The model stock plan

Bibliographic data

Monograph

Identifikator:: 1820833348

URN:: urn:nbn:de:zbw-retromon-210730

Document type:: Monograph

Author:: Filene, Edward A. http://d-nb.info/gnd/123562244

Title:: The model stock plan

Place of publication:: New York

Publisher:: McGraw-Hill Book Company

Year of publication:: 1930

Scope:: xiv, 253 Seiten

Digitisation:: 2022

Collection:: Economics Books

Usage license:: Get license information via the feedback formular.

Chapter

Document type:: Monograph

Structure type:: Chapter

Title:: Chapter XVI. The most important job in distribution

Collection:: Economics Books

CHAPTER XVI THE MOST IMPORTANT JOB IN DISTRIBUTION Model Stock Plan selling not high pressure, which reacts against the seller. High-pressure selling of undesirable goods often leads to reorder- ing these undesirable goods. “Parent service” in selling. The buyer profits most by putting his attention on selling, delegating much of the buying. When the buyer spends his time on the selling floor. Elimi- nating friction in the department. A plan to sell more staples. Pre- determining the time for marking down novelties. Specialization as a means to greater sales volume. Making our business profitable to our resources. How to get goods on sale promptly. Who can o. k. incoming shipments? The first goal of the Model Stock Plan. ONCE more we return to the fact that the primary function of the retailer is buying for the customer not selling to the customer. Probably goods well bought are more than half sold. But however much we may believe in and practice careful buying for our customers, we do not make our profit until we complete the sale and take in the money. Much of what we shall discuss in this chapter is admittedly merely good merchandising practice that any experienced retailer is already acquainted with. But if we are to make the greatest total profits from the Model Stock Plan, it is important that we do not overlook any of these familiar facts. So they are treated here along with a number of ideas which are not as yet widely in use, Selling under the Model Stock Plan is distinctly not high- pressure or smart salesmanship. Instead, it naturally follows the lines of least resistance. If we have performed properly the prescribed operations in building up a Model Stock, our selling will be materially simplified. If we induce the customer to buy something by the force of our salesmanship and of our advertising rather than by the article’s inherent fitness for the customer’s purpose, this hurts the goodwill of our business just as soon as the customer realizes it. For thé article will be in use, and every time 228

Access restriction

Copyright

fullscreen: The model stock plan

Monograph

Chapter

Table of contents

Download

Monograph

Chapter

This page

Image fragment

Citation links

Citation recommendation