TABLE OF CONTENTS

 

BASIC BELIEFS  & ATTITUDES

• Basic Belief About Sales

• General Appearance

• Attitude

• Empathy

SALES STYLES AND PRESENTATIONS

• Approaching and Greeting

• The Customer Interview

             a)  Important Questions

             b)  Key Questions

• Questions NOT to ask

MEASURING AND ESTIMATING

• Measuring and Estimating

              a)  Chart for 12' Wide Goods

              b)  Chart for 6' Wide Goods

              c)  Chart for 9' Wide Goods

• Square Footage

• "Guess-timating" Question/Answer

• Conversion From Sq. Ft. to Yardage

• Average Room Sizes

• Basic On-Site Measuring

 

AFTER-SALE FOLLOWUP AND REFERRAL

 

FACTS AND USES FOR CARPET FIBERS

 

COLOR AND DECORATING

 

INSTALLATION BACKGROUND & DICTIONARY

 

CLOSING STATEMENT

 

FLOORING DICTIONARY