The Topeka state journal. [volume] (Topeka, Kansas) 1892-1980, 1917-09-25

to drop her effuSiVe endearmentS
when talking up her goods to a GUS
toner for Honey and "dearie" in
the Boston school of salesmanship are
strictly taboo.
There is nothing that will make
customer drop a garment quicker
than the excessive admiration of some
very ignorant salesgirl Moreover,
this has another dangerous result. Gus
rtomres often return their purchases
with the excuse: ~ our saleswoman
told me l looked splendid in it, but
my husband thinks it is hideous." So
il may be seen that a large weight of
responsibility rests on the saleSpeople
of a store. Either they must make
the customers believe in their taste
and judgment, or they must remain
strictly impartial.
In the lesson on presenting mer-
chandise, the school dwells on the i'm
portance of giving correct informa-
ton concerning the article to the Gus
TONER of explaining a few facts con-
corning its manufacture, of using
good English, and of selecting the
! points most likely to appeal to var
! ious types of customers; above all. OF
knowing the stock and making the
/ customer realize it without actually
boasting of it. In this respect the
trained Saleswoman usually has an
| advantage over the customer, since it
I is amazing how little most women
understand concerning fabrics.
! The training in color and design
| that the saleswoman receives at this
school is of inesumable value to her
| in her work. Color is one of the
| greatest influences in life, and there
| fore an understanding of it is import
| ant Any trained saleswoman can tell
| you, for instance, that an attractive
grouping of stock with regard to color
| and design will at once draw custo-
| mers to it. On the other hand. most
/ people will instinctively shun a count
! er where there is an ugly arrange
| ment of colors. a Saleswoman should
also know what colors can best be
worn by certain types of women. One
lgraduate of the Boston school after
wards wrote one of the teachers: The
course in color and design has helped
me with my customers, for 1 find that
| by looking at them 1 can tell the style
and colors in which they will look
best"
| Another girl wrote: THE other day
| a customer with light hair and very
| high color came in and wanted an old
rose EVENING" coat. When she tried it
| on it clashed with her coloring. Before
she went, sold her a gray coat, which
| was very becoming. 1t took some per-
SuaSion on my part to get her away
| from the old rose coat.
| If the school of salesmanship taught
| nothing valuable besides its course on
hygiene, the merchants would be get
ting their moneys worth. Selling
| goods, under any circumstances, is
|
patience and consideration-quali
which are largely dependent upon
| good health. In Boston the school of
craftsmanship found that the average
| salesgirl went without breakfast, ate
a luncheon usually consisting of "a cup
| of coffee, doughnuts and a piece of
pie, and wore clothes in imitation of
| ladies who rode in limousineS and
could therefore afford to leave their
| Threats and ankles exposed. Further
| n eaiU
| hours a day, they were very fond of
high-heeled frivolous shoes. The
school sought to change these things
| tactfully, of course. They did not find
fault with the things the girls ate or
| wore. The teachers simply gave lee
| lures on various matters affecting the
! health, in which they emphasized the
proper things to eat and wear, ann ap-
| girls already knew. And the girls,
! eager to show that they were not mis-
taken, followed the advice of the lee
lures. =
The report for the bureau of edu-
cation was prepared by Helen Rich
Norton, associate director of the Bos-
tom school of craftsmanship, and con-
stftutes one Of the most authoritative
| contributions that have ever ueen
| made on the subject of department
! store education. 1t is interesting to
the saleSgir1 who wants to get ahea d
| in her profession; to the business man
| who is anxious to increase his profits
and to the customer who may get an
| interesting view of herself as Others
| see her.
Questions on the above or any sub
ject upon which the reader desires in
formation should be addressed the To-
peha State Journal Information Blu
reau. Frederic J. Haskin, Director.
Washington. D. c., with 2-cent stamp
enclosed for reply.
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