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HYGIENE.

1. How do the shoes that you wear to work affect the service which you might give to a customer? Compare a proper and improper shoe for store work, giving reasons for each point emphasized.

2. If you were head of a department, how should you wish to have the salesgirls look? Discuss in detail the appearance of the hair, clothing, face, hands, and standing position.

3. Why is a daily bath necessary? Name three kinds of baths, and tell what benefits are derived from each one.

4. What do you do to keep your teeth in good condition? Show why good teeth are important to a salesgirl.

5. Show how the proper selection of food may increase your efficiency as a saleswoman. What have you found helpful in the class discussion of food?

6. If you had only 15 cents to spend for luncheon, what would you select from the following list as being best for you? Give reasons:

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8. Why would an extremely nervous person be at a disadvantage in your position in the store? What can you do to keep your nerves in good condition?

ARITHMETIC.

1. Dictation of problem in one-column addition for rate of speed in adding.

2. Dictation of 25-entry tally.

3. Silk is sold for 87 cents per yard. Find cost of 8 yards. Show work. 4. A customer buys 18 inches of ribbon at

per yard, 1 yards at 19 cents per yard.

39 cents per yard, 27 inches at 49 cents What is the cost of her purchase?

5. Work out and write in the proper spaces the store charges for parts of a yard of goods at the following prices:

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6. An employee who is entitled to a 20 per cent discount buys 7 yards of silk at $1.69 a yard. How much does she save?

7. Suppose the amount of your sales for a week is $371. For all sales over $200 you get a commission of 2 per cent. What will be your commission for that week?

SYSTEM.

Answer the first six questions by making out the proper form of sales check.

1. A woman buys 4 handkerchiefs at $3.75 a dozen, and gives $2. She asks to have the sales check left out, price tag removed, and box sent to Mis. L. S. Willison, Scituate, Mass.

2. Mr. Burnham Kirkland buys a derby hat at $5.50, andļa silk hat at $8. He gives the clerk $15, wishes to wear the derby hat and have the silk hat and his old one sent to him at 342 Burton Hall, 180 Center Street, Cambridge.

3. Mrs. Frederick Batchelder, 3642 Eastern Point Road, Gloucester, Mass., buys 8 yards of velvet at $1.65 a yard. It is charged to her account and sent to Miss Mildred Yates, a milliner, at 64 Bates Building, Temple Place, Boston.

4. You, yourself, purchase a dress in your own store. The dress costs $15. Necessary alterations cost $1.50. You receive the regular discount. Have the dress sent to your own address.

5. Mrs. J. P. O'Reilly, of 23 Maverick Square, East Boston, buys and takes with her yard blue ribbon at 19 cents, 14 yards pink ribbon at 37 cents, yard brown ribbon at 25 cents. She asks the saleswoman to inclose in the bundle a pair of gloves just bought, and presents her till book or transfer card.

6. Mrs. J. Hamilton Ewing, 69 Monadnock Street, Dorchester, buys a $35 coat, pays $7.50, and wishes to pay the balance due when the bundle is sent to her.

7. Show how the sales check protects, (a) the customer, (b) the store, and (c) the saleswoman.

8. Name the cases in which the floor manager must sign the sales check.

9. When would you suggest a C. O. D. allow examination?

10. What is done when a customer gives a check on a bank in payment for merchandise?

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MANY KINDS OF SALES GIVE PRACTICE IN STORE SYSTEM.

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A TYPICAL WEEK'S PROGRAM FOR THE BOSTON SCHOOL OF SALESMANSHIP.

Tuesday.

8.30-9.00 Arithmetic-A lesson in fractions used in department store work. 9.00-10.00 Color-Demonstration of colors suited to varying personal types. 10.00-10.40 Recreation period-Notebook work.

10.40-11.30 Hygiene--Wholesome luncheons for saleswomen.

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Merchandise to be sold-Muslin underwear.

Leading principle of sale-Comparison with competitors' prices.

Special point in system-Private package inclosed with purchase.

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9.00-10.00 Hygiene-Lecture by physician-"The Nervous System," a simple explanation of its function; the value of sleep, fresh air, and recreation in strengthening nerves.

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10.45-11.30 Merchandise-Class is divided into small groups and each salesgirl is taught facts about the merchandise she is selling.

Friday.

8.30-9.15 9.15-10.15 10.15-10.45

Store system-Study of the sale, part paid C. O. D.
Lecture by floor manager-"The meaning of cooperation."
Recreation and notebook work.

10.45-11.30 Discussion of problems arising in daily work in stores. Introductory topic: How to deal with a customer who is "only looking."

Saturday.

8.30-9.00 Spelling residential streets of Cambridge.

9.00-10.00 Commercial geography of cotton.

10.00-10.40

Recreation and notebook work.

10.40-11.30 Waste in business-discussion of ways in which salespeople can prevent loss of money through waste of supplies, time, energy, etc.

QUESTIONNAIRE FOR FLOOR MANAGERS.

WOMEN'S EDUCATIONAL AND INDUSTRIAL UNION, 264 BOYLSTON STREET, BOSTON.
SCHOOL OF SALESMANSHIP.

To the Floor Superintendent:

1. What improvement have you noticed in Miss..

appearance since she entered the Salesmanship School?

..manner and

2. Please note any serious errors on her part with regard to store system or rules. 3. In what ways may her sale-slip work be improved?

4. Are you satisfied with her care of stock?

5. Does she talk up the merchandise well? If not, what improvement is needed?

6. What kinds of customers is it difficult for her to approach?

7. In what ways does she show a greater interest in her work?

8. Please note any special points which should be emphasized during the final weeks of the course.

Signature ...

(Floor Superintendent.)
Signature

(Superintendent of Store.)

Date....

Name.
Age....

APPLICATION BLANK FOR SALESWOMEN.

WOMEN'S EDUCATIONAL AND INDUSTRIAL UNION, 264 BOYLSTON STREET, BOSTON.

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Store in which employed.

Weekly wage...

.Grade finished in school..

Department...

1. State any kinds of work, besides selling, in which you are interested.

2. Do you help at home with the cooking, sewing, or any other household work?

3. Name any books which you have read and especially liked.

[FACSIMILE OF STATISTICAL RECORD CARD-FACE.]

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[FACSIMILE OF STATISTICAL RECORD CARD-BACK.]

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A customer reports the following experience in the toilet goods department. She had gone to the counter expecting to purchase a case to hold toilet articles while traveling. The sales person asked her whether she preferred pink or blue and the customer chose blue. The sales person then brought out a blue wash cloth, saying

Reprinted by courtesy of William Filene's Sons Co., Boston.

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