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 
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