INDEX 
251 
Retailing, full-lines—three price 
levels, 7, 15-20, 24-28, 119, 
133-136, 158-159, 190, 205, 
219, 226 
assortments complete, 38, 134— 
135, 167, 226 
comparison of goods, 46-49, 148 
determination of, 30-34, 36, 53 
85% of total sales, 34, 36, 83 
higher-priced goods in, 17% 
mark-downs relative to, 106-107 
mass-selling aided, 69 
merchandising, all classes of, 220 
producers’ understanding of, 
205200 
segregation of goods, 178 
goods, demand, variation, 131 
high-quality, at cheapest full- 
iine price, 21 
higher-price, 7 
more-profit, 39-42 
past season, 103 
“related lines,” 236 
seconds, g5 
selling price fixed, 27-29, 50, 167 
hard times affecting, 107 
maintaining of public confidence, 
Richman Men’s Clothing Stores, 133 
Royal Worcester Corset Company, 
101-192, 104 
Ruby Ring, hosiery, 100 
3. S. George Washington, 2rz 
Jelling calendar, ros, 121, 239 
closing out and end of season, 122, 
£32 
consumer demand, dates of, 122 
first showings, 122, 126-128 
full lines, seasons for, 178 
mass selling, 122, 120-132, 220 
two weeks before greatest de- 
mand, 130 
openings, 122, 128-129 
Service, as source of profit, 6 
Shoes, cheapest full line too high, 
30 
men’s, in department stores, 221 
slipper manufacturer, 196 
stock, completeness of, 7-8 
tan, requirements in, 141 
Simplified Practice Division, 15 
Slippers, see Shoes 
Standardization, Division of Simpli- 
fied Practice activities, 15 
prices, three levels, 24-28 
Staple goods, 38 
buying methods, 156 
manufacture in slack seasons, zo04 
reductions on, 233-234 
selling price, 167 
style element in, 131 
turnover, 57 
Stationery manufacturers, 196 
Statistics, ability to interpret, 32 
hosiery records, 189 
mark-downs, causes for, 109 
proper use of, 54 
store records, buying calendar, 122 
essential to management, 62 
selling calendar, 122 
stock records, 62, 63, 65, 151, 
153, 203 
use of, 29, 30 
wage earner’s income, 31I 
35 
mark-downs, 100 
mass distribution and production, 
2009, 216 
mass selling, 120, 220 
methods, 2, 168-169, 228-229 
sales, quantity, production costs 
lowered by, zo1 
seasonal demand, 121, 137 
selling calendar, see Selling cal- 
endar 
selling program, closing out and 
end of season, 122, 132 
first showings, 122, 126-128 
mass selling, 122, 129-132 
openings, 122, 128-129 
season lengthened, 203 
season’s end, 122, 132 
stock, and sales plan, 57-67, 157~ 
58 
investment required, 36, 110 
stock value consistent, 34 
style goods, 123-125