Perth Amboy evening news., 1922-05-09
ELLEN YOUNG
DOCTOR OF SALES
BY Ruth Leigh
Author Of The Human side OF Re-
tail selling" THE A B G OF Retail
ing" etc.

but there must be some science
in arranging a store, isn't there,
Miss Young" insisted Z IL. Mans
field. president of the Mansfield q
Rauh department store. My part
, ner wants me to put the depart
ments just where they were before.
Ellen Young. Doctor of Sales look
| ed around her. "Of course. there's
IA science, the science of common
sense" Ellen Young took out a
small black notebook n consulted
IL. Briefly, here are some of b
important principles of scientific To-
cation and relation of departments
In a store.
First, you must consider your
customers. Are they accustomed to
buying merchandise in a certain
place? VIII they go to an upper
floor for gloves or hosiery? very
seldom. These lines must be on the
main floor where shoppers can see
them. Will they buy corsets in plain
view of the shoppers. who throng
the main floor? Seldom. Most stores
have found that women want to buy
oorsets in an ~inconspicuous corner,
where passersby cannot watcn
them"
"There!" began Mr.. Mansfield, tri-
umphantly, to his partner. didn't
I tell you the corsets belonged on
the second fioor?"
"If you are going to locate de-
partments properly" Ellen Young
pointed put hastily. to avoid a part
| ner conflict, you must have a keen
knowledge of human reactions. Then
there's aSother thing to consider:
the relation of one department. to
another. Experience has taught
that certain departments show great
err sales when placed adjacent to
lated. Logically, you put your mill
linery department near your wom-
ems ready to wear. You will make
bigger sales in YOU dress trimming
If you carry them near your dress
goods department."
IT thought of that" interrupted
Emanuel Rauh. I'VE have to study
all our departments to see what's re-
lated"
Ellen Young nodded. Then. of
course, you must consider your win
dows and skylights in relation to
merchandise departments. How
often do o hear a saleswoman say,
Take 1t over by the window and
you will get the exact color Thus
the customers time is wasted and SO
Is the saleswoman's, even II h
customer does buy the goods. This
is inefficient arrangement, o see.
Dress goods, above all, must be in
good light. Departments that carry
goods which need daylight TO bring
out their full color values are given
the preference over departments in
which the merchandise can be dis
played to- advantage in artificial
light"
How about l%ighting?" inquired
Mansfield. THAT makes a difference,
too, doesn't it?"
Certainly" Ellen Young looked
around the store. "And you must
consider your store traffic; hun
dreds, thousands of customers COM
ing into the store. through the
aisles, up and down elevators AMI
staircase. It's a good idea to locate
some departments where traffic
streams converge-neckwear, gloves
merchandise that is sold through
display. Other departments you can
put off the main line"
IT begin to see." observed Mans
field. that we have quite a number
of things to plan before we rear
range. the store"
Ellen Young was addressing a
group of merchants at the Midwife
Merchants Association.
Your value is not in your mer-
chandise." she challenged. ITS il
your customers minds"
Tomorrow Ellen Young gives an
interesting talk about selling values
to customers. Every salespersOn
should read 1t.
Let Miss Leigh answer your busi-
ness questions on buying, selling,
advertising, employment. and so On.
Ask your questions clearly, and give
all the facts. Questions requiring
technical will be sent by
mail. Others will be answered in
this column.
Business Questions Answered
Do you believe In an Office library
for a concern with about thirty-five
employees? Some one has suggested
to me that this is an excellent way
to offer some form of education to
workers. 1 have put 1t to a vote in
our Office and the majority of peo-
pie seem to favor it. Do you know
of any concern that has done this?
B. T. j.
I know a great many concerns
that have employee libraries which
are proving exceedingly popular. 1t
is a good idea to include business
books, fiction and books on travel.
Have one person in charge and run
it on regular library rules. charging
one cent a day for every book KEEP.
out over two weeks. Have a good
library of business books to give
your workers a chance TO improve
and study. You'll be surprised how
eagerly they will read them.
Copyright, 1922, by Public Ledger
Company