart from the gist of the invention are intended to be within the scope of the invention. Such variations are not to be regarded as a departure from the spirit and scope of the invention.