New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1917-01-28

extension table don't with the table? asks the customer
NV dear lady, you don't understand this is sale price io
this table. The leaves do not go with ior P'''' my
extra The table complete is $ZI9o
The table without the what the customer wants
but the does know that the leaves are ooue ~
furniture firm with the tables and the customer does not know
that those leaves good the firm without table 70
them The salesmans talk about the leaves only talking
~ an excuse TO boost the advertised price to the regular price
thew want for the table This table with the leaves costs he III
tament furniture house about S9OO at the most not more
sl1OO Even the advertised price them falr Poht Inc
actual prce the salesman trying get by his take argument
about the leaves will give his employers prot OF at least
Although the SALE as business transaction was practically
concluded the salesman already had S/9o IN MS manu-
the question still remained how little value he could denver
b customer for the cash received With air of extreme
descenson the offers the antquated cawoo
table he showed his but the latter FIRMLY refuses
Now through long experience the salesman has discovered the
caressne of public He knows that when customer wavers
he then has possibility of boosting his sale he promptly does
this . -
DO you want any dining chairs to match this tablet
he asks IF So I'll throw in the leaves OF the table
The customer is being film iammed subcon
scouy suspicious perhaps but consciously tor bargain
The customer know that the salesman secret object "
to plus the extra asked for the leaves by boosting the reg
lar nce Of the chairs The however stirred by sense
of his pride at first reents the salesman pro-
posal 80
Il do need chairs, says the customer pantvely but
don see why should buy these order to get the table with
the leaves for $798 However show good chairs
the right price I'll buy them have the table tor
$1798.'
This is when the salesman must have his wits about
him to raise the price of these chairs His difficulty nsu
ounabe of the fact that the chairs have been advertised
$49 OF course this chair that the customer asks to see
The salesman shows this chair reluctantly informing the customer
that the real leather but imitation OF course the Gus
toner rejects Then the asks to the 81 chair
and the salesman informs her that they are all gone
But madame he continues here is splendid chair Tor
$500"
The customer being unwilling spend much and looking
the chair carefully realizes that 1t looks sspcousy ike inc
chair advertised for $2.46.
Con6dentaly dear reader. it the same chair
Now the way the salesman deceves the customer as toll
These chairs madame rather expensive They are part
of our expensive high grade dining suites hey made
match the extension table you have bought There only
six of Them and you do take them most likely some
body will and then will be impossible for to lind others
to match your table 1t would be to lose them madame to
spoil dining for the sake of few dollars difference
When the customer has been fully ethezed by this kind
of talk in a faint voice she makes the following protest.
Il think the factory making these tables and chairs ought to
be able to make others to match
No madame says the salesman this is discontinued
pattern The factory that made these chairs has out OF bust
ness We bought them bargain for this We sell
cheaper than the usual Our whole sale fact consists
bargains kind and sell close that Of the goods
must be sold for cash
By this time the dazed weary of hypnotic
exhaustion under the spell of all this talk finally agrees take the
SIX chairs S. each which, have shown above the
lar selling nstalment price
ct us look at the actual sale:
One Golden Oak oft Extension Table .$lI96
Six chairs a IS 90 each. 5000
s4798
Let us figure as nearly possible the
goods
The table be bought for 81 00 the chairs be bought
for 81 90 Dozen Thus the furniture dealer profit Of
$50 48 the cash transaction
Why didn't the customer insist receiving the goods for
the price advertised?
The customer could have done No nstament house will
permit leave the with the impression that they
will not sell the advertised articles the advertised price They
would the take the goods the had
sisted ike Henry Georges Unearned Increment theory