,illu/ration3 ,,sell+ ,,home ,,furni%+s ,,vocational ,,division ,,bullet9 ,,no4 #baf ,f$]al ,security ,ag5cy ,u4,s4 ,,(fice ,,( ,,education 99 99 99 99 99 ,vocational ,division ,bus9ess ,education ,bullet9 ,no4 #baf ,s]ies ,no4 #ad 99 99 99 99 99 ,,sell+ ,,home ,,furni%+s ,a ,tra9+ ,program ,,roscoe ,r4 ,,rau1 ,executive ,vice ,presid5t & ,secret>y ,national ,retail ,furniture ,association & ,,walt] ,f4 ,,%aw1 ,regional ,ag5t1 ,bus9ess ,education ,s]vice ,u4 ,s4 ,(fice ( ,education 99 99 99 99 99 ,,f$]al ,,security ,,ag5cy ,paul ,v4 ,mc,nutt1 ,adm9i/rator ,u4 ,s4 ,,(fice ,,( ,,education ,john ,w4 ,/udebak]1 ,commission] 99 99 99 99 99 ,,unit$ ,,/ates ,,gov]nm5t ,,pr9t+ ,,(fice ,,wa%+ton3 #aida 99 99 99 99 99 ,= sale by ! ,sup]9t5d5t ( ,docum5ts1 ,wa%+ton #be1 ,d4 ,c4 ,price #ge c5ts ,,cont5ts ,page ,,=eword v ,,unit ,i4 ,,! ,,salesman ,,z ,a ,,bus9ess ,,build] ,specializ$ sell+ ( home furni%+s z a c>e] #c ,increas+ sales & e>n+s #e ,fundam5tals = good sell+ #h ,! daily *eck-up--,a p]petual inv5tory #aj ,,unit ,,ii4 ,,te*nique ,,( ,,salesman%ip ,sale objectives #ag ,/>t+ ! simple sale #ag ,! all-important int]view #bj ,?ree g5]al consid]ations = clos+ sales #bc ,meet+ ! cu/om] #bd ,,unit ,,iii4 ,,salesman%ip ,,appli$ ,h[ to demon/rate values #bi ,contra/ 9 buy+ me?ods ( wom5 & m5 #ce ,enri*+ y\r vocabul>y #dj ,hidd5 factors t increase sales #db ,,unit ,,iv4 ,,/yle ,,z ,a ,,sell+ ,,factor ,significance ( /yle #di ,p]iod /yles f ,r5aissance to ,e>ly ,colonial #ej ,am]ican /yles #gj ,us+ /yle appeal 9 sell+ #gd ,,unit ,v4 ,,furniture ,,woods--,,_! ,,orig9 ,,& ,,use ,value & price 9 relation to home furni%+s #hc ,pr9cipal furniture woods #he ,mak+ ! mo/ ( wood /ructure & its appeal to ! eye #hf ,importance ( craftsman%ip #ib ,,unit ,,vi4 ,,sell+ ,,sleep ,,equipm5t ,sell+ equipm5t to meet cu/om]'s ne$s #ajg ,mattresses & spr+s #aab ,pill[s #abc ,/udio c\*es & s(a b$s #abf ,,unit ,,vii4 ,,an ,,introduction ,,to ,,! ,,art ,,( ,,int]ior ,,decoration ,int]ior decoration z a sell+ me?od #aca ,emotional values ( light1 color1 l9e1 & proportion #acc ,color managem5t 9 decoration #aci ,pr9ciples ( furniture arrangem5t #ada ,,unit ,,viii4 ,,floor ,,cov]+s ,,& ,,fabrics ,drap]y & uphol/]y fib]s & fabrics #aec ,floor cov]+s #aei ,sell+ cov]+s = o!r floors #aga ,use ( ensembles 9 sell+ #agb ,,unit ,,ix4 ,,furni%+ ,,! ,,liv+ ,,room1 ,,hall1 ,,& ,,d9+ ,,room ,furni%+ ! liv+ room #agi ,di/9ctive hall furniture #ahf ,secur+ hospitable d9+ room atmosph]e #aij ,ensemble sell+ #aif ,,unit ,x4 ,,furni%+ ,,! ,,b$room1 ,,sunroom1 ,,kit*51 ,,& ,,breakfa/ ,,room ,furni%+ ! b$room #bje ,furni%+ ! sunroom #bad ,equipp+ ! breakfa/ room & kit*5 #bag ,f9al emphasis = al]t salesp]sons #bba ,,unit ,,xi4 ,,accessories ,,t ,,mean ,,plus ,,sales ,lamps & light+ #bbg ,pictures & mirrors #bcb ,wall decorations #bce ,pla/ics ent] ! home furni%+s field #bcg ,d's & ,don't's = ! salesp]son #bda ,,app5dixes ,a4 ,gloss>y ( t]ms #bdg ,b4 ,g5]al read+ li/ #bej ,c4 ,a sugge/$ tea*+ outl9e = a gr\p lead] #beb ,d4 ,! lead+ furniture woods #bee ,e4 ,common rug t]ms #bfc ,f4 ,an adv]tis+ *eck li/ #bfe ,g4 ,fivefold sell+ plan = floor cov]+s #bff ,h4 ,color & /yle 9 mod]n adv]tis+ copy #bfg ,i4 ,*eck li/ = plann+ a /ore-wide promotion #bfi ,j4 ,ready ref]5ce index #bga ,,=eword ,?is bullet9 has be5 prep>$ = use by ^? :o seek self-improvem5t z memb]s ( a gr\p engag$ 9 ! /udy ( home furni%+s & h[ to sell !m agreeably1 intellig5tly1 & competitively4 ,m ?an #b1ejj1jjj1jjj is exp5d$ annually 9 ?is c\ntry = home furni%+s4 ,"u pres5t conditions ! layman _c become an exp]t on ! multitude ( ?+s he has to buy1 & he mu/ pur*ase _m articles m or less bl9dly4 ,s9ce mu* /ructural detail is hidd5 f view1 ! integrity ( ! deal] is m ?an m]ely an advantage--x is a necessity4 ,!re are hundr$s ( int]e/+ & vital facts conc]n+ home furni%+s :i* consum]s may le>n f retail deal]s & memb]s ( _! sales organizations & :i*1 if !y become g5]ally kn[n1 w result 9 great] discrim9ation & economy 9 buy+ & w be reflect$ 9 m *>m+1 suitable1 & com=table furni%+s 9 ! home4 ,?is bullet9 pres5ts at once opportunity & *all5ge to ^? :o sell home furni%+s3 ,opportunity to ^? :o see furniture z a symbol ( a*ievem5t & di/9ction4 ,^! he> ! call to br+ beauty out ( drab surr\nd+s1 & to %ape ! visible g>m5ts ( life1 & ev5 life itself1 mak+ x f9]1 ri*]1 & a ?+ ( great] wor?4 ,*all5ge to ^? :o 9 sell+ home furni%+s mu/ be consci\s ( ! wide ext5sion ( education 9 ! home furni%+ art1 ! rapid improvem5t 9 ! g5]al ta/e & specific k ( ! cu/om]1 ! t5d5cy to %op 9 ! l>ge c5t]s1 ! increas+ numb] ( small decorators1 & ! tr5d to furni%$ rooms & ap>tm5ts4 ,= ! conv5i5ce ( us]s ( ?is bullet91 ! subject matt] has be5 arrang$ 9 ! =m ( units1 ea* ( :i* is int5d$ to be made ! basis = a m9imum ( #b h\rs discussion & /udy4 ,) ea* unit is a set ( /imulat+ que/ions & a brief read+ li/4 ,a m detail$ read+ li/ w be f\nd 9 ! app5dix4 ,?is bullet91 h5ce1 may s]ve z a %ort unit c\rse = ^? :o c sp>e "t = no m ?an #h or #aj gr\p meet+s4 ,c]ta9 gr\ps may pref] n to foll[ ! units 9 ! ord] sugge/$ & to conc5trate = a long] "t on su* important topics z p]iod furniture1 int]ior decoration1 ! furniture woods1 or v>i\s room arrangem5ts4 ,= ^!1 select$ mat]ial may be us$ = %ort unit c\rses 9 specializ$ fields4 ,= in/ance1 ! la/ five units1 tak5 toge!r1 may s]ve _m salesm5 ( home furni%+s z a basic c\rse 9 ! art ( int]ior decoration4 ,att5tion also is call$ to ! gr\p+ ( subject matt] to accommodate ^? :o may wi% to use ?is bullet9 = ref]5ce purposes & 9 sales meet+s call$ by ! managem5t4 ,! individual salesman :o uses ?is mat]ial 9 su* a mann] w be aid$ 9 build+ up a body ( relat$ & organiz$ k :i* may h application any day 9 8 "w ) 8 cu/om]s4 ,at times ! text makes g5]\s use ( ! p]sonal pron\n4 ,?is has be5 done delib]ately ) ! ?\ght t !re %\ld be pres5t 9 e meet+ ( a gr\p a feel+ ( comrade%ip & p]sonal loyalty to a common cause4 ,h5ce1 at times ! text employs ! pron\ns we1 our1 y1 & y\rs1 to replace ! m =mal t]ms1 ! salesp]son1 ! retail]1 or ! repres5tative ( ! /ore4 ,especial ackn[l$gm5t is due ,rosalie ,flank1 /yle au?ority & a =m] director ( adv]tis+ & public relations = ! ,am]ican ,furniture ,m>t1 = _m contributions to1 & mu* valuable criticism (1 ! la/ five units1 :i* deal ) problems ( int]ior decoration4 ,mo/ ( unit ,,xi1 :i* discusses ,accessories & ,facts ,t ,mean ',plus' ,sales1 & section ,d ( unit ,,iii1 ,hidd5 ,factors ,t ,increase ,sales1 7 prep>$ by h]4 ,to ,fri] ,mc,collister1 repres5t+ ! ,national ,association ( ,b$d+ ,manufactur]s1 cr$it is due = mu* ( ! mat]ial 9 unit ,,vi1 ,sell+ ,sleep ,equipm5t4 ,! au?ors also h consult$ freely ,cl>k ,b4 ,kelsey's ,furniture--,its ,selection & ,use1 ,national ,committee on ,wood ,utilization1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce1 & ,! ,road to ,high] ,e>n+s issu$ by ! ,national ,retail ,furniture ,association4 ,! au?ors gratefully ackn[l$ge contributions & assi/ance 9 editorial read+ & criticism f ,m>ie ,:ite1 ag5t1 ,home ,economics ,education1 ,u4 ,s4 ,(fice ( ,education1 ,wa%+ton1 & ,william ,j4 ,*eyney1 vice presid5t1 ,national ,retail ,furniture ,association1 ea/]n (fice1 ,new ,york1 ,n4 ,y4 ,o!rs :o assi/$ 9 ! prep>ation ( special mat]ial = ?is tra9+ program are3 ,hel5 ,arms1 /yli/1 ,john ,m4 ,smy? ,furniture ,co41 ,*icago1 ,ill4 ,smi? ,cady1 director1 ,home ,furni%+s ,indu/ry ,committee1 ,*icago1 ,ill4 ,*>les ,e4 ,close1 secret>y1 ,! ,v5e] ,association1 ,*icago1 ,ill4 ,burdett ,gre51 secret>y1 ,am]ican ,walnut ,manufactur]s ,association1 ,*icago1 ,ill4 ,*e/] ,k4 ,hayes1 executive director1 ,h\sehold ,sci5ce ,in/itute1 ,*icago1 ,ill4 ,phillips ,a4 ,hayw>d1 ,*ief1 ,=e/ ,products ,division1 ,bureau ( ,=eign & ,dome/ic ,comm]ce1 ,wa%+ton1 ,d4 ,c4 ,leo ,j4 ,he]1 manag+ editor1 ,national ,furniture ,review1 ,*icago1 ,ill4 ,j4 ,p4 ,kram]1 adv]tis+ dep>tm5t1 ,bigel[-,san=d ,c>pet ,co41 ,new ,york1 ,n4 ,y4 ,george ,n4 ,lamb1 secret>y1 ,mahogany ,association1 ,inc41 ,*icago1 ,ill4 ,k5ne? ,lawy]1 ,/ate sup]visor = di/ributive education1 ,spr+field1 ,ill4 ,rob]t ,b4 ,palm]1 adv]tis+ manag]1 ,duff ,repp1 ,kansas ,city1 ,mo4 ,a4 ,m4 ,sullivan1 director = vocational education1 ,bo>d ( ,education1 ,*icago1 ,ill4 ,jay ,van ,d5 ,b]g1 ,van ,d5 ,b]g ,bros41 ,gr& ,rapids1 ,mi*4 ,illu/rations1 *>ts1 & tabulations h be5 reproduc$ ) p]mission ( ! ,am]ican ,furniture ,m>t2 ,! ,m]*&ise ,m>t2 ,am]ican ,walnut ,manufactur]s ,association1 ,*icago1 ,ill42 ,! ,floor ,cov]+ ,adv]tis+ ,club1 ,new ,york1 ,n4 ,y42 ,grignon1 furniture photograph] = ! ,am]ican ,furniture ,m>t2 ,h5ri1 ,hur/1 ,mc,donald1 ,inc41 adv]tis+1 ,*icago1 ,ill42 ,home ,furni%+s ,news ,bureau1 ,*icago1 ,ill42 ,in/itute ( ,c>pet ,manufactur]s ( ,am]ica1 ,new ,york1 ,n4 ,y42 ,delm> ,kroehl]1 presid5t1 ,kroehl] ,manufactur+ ,co41 ,nap]ville1 ,ill42 ,mahogany ,association1 ,inc41 ,*icago1 ,ill42 ,national ,association ( ,b$d+ ,manufactur]s1 ,*icago1 ,ill42 ,national ,committee on ,wood ,utilization1 ,u4 ,s4 ,dep>tm5t ( ,comm]ce1 ,wa%+ton2 ,national ,furniture ,review1 ,*icago1 ,ill42 ,national ,retail ,furniture ,association1 ,*icago1 ,ill42 ,! ,s5g ,co41 ,*icago1 ,ill42 ,u4 ,s4 ,dep>tm5t ( ,comm]ce1 ,=e/ ,products ,division1 ,wa%+ton1 ,d4 ,c42 & ,! ,v5e] ,association1 ,*icago1 ,ill4 ,special ackn[l$gm5t is made to ! foll[+ publi%]s = p]mission to quote f "o or m ( _! publications3 ,! ,am]ican ,home1 editorial dep>tm5t1 ,new ,york1 ,n4 ,y4 ,dodd1 ,mead ,co41 ,inc41 ,new ,york1 ,n4 ,y4 ,fr$]ick ,j4 ,drake ,co41 ,inc41 ,*icago1 ,ill4 ,h\se ,beautiful1 ,new ,york1 ,n4 ,y4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 ,! ,new ,york ,s*ool ( ,int]ior ,decoration1 ,new ,york1 ,n4 ,y4 ,! ,s5g ,co41 ,*icago1 ,ill4 ,?is ,bullet9 has be5 prep>$ at ! direction1 & "u ! sup]vision ( ,b4 ,frank ,kyk]1 ,*ief ( ! ,bus9ess ,education ,s]vice1 ,u4 ,s4 ,(fice ( ,education1 ,f$]al ,security ,ag5cy4 ,j4 ,c4 ,,wright1 ,assi/ant ,u4 ,s4 ,commission] = ,vocational ,education4 ,unit ,i ,,! ,,salesman ,,z ,a ,,bus9ess ,,build] ,specializ$ ,sell+ ( ,home ,furni%+s z a ,c>e] ,increas+ ,sales & ,e>n+s ,fundam5tals = ,good ,sell+ ,! ,daily ,*eck-up--,a ,p]petual ,inv5tory ,illu/ration3 ,photograph by ,grignon4 ,figure #a4--;,contempor>y ,fr5* gr\p+ is express$ 9 ?is attractive *air ) natural f9i%$ wood frame1 tuft$ back1 & ru/ figur$ beige damask uphol/]y4 ,! comb9$ lamp /& & plant table is a mod]n favorite4 ,,sell+ ,,home ,,furni%+s ,unit ,i4--,,! ,,salesman ,,z ,a ,,bus9ess ,,build] ,,specializ$ ,,sell+ ,,( ,,home ,,furni%+s ,,z ,a ,,c>e] ,sell+ home furni%+s at retail is "o ( ! mo/ pleasant & fasc9at+ ( occupations4 ,x is clean "w1 physically agreeable1 m5tally /imulat+1 & free f dead5+ r\t9e4 ,moreov]1 x is a gr[+ field ) limitless possibilities4 ,true1 !re always w be malcont5ts :o proclaim t ! p ( ,am]ica are los+ int]e/ 9 _! homes1 t re/less excitem5t is _! god4 ,facts indicate1 h[ev]1 t our p are turn+ _! ?\ghts & aspirations1 9 increas+ measure1 to ! endur+ satisfactions ( ! home4 ,,mod]n ,,me?ods ,,are ,,design$ ,,to ,,meet ,,*ang+ ,,conditions ,all available data on buy+ habits indicate t sell+ me?ods %\ld be revis$ to meet ! buy]'s int]e/ z x %ifts f :at furniture is to :at furniture w d4 ,?is is a logical developm5t4 ,= _m ye>s ,am]ican wom5 h be5 influ5c$ by ! clev]e/ adv]tis+ 9 ! _w to desire & to buy f9i%$ products on ! basis ( p]=mance & ) little or no conc]n z to h[ !y are made4 ,to ^! wom51 rugs1 *airs1 tables1 & lamps are p>ts ^: int]e/ dep5ds *iefly on h[ !y are comb9$ ) o!r p>ts to =m h>moni\s :oles4 ,accord+ to a numb] ( compreh5sive surveys1 ?ree out ( e five wom5 :o are int]e/$ 9 furniture are conc]n$ *iefly ) its effect 9 mak+ _! homes m attractive4 ,if ?is is true1 ^? :o sell home furni%+s mu/ h a s\nd k n only ( _! m]*&ise b also ( ! art ( arrang+ & comb9+ t m]*&ise to insure com=t & beauty 9 completely furni%$ rooms4 ,?is specializ$ sell+ ( home furni%+s z a c>e]1 !re=e1 means ma/]y ( ! art ( int]ior decoration4 ,if int]ior decoration be def9$ z ! sum ( ! processes by :i* a home is made beautiful to look at & com=table to live 91 !n all :o sell home furni%+s mu/ und]/& /yle1 design1 mat]ials1 & con/ruction4 ,e furniture salesman :o consi/5tly ma9ta9s a high sales volume z a result ( 8 own skill w be f\nd to employ ! me?ods ( ! int]ior decorator :e!r he adopts ! pr(essional title or n4 ,illu/ration3 ,figure #b4--;,a sugge/ive progress-program = ^? :o sell home furni%+s :i* may be modifi$ 9 t]ms ( situations4 ,promotion /eps are %[n on five tra9+ levels ( increas+ difficulty & responsibility4 ,! fight] :o c>ries a pun* 9 "o h& only w lose a good _m b\ts4 ,! c>p5t] uses a ripsaw = "o op]ation & a crosscut = ano!r4 ,! salesman is 9 precisely ! same situation4 ,he always c make "s sales m]ely by %[+ furniture & quot+ prices4 ,he always c make m sales by a skillful pres5tation ( /yle1 design1 mat]ials1 & con/ruction4 ,b 9 ord] to build a p]sonal foll[+ & to sell to ! highe/ possible p]c5tage ( 8 cu/om]s ! l>ge/ possible am\nt ( m]*&ise1 he mu/ become a compet5t advis] 9 ! creative processes ( home furni%+s4 ,figure #b is a diagram ( an educational program :i*1 />t+ ) prep>atory tra9+ 9 ! e>ly ye>s ( ! second>y s*ool1 cont9ues ?r\gh a p]iod ( coop]ative "p-"t tra9+ :i* comb9es education 9 ! s*ool & on ! job1 until full-"t employm5t assures cont9u$ opportunity to /udy progressively on ?ree tra9+ levels ( increas+ difficulty & responsibility4 ,ma/]y 9 ability to sell home furni%+s implies adequate und]/&+ ( mat]ials & sell+ te*niques acquir$ at ea* ( ^! tra9+ levels4 ,,increas+ ,,sales ,,& ,,e>n+s ,!re are ?ree ways by :i* "o c increase 8 sales & e>n+s3 #a4 ,increase ! daily av]age numb] ( cu/om]s wait$ on4 #b4 ,increase ! av]age p]c5tage ( cu/om]s sold4 #c4 ,increase ! av]age volume ( ea* sale4 ,,increase ,,! ,,daily ,,av]age ,,numb] ,,( ,,cu/om]s ,9 ord] to increase y\r daily av]age ( p wait$ on1 y mu/ 7a7 arrange to secure cu/om]s = ! o!rwise idle h\rs ( ! day2 & 7b7 develop ! ability to spe$ up ! sell+ process1 :i* w enable y to sell to m p dur+ ! active h\rs4 7a7 ,to secure cu/om]s = ! o!rwise idle h\rs ( ! day1 beg9 ) ! look]s & y\r call trade4 ,! woman :o has be5 plann+ :at is to h] an important pur*ase frequ5tly w want to consult h] husb& or a fri5d 9 ^: judgm5t %e has confid5ce4 ,if y h be5 successful 9 creat+ real int]e/ 9 y\r m]*&ise1 x w n be difficult to make an ev5+ appo9tm5t1 obvi\sly z a means ( sav+ ! "t ( ! husb& or ! fri5d4 ,:5 y sugge/ an e>ly or late appo9tm5t y may readily promise exceptional s]vice4 ,y w be assur$ ( ! individual att5tion ( y\r gr\p "u conditions remov$ f ! confusion ( regul> /ore traffic4 ,if ! appo9tm5t is dur+ ! e>ly morn+ h\rs or dur+ ev5+ h\rs1 x w be easy to gr\p ! pieces z !y are to be us$ & ?us %[ !m z !y might actually look 9 ! home4 ,!n1 too1 y always w h "s sales "u way or com+ up ) old cu/om]s1 & 9 _m cases y c1 by act+ 9 advance1 arrange appo9tm5ts :i* w occupy o!rwise empty "t1 ?us leav+ ! m active p]iods ( ! bus9ess day op5 = r\t9e sell+4 ,"t :i* _c be sp5t ) cu/om]s %\ld be devot$ to developm5tal "w4 7b7 ,among _m ways to spe$ up ! sell+ process are ! foll[+3 #a4 ,get d[n to bus9ess1 & /ay !re4 ,mu* "t is wa/$ bo? be=e ! sale is made & aft]w>d 9 purely extrane\s talk1 n calculat$ 9 any way to advance ! sale or build confid5ce4 ,)9 ! limits impos$ by c\rtesy1 conf9e ! conv]sation to ! bus9ess 9 h&4 ,& don't yield to ! easy temptation to talk ab\t y\rself4 #b4 ,s f> z is possible1 elim9ate ! elem5t ( guesswork 9 %[+ m]*&ise4 ,f9d out en\gh ab\t y\r cu/om]'s room & :at is 9 x1 & ab\t h] ta/es & plans1 to enable y to avoid confusion & resi/ance1 & to cut d[n ! am\nt ( "t sp5t 9 %[+ goods !re is no *ance to sell4 #c4 ,be sure t y\r appe>ance1 mann]1 & language are su* z to inspire quick confid5ce4 ,?is w make x unnecess>y to sp5d too mu* "t 9 demon/rat+ ! fitness & value ( y\r m]*&ise4 ,al]tness1 faultless c\rtesy1 & unfeign$ int]e/ 9 ! cu/om]'s com=t & conv5i5ce are vital4 #d4 ,"k y\r /ock1 includ+ ! small occasional pieces ^: location is (t5 %ift$1 s ?or\ghly t y c g directly to any piece y want to %[4 ,9 a sale involv+ sev]al articles1 p>ticul>ly if !y mu/ be %[n on diff]5t floors1 plan & r\te ! sell+ process to elim9ate unnecess>y movem5t1 & if ! display is made dur+ regul> /ore h\rs1 try to close ! sale some:]e above ! fir/ floor1 ) its noise1 confusion1 & beckon+ sugge/ion ( ! op5 door4 ,,increase ,,! ,,av]age ,,p]c5tage ,,( ,,cu/om]s ,,sold ,mu* ( our /udy w be direct$ t[>d discuss+ me?ods = increas+ ! p]c5tage ( sales made to cu/om]s wait$ on4 ,ev]y?+ is important1 & e improvem5t 9 equipm5t w help4 ,d\btless :at is mo/ ne$$ is m k1 :i* we c acquire2 m pati5ce1 :i* we c =ce ourselves by a %e] ef=t ( ! w to summon & employ2 & m en]gy1 :i* we c & w develop 9 ! degree t we recognize & desire its rew>ds4 ,,increase ,,! ,,av]age ,,volume ,,( ,,ea* ,,sale ,trade ,up ,consi/5tly4 ,! fir/ requirem5t ( "o :o w\ld increase ! size ( individual sales is t he %all trade up consi/5tly4 ,obvi\sly1 ?is does n mean t ! salesm5 %\ld disreg>d prud5ce & common s5se & try to sell a #ajj article to ! buy] :o c af=d to sp5d only #ej or #ge1 nor does x mean use ( high-pressure sell+ me?ods4 ,x does mean t he %\ld develop ! ability to e/imate ! buy]'s ta/es1 means1 & real ne$s1 & to pres5t elem5ts ( value 9 8 m]*&ise o!r ?an price4 ,t5 ye>s ago a woman :o made a %opp+ t\r ?r\gh #ab dep>tm5t & furniture /ores report$ t #h out ( #aj salesm5 quot$ ! price ( e article imm$iately1 ) /rong emphasis ^u its l[ price4 ,a numb] ( salesm5 m5tion$ ! wood & f9i% ( ! article1 quot$ ! price ) ! usual comm5ts1 & /opp$--_! entire /ock ( ideas app>5tly exhau/$ by ?is ef=t4 ,?is same k9d ( sell+ is /ill too preval5t4 ,today's emphasis ^u s]vice = specific ne$s r ?an ^u l[ price to build sales volume has giv5 u an ev]-increas+ numb] ( salesp]sons :o und]/& t x is fooli% to />t a sale f ! bottom1 fooli% to assume t no "o desires or c af=d to buy good ?+s1 & n only fooli% b di%one/ to discuss furniture ( poor quality & l[ price 9 t]ms :i* fairly c\ld be appli$ only to bett] quality & high] price4 ,sugge/ ,relat$ ,m]*&ise4 ,a second & extremely important way to increase ! size ( y\r av]age sale is by ! skillful sugge/ion ( relat$ m]*&ise4 ,a great _m p]sons buy home furni%+s only :5 !y ne$ !m z a physical utility4 ,q naturally1 !y get along ) ! m9imum numb] ( pieces & buy = ! l[e/ prices consi/5t ) _! ideas ( desirable quality4 ,to be prep>$ = ?is type ( em]g5cy or sugge/ion sell+ ea* salesman %\ld "w out = himself1 ) ! help ( o!r salesm51 & by wide read+ ( trade j\rnals1 magaz9es1 newspap] articles1 & books 9 8 field1 a li/ ( articles 9 ! home-furni%+s field :i* naturally belong toge!r4 ,^! li/s ( naturals %\ld be memoriz$ = ready recall at any mom5t4 ,specials1 mod]n accessories1 new designs 9 small occasional pieces1 :5 adv]tis$ to ! public1 l5d !mselves to a sugge/ion-sell+ program us$ 9 connection ) a c>efully select$ call li/4 ,9 sugge/ion sell+1 emphasis %\ld be ^u ! quality ( *>m or fitness to be add$ to a p>ticul> room1 ) ! furni%+s ( :i* ! salesman already is famili>4 ,sell ,m ,?an ,utility & ,price4 ,^? :o buy furniture = satisfactions o!r ?an utility naturally buy--ins(> z _! means w p]mit--:atev] pieces !y believe to be necess>y 9 ord] to insure ^? satisfactions4 ,x is cle> t salesm5 9 ord] to sell to ?is type ( cu/om] mu/ be able to ar\se ! int]e/ ( ^! utility & price buy]s 9 o!r satisfactions4 ,to d ?is1 !y mu/ be able to sell some?+ m ?an furniture4 ,!y mu/ sell on ! basis ( ! enticem5t ( com=t & cu%ion$ ease1 ! lure ( beauty1 ! appeal ( sm>tness & /yle4 ,!y mu/ sell di/9ction1 ! acclaim ( fri5ds & gue/s1 ! pride & pleasure ( ! *ildr51 & ! joy ( liv+ 9 an attractive home4 ,does ?is t5d to provoke a skeptical smile f ^? :o h be5 sell+ furniture = ye>s8 ,well1 let ^? smile ^: e>n+s h be5 :olly satisfactory4 ,z = ! o!rs1 let !m rememb] t 9 dim9i%$ volume is told ! /ory ( ^? :o consi/5tly h attempt$ to sell furniture z no?+ m ?an furniture & :o h /olidly ignor$ ! p[] ( imag9ation & s5tim5t 9 quick5+ int]e/ & deep5+ desire4 ,,fundam5tals ,,= ,,good ,,sell+ ,sales exp]ts are agre$ t x is impossible to =mulate a sell+ plan t w apply to all salesp]sons4 ,!re are no magic words to be spok5 9 ! pres5ce ( pot5tial buy]s t w cause !m to call l\dly = an ord] blank & rea* = a f\nta9 p54 ,!re are c]ta9 fundam5tals :i* w help a man to become a bett] salesman4 ,,be ,,tactful ,web/] def9es tact z a nice disc]nm5t ( delicate skill 9 say+ & do+ :at is exp$i5t or suitable 9 giv5 circum/ances4 ,tact is "o ( ! mo/ valuable assets 9 salesman%ip & mu/ be ex]cis$ at all times4 ,_m sales ( home furni%+s h be5 lo/ 9 discussions ) a prospect :o 0 incl9$ to be bellig]5t4 ,"u no circum/ances ent] into an argum5t4 ,y h he>d ! well-kn[n axiom1 ,w9 an argum5t & lose a sale4 ,! fact t y h s\nd sales argum5ts to use 9 pres5t+ y\r sales /ory does n mean t y mu/ argue ) ! prospect to prove y\r po9t4 ,expla9 tactfully y\r side ( ! /ory &1 if y\r /atem5t is que/ion$1 try to prove x4 ,b r ?an ent] into an argum5t ab\t x1 pass on to ano!r po9t1 &1 if necess>y1 ref] lat] to ! po9t 9 "q f a diff]5t angle4 ,,don',t ,,int]rupt ,,& ,,don',t ,,exagg]ate ,"s salesm5 are s anxi\s to tell all !y "k ab\t _! product t unque/ionably !y develop a habit ( int]rupt+ a prospect e "t he speaks4 ,?is reflects adv]sely on ! salesman2 (t5 x prev5ts ! prospect f tell+ ( ! features p>ticul>ly lik$ or ! real objection to ! proposition4 ,:5 y\r prospective cu/om] />ts to speak1 li/51 & above all1 :5 answ]+ a "q1 don't exagg]ate4 ,_m a sad failure 9 sell+ has result$ f an exagg]ation ( facts to ! po9t :]e ! prospect w n believe any?+ ! salesman has said4 ,,be ,,s9c]e ,s9c]ity bre$s conviction & if y are conv9c$ ( ! /atem5t y make1 y\r attitude w g a long way 9 mak+ y\r prospective cu/om] believe y\r /ory4 ,"k y\r product & its advantages2 be s9c]e & en?usia/ic :5 y are pres5t+ !m4 ,be natural4 ,x w pay4 ,,don',t ,,talk ,,too ,,mu* ,all h kn[n salesm5 :o h talk$ !mselves out ( sales4 ,?is is a fault common to _m4 ,"s types evid5tly believe t if !y talk fa/ en\gh1 d n p]mit ! prospect to br+ up objections or say any?+1 & put ! p5 9 ! prospect's f+]s & get him to sign on ! dott$ l9e1 a good sale has be5 made4 ,! day = ?is k9d ( sell+ is gone4 ,today's buy] wants in=mation & %e wants a *ance to ?9k ab\t t in=mation aft] %e gets x4 ,make y\r /atem5t ab\t y\r product & let y\r cu/om] ?9k ab\t x4 ,be c>eful n to bury "o important sales feature by %[]+ sev]al m on top ( x be=e ! cu/om] has _h "t to decide on ! m]its ( ! fir/4 ,give y\r cu/om] an opportunity to ask que/ions & express h] op9ion4 ,(t51 if all[$ to talk1 ! prospect w sell h]self4 ,,be ,,ready ,,to ,,answ] ,,objections ,an objection or reason = n buy+ may be real or x may be m]ely an excuse4 ,9 any ev5t1 ! salesman mu/ be able to answ] x effectively 9 ord] to close ! sale4 ,if ! cu/om] raises an objection1 be sure y und]/& x4 ,don't jump at conclusions z to :at ! objection is go+ to be4 ,aft] y und]/& x cle>ly1 repeat x4 ,sometimes :5 an objection is repeat$ ! cu/om] imm$iately c see = h]self t x is n a valid objection4 ,,po9ts ,,to ,,rememb] ,,9 ,,sell+ ,salesm5 int]e/$ 9 fundam5tals w d well to rememb] f\r po9ts ( value 9 sell+3 #a4 ,talk to y\r cu/om] z ?\gh %e kn[s ab\t ! product b expla9 ev]y?+ z ?\gh %e knew no?+ ab\t x4 #b4 ,treat y\r cu/om] ) unfail+ c\rtesy4 #c4 ,assume t %e is able f9ancially to buy any?+ on ! floor ev5 if h] g5]al appe>ance leaves room = "s d\bt4 ,:5 basic facts are e/abli%$1 sugge/ ju/ifiable "t-paym5t plans z an arrangem5t %e might pref]--b d ?is tactfully s9ce _m wom5 are s5sitive ab\t money & cr$it rat+s4 #d4 ,make y\r sales /ory complete4 ,tell x simply1 directly1 e>ne/ly1 & hone/ly4 ,,! ,,daily ,,*eck-,,up--,a ,,p]petual ,,inv5tory ,elem5t>y fundam5tals %\ld be br\ght up "t & aga94 ,y may "k y are beyond ! /age :]e y ne$ to be told to keep ! e>s clean1 ! hair comb$1 ! %oes poli%$1 & suits press$1 b !re are "s angles on ?is matt] ( keep+ a p]petual p]sonal inv5tory :i* may be review$ pr(itably _m times4 ,consid] ! advantages ( a daily *eck-up4 ,"s wom5 are incl9$ to tru/ to fir/ impressions ( appe>ance & mann]4 ,a salesman may f9d x difficult & sometimes impossible to w9 _! confid5ce if !re is any?+ 9 8 appe>ance1 mann]1 language1 or actions to detract att5tion or ar\se prejudice4 ,if ^! important p]sonal matt]s are neglect$1 x means r$uc$ income ?r\gh ! loss ( "s sales & an unnecess>y loss ( "t 9 _m o!rs4 ,"o ( ! be/ ways to gu>d aga9/ ^! losses is to "w out a sort ( p]petual inv5tory ( y\r own good & bad po9ts1 & to keep ?is inv5tory up to date1 mak+ a sy/ematic *eck-up4 ,c]ta9 pr9ciples z to prop] dress = m5 9 home-furni%+ /ores ( dignity h be5 e/abli%$4 ,"o metropolitan /ore insi/s t salesm5 we> d>k suits2 black %oes always2 :ite coll>s ei!r atta*$ or deta*$1 n necess>ily />*$2 neckties1 d>k pref]ably1 & 9 h>mony ) ! suit4 ,?is /ore nev] p]mits removal ( coat or ve/ ev5 9 summ]4 ,_m /ores1 h[ev]1 p]mit ve/s (f 9 summ] & supply uni=m coats to all salesm5--d>k palm bea* or simil> mat]ial4 ,arbitr>y rules )\t reason are worse ?an none4 ,! /ore m5tion$ above feels t ! factors li/$ z important simply con=m to ! laws ( good ta/e 9 reflect+ ! /ore to its cli5tele4 ,no /ore c af=d to tol]ate slov5ly attire1 %oddy language1 or indiff]5t ef=t4 ,if1 9 good fai?1 int]e/$ salesm5 w run ?r\gh ! foll[+ li/ ( que/ions be=e !y g to "w ea* morn+ = #b or #c mon?s1 !y w f9d ! results 9 increas$ sales unexpect$ly pr(itable4 ,,appe>ance ,h ,i _h ! food1 sleep1 & ex]cise necess>y to enable me to meet all cu/om]s1 ev5 on ! longe/ & busie/ day1 ) en]gy & en?usiasm8 ,d ,i feel & look fit1 al]t1 compet5t1 & prosp]\s8 ,is !re any?+ to attract unpleasant att5tion to my hair1 f+]nails1 tee?1 tie1 or %oes8 ,,mann] ,d ,i meet all cu/om]s )\t ref]5ce to age1 sex1 or dress1 z if ,i 7 g5u9ely glad to see !m & s9c]ely int]e/$ 9 s]v+ !m intellig5tly & well8 ,am ,i bus9esslike )\t be+ brusque8 dignifi$ )\t be+ /iff8 unv>y+ly polite b nev] oily or s]vile8 ,d ,i treat all cu/om]s ) real c\rtesy1 & none ) *eap or (f5sive famili>ity8 ,d ,i ev] p]mit myself to look or act bor$1 tir$1 indiff]5t1 or sull58 ,,language ,is my voice pleasant8 ,d ,i talk en\gh1 or too mu*8 ,d ,i talk c>efully & well1 )\t grammatical blund]s or slang1 & ) an adequate comm& ( words1 or d ,i /umble1 use poorly *os5 words1 & repeat myself until my cu/om]s are bor$ or repell$8 ,,action ,d ,i sl\*1 or get into awkw>d & ungraceful po/ures1 or sit on ! arms ( *airs or s(as8 ,d ,i play ) a p5cil1 wat* *a91 or sales book1 or j+le keys or money 9 my pocket8 ,d ,i ev] %[ m]*&ise c>elessly1 z if x 7 ( no value or importance8 ,d ,i ev] get into an argum5t ) a cu/om] :5 !re is ! slighte/ possibility ( giv+ (f5se8 ,:atev] y\r pres5t e>n+ p[] may be1 wide exp]i5ce w>rants ! belief t y c raise x appreciably by improv+ y\r pres5t rat+ 9 ^! factors :i* toge!r give outw>d expression to y\r p]sonality z y\r cu/om]s see x4 ,,que/ions #a4 ,d y ?9k a salesman c be s9c]e & use high pressure me?ods at ! same "t8 #b4 ,d y feel y are do+ a cu/om] a favor or impos+ on h] 9 urg+ h] to come to a decision1 p>ticul>ly :5 grad+-up8 #c4 ,a cu/om] says3 ,i l ?is suite1 b ! price is a little m !n ,i'd c\nt$ on pay+4 ,:at is ! be/ way ( h&l+ ?is cu/om] to close a sale8 #d4 ,a cu/om] says3 ,i've j ab\t decid$ on ?is "o1 b ,i'd l my husb& to see x4 ,:at is ! "r way to h&le ?is situation8 ,%\ld an attempt be made to close ! sale !n & !re8 ,:at has be5 y\r exp]i5ce8 #e4 ,a cu/om] is sold on a mod]n suite1 & has h] "m ) h]4 ,h] "m is n sold on mod]n furniture4 ,h[ w\ld y h&le ?is situation8 #f4 ,a cu/om] wants an ,e>ly ,am]ican b$room1 is app>5tly satisfi$ ) ! suite1 :i* happ5s to be bir*1 & asks3 ,is x solid maple8 ,h[ d y answ]8 #g4 ,if ! presid5t ( ! ,fir/ ,national ,bank & 8 wife came 9 at #e3cj to look at a d9+-room suite1 h[ w\ld y h&le ! fir/ #e m9utes ( ! conv]sation8 #h4 ,select a b$room suite f ! floor sell+ = #ii & "o sell+ at #agi1 & demon/rate ! po9ts ( sup]iority 9 ! m co/ly set8 ,,sugge/$ ,,read+ ,,li/ ,,boll+1 ,,cunliffe ,l4 ,retail ,salesman%ip4 ,sir ,isaac ,pitman ,sons1 ,ltd41 ,london1 #aicj4 ,! ,_s ( ,salesman%ip1 ,,ii1 pp4 #ad-bf4 ,aptitude = ,salesman%ip1 ,,iii1 pp4 #bf-cg4 ,sales ,demon/ration1 ,x1 pp4 #aeb-afe4 ,,k5agy1 ,h4 ,g4 & ,,yoakum1 ,c4 ,s4 ,! ,selection & ,tra9+ ( ,salesm54 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aibe4 ,! ,measures ( ,successful ,selection1 ,,xi1 pp4 #bae-bdi4 ,m5tal ,al]tness ,te/s = ,salesm51 ,,xii1 pp4 #bdi-bgg4 ,p]sonality & ,aptitude ,te/s1 ,,xiii1 pp4 #bgg-cjj4 ,tra9+ ,salesm51 ,,xiv1 pp4 #cjj-cai4 ,,kelsey1 ,,cl>k4 ,furniture3 ,its ,selection & ,use4 ,national ,committee on ,wood ,utilization1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 ,budget1 ,buy+ ,plans1 ,ne$1 ,utilities1 ,i1 pp4 #a-ai4 ,national ,retail ,dry ,goods ,association1 #aja ,we/ ,?irty-fir/ ,/reet1 ,new ,york1 ,n4 ,y4 #aice4 ,furniture ,sales ,manual4 ,,pelz1 ,v4 ,h4 ,sell+ ,at ,retail4 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aibf4 ,p]sonal ,qualifications ( ! ,retail ,salesman1 ,,viii1 pp4 #aai-aci4 ,h[ to ,make ,sales-,talk ,effective1 ,,xi1 pp4 #ahe-bae4 ,sales by ,sugge/ion1 ,,xviii1 pp4 #bic-cac4 ,foll[+ ,up ! ,sale1 ,,xix1 pp4 #cac-cae4 ,,reyburn1 ,,samuel ,w4 ,sell+ ,home ,furni%+s ,successfully4 ,pr5tice-,hall1 ,inc41 ,new ,york1 ,n4 ,y4 ,,simmons1 ,,h>ry4 ,h[ ,to ,get ,! ,ord]4 ,h>p] ,bros41 ,new ,york1 ,n4 ,y4 #aicg4 ,sales1 ,leads1 ,cu/om]s1 ,i1 ,,ii1 ,,iii1 ,v1 ,,vii1 ,,viii1 pp4 #a-gh4 ,,/ew>t1 ,,ross & ,,g]ald1 ,,john4 ,home ,decoration4 ,g>d5 ,city ,publi%+ ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 #aich4 ,buy+ ,furniture1 ,,xii1 pp4 #bai-bcj4 ,,:itehead1 ,,h>old4 ,h[ ,to ,run a ,/ore4 ,! ,?omas ,y4 ,cr[ell ,co41 ,new ,york1 ,n4 ,y4 #aiba4 ,develop+ ,organiz$ ,loyalty1 ,,xxi1 pp4 #bec-bfe4 ----4 ,! ,bus9ess ( ,sell+4 ,am]ican ,book ,co41 ,new ,york1 ,n4 ,y4 #aibc4 ,! ,m5tal ,law ( ,sale1 ,v1 pp4 #dd-ea4 ,! ,salesman's ,p]sonality1 ,,xviii1 pp4 #bba-bcd4 ,h[ ,to ,develop ,p]sonality1 ,,xix1 pp4 #bcd-bdb4 ,unit ,,ii ,,te*nique ,,( ,,salesman%ip ,sale ,objectives ,/>t+ ! ,simple ,sale ,! ,all-,important ,int]view ,?ree ,g5]al ,consid]ations = ,clos+ ,sales ,meet+ ! ,cu/om] ,illu/ration3 ,figure #c;,a4--,a block front ,*ipp5dale secret>y4 ,! pulls are all pi]c$ *as$ brass4 ,! brok5 p$im5t is ornam5t$ by ! unusual addition ( a h&-c>v$ leaf c>v+4 ,! ribb& back *air has ! cabriole ball & claw & leaf c>v+ on ! knees & is uphol/]$ 9 a h&-block$ tape/ry4 ,illu/ration3 ,figure #c;,b4--,?is copy ( a ,%]aton corn] /& has tamb\r slid+ front draw]s & a copp]-l9$ plant conta9] at ! back4 ,! *air at ! side is a ,%]aton decorat$ arm*air1 9 black ) gold decoration4 ,! uphol/]y is gre5 & ivory /rip$ sat94 ,unit ,,ii4--,,te*nique ,,( ,,salesman%ip ,,sale ,,objectives ,:5 y />t t[>d ! display floor ) a cu/om] :o has ask$ = a p>ticul> article1 y h--or %\ld h--five objectives3 #a4 ,to close a sale1 if possible1 = an article ( ! be/ quality w>rant$ by ! cu/om]'s ne$s & means4 #b4 ,to sell any additional m]*&ise 9 :i* y c ar\se an int]e/4 #c4 ,to make ! sale 9 su* a way t ! m]*&ise w /ay sold1 & ! cu/om] w become a loyal bus9ess fri5d4 #d4 ,to secure & record any in=mation z to ! cu/om]'s home & ta/es t may lead to possible future sales4 #e4 ,to d ^! ?+s )\t wa/+ "t s t y may get ano!r cu/om] & repeat ! process4 ,9 ord] to atta9 ^! objectives y mu/ ga9 ! confid5ce ( ! buy]1 & "h y\r success w dep5d ^u :at happ5s 9 ! fir/ #e m9utes4 ,x is dur+ ^! crucial m9utes t ! cu/om] =ms ! impressions :i* s (t5 lead h] ei!r to be/[ h] confid5ce or )hold x4 ,,/>t+ ,,! ,,simple ,,sale ,! exp]i5c$ salesman is accu/om$ to =m a quick judgm5t ( ! cu/om] & to base 8 op5+ proc$ure on t judgm5t4 ,! te*nique pres5t$ "h is design$ p>ticul>ly to help ?is salesman make l>ge sales or h&le small sales :i* may be expect$ to produce future bus9ess4 ,let u assume t y\r cu/om] has n ask$ = an adv]tis$ *air1 & t !re is no?+ 9 h] appe>ance or mann] to enable y to make a close guess z to h] ta/es & means4 ,all y "k is t %e is int]e/$ 9 an easy *air4 ,s9ce %e has n told y exactly :at k9d ( *air %e wants1 x is safe to assume t %e doesn't "k4 ,on ! o!r h&1 y may be c]ta9 %e wants a *air to s]ve "s p>ticul> purpose ( h] own4 ,! *ances are t %e has only a vague idea z to ! p>ticul> type ( *air :i* w be/ s]ve ?is purpose2 y z yet h no idea :atev]4 ,accord+ly1 y mu/ *oose "o ( ?ree me?ods = />t+ ! sale4 ,,! ,,haphaz>d ,,me?od ,! fir/ is to lead h] ?r\gh y\r /ock 9 ! hope t %e w see a *air t pleases h] & buy x4 ,?is sometimes w happ51 & !re are "s cu/om]s--?\gh few--:o c be sold 9 no o!r way4 ,h[ev]1 ?is me?od wa/es s mu* "t1 & results 9 su* a heavy p]c5tage ( lo/ sales1 t x %\ld be y\r la/ resort4 ,x is op5 to ?ree s]i\s objections3 ,fir/1 x w n help y w9 ! cu/om]'s confid5ce4 ,by rel9qui%+ all control ( ! int]view1 y =feit h] respect = y z a compet5t advis] 9 ! processes ( home furni%+1 & become m]ely an ord] tak]4 ,if %e happ5s to l y\r m]*&ise1 y are =tunate2 b y c d no?+ to influ5ce h] t[>d lik+ x4 ,second1 no "o c look at a great _m diff]5t ?+s1 h[ev] int]e/+ & beautiful1 )\t becom+ confus$ & los+ ! p[] ( discrim9at+ judgm5t4 ,! woman :o is %[n furniture by ?is undirect$ me?od is likely to become tir$ & c]ta9 to become confus$1 & may be expect$ to decide to ?9k x ov]1 look ar\nd1 or br+ h] husb&4 ,moreov]1 y _c %[ _m *airs1 ev5 by ?is me?od1 )\t mak+ "s comm5ts ab\t !m4 ,if y are l _m salesp]sons y w fall into ! habit ( describ+ half ! pieces %[n ei!r z ! mo/ beautiful1 ! sm>te/1 ! mo/ com=table1 ! late/1 or ! be/ b>ga94 ,if ?is happ5s1 any normally intellig5t p]son w suspect t y are ei!r ins9c]e or incompet5t4 ,?ird1 if a sale results1 x is likely to be at an unnecess>ily l[-price level unless ! "q ( cr$it limit is involv$2 & 9 any ev5t !re w be no sale ( additional m]*&ise1 no in=mation ( future value1 no loyal bus9ess fri5d%ip4 ,,! ,,high-,,pressure ,,me?od ,y may decide to make a p]si/5t &1 if necess>y1 a high-pressure ef=t to sell h] some?+4 ,?is me?od1 l ! fir/1 w "w ) a limit$ numb] ( buy]s4 ,h[ev]1 x results 9 mu* wa/$ "t by reason ( ! high p]c5tage ( returns = cr$it or ex*ange1 & 9 ill-feel+ & impair$ confid5ce :i* ov] a p]iod ( ye>s make x difficult = ! salesman to build up a p]sonal foll[+ among ! buy]s ( 8 community4 ,z a matt] ( cold fact1 ?is me?od ( sell+ home furni%+s has caus$ ! retail]s an imm5se loss 9 public confid5ce1 z well z 9 money4 ,because ( wrong sell+ me?ods1 multitudes ( wom5 n[ /ay out ( c]ta9 /ores except on ^? r>e occasions :5 !y are =c$ by actual ne$s to ent]4 ,al?\gh ^! wom5 want to buy1 !y are afraid ( be+ sold4 ,m accurately1 !y are afraid ( be+ sold ! wrong ?+4 ,mo/ ( ! wom5 :o ask to see a *air or rug or o!r home-furni%+s m]*&ise really want some?+ mu* m important to !mselves1 al?\gh !y d n tell u ab\t x4 ,!y want beauty1 com=t1 di/9ction1 or social pre/ige4 ,9 o!r words1 !y want to buy furniture z a means ( mak+ _! homes m attractive2 b _! pa/ exp]i5ce1 or ! exp]i5ce ( _! fri5ds1 (t5 leads !m to believe t ! salesman w n really help !m4 ,to ov]come _! hesitancy1 !y mu/ be made to feel at ! beg9n+ ( ! int]view t no "o is try+ to sell !m1 or ev5 to let !m buy1 b r t ! desire ( ! salesman is to help !m buy4 ,,! ,,sci5tific ,,me?od ,! ?ird possible c\rse ( action is bas$ ^u a /udy ( ! cu/om]'s ne$s4 ,! salesman w seek to discov] ! cu/om]'s purpose 9 look+ at easy *airs & !n to %[ h] ! p>ticul> pieces 9 /ock :i* are be/ adapt$ to s]ve t purpose4 ,he w ne$ in=mation ab\t ! size1 /yle1 & color+ ( ! *air requir$1 & ! am\nt t ! buy] is able or will+ to pay = x4 ,d n1 at ! outset1 ask = ?is in=mation4 ,9 sell+ home furni%+s avoid que/ions :i* w =ce ! buy] to make def9ite commitm5ts 9 advance z to h] ta/es or ! am\nt ( money %e is prep>$ to sp5d4 ,9 ! fir/ place1 x is probable t if %e _h fix$ ideas on ^! subjects %e w\ld h told y exactly :at %e want$ at once4 ,if y =ce h] by direct que/ions to make a /atem5t1 %e may feel impell$ to abide by x lat]2 y !reby h plac$ y\rself & y\r /ock "u an unnecess>y h&icap4 ,9 ! second place y run ! risk ( annoy+ h]1 s9ce few wom5 welcome a direct "q at ! beg9n+ ( a sales int]view z to h[ mu* !y are prep>$ to sp5d4 ,f9ally1 su* que/ions may be s clumsy & amateuri% 9 te*nique z to "u-m9e a cu/om]'s confid5ce 9 y\r ability4 ,y\r que/ions at ! outset %\ld be direct$ t[>d det]m9+ h] ne$s4 ,if su* que/ions are skillfully put1 %e w welcome !m z evid5ce t y are try+ to help h] buy economically & intellig5tly4 ,,! ,,all-,,important ,,int]view ,^u leav+ ! elevator take y\r cu/om] directly to an easy *air :i* y "k to be good-look+ & com=table1 cons]vative bo? 9 design & color+1 & nei!r y\r *eape/ nor y\r mo/ co/ly quality4 ,by *oos+ a cons]vative r ?an an extreme /yle y run no risk ( impair+ h] confid5ce 9 y\r ta/e & judgm5t1 & by pick+ a piece 9 ! middle price range y run no risk ( (f5d+ h] if %e is 9 ! m>ket = a co/ly *air1 or ( al>m+ h] if %e is a buy] = a *eap *air4 ,moreov]1 y are 9 ! safe position ( be+ able to %ift gr\nd 9 ei!r direction )\t loss ( pre/ige4 ,don't ask h] h[ %e likes ?is *air1 & don't make any flatt]+ comm5ts on x4 ,m]ely say1 9 effect3 ,i don't "k h[ close ?is p>ticul> *air comes to :at y h 9 m9d2 b at lea/ x is attractive & com=table4 ,if y c>e to sit d[n 9 x = a mom5t1 & to tell me a little ab\t y\r requirem5ts1 or ab\t y\r room1 p]haps ,i c save y ! "t & tr\ble ( look+ at a great numb] ( unsuitable pieces4 ,is ! *air = y\r liv+ room8 ,if ! answ] is ,yes1 proce$3 ,!n x w ( c\rse h to fit 9 ) y\r o!r ?+s 9 t room4 ,at ?is po9t y may wi% to draw up a small table & lay ! liv+-room floor plan#a on x ) ! fir/ page s plac$ t ! cu/om] c easily see x4 ,!n draw up a *air = y\rself4 ,x is important to move ) a poise & assurance :i* w cause ! buy] to "k y are foll[+ ! usual proc$ure4 ,by ! "t y are seat$ %e w likely h read en\gh ( ! fir/ page to be int]e/$ & await+ y\r next move4 ,,op5+ ,,! ,,int]view ,9 _m simple sales x w be unnecess>y to ask _m que/ions1 or to ent] ! answ]s on ! plan4 ,s9ce y _c "k ?is at ! />t ( ! int]view1 h[ev]1 x is usually wise to %[ ! plan1 ev5 if y make no actual use ( x4 ,! effect ( ?is proc$ure cat*es int]e/1 places ! transaction on a m pr(essional basis1 & helps create confid5ce 9 y\rself & y\r /ore z skillful & compet5t advis]s 9 ! selection ( furniture4 ,illu/ration3 ,figure #d4--,room arrangem5t plan ,,note ,,to ,,salesp]son4--,if y d n h a floor plan & h n se5 ! room 9 "q1 take blank pap] & p5cil4 ,block 9 w9d[ & door op5+s & location ( o!r furniture4 ,!n proce$ z sugge/$1 recomm5d+ no?+ t w n enhance ! attractiv5ess ( ! room = its p>ticul> use4 ,always date y\r sket*2 place ^u x ! "n ( y\r cu/om]1 & file = lat] ref]5ce4 ,if y decide to use ! plan1 spread x on ! table1 & say1 9 effect3 ,?is device helps u to s]ve our patrons :o are int]e/$ 9 buy+ furniture t w add to ! com=t & beauty ( _! homes4 ,9 y\r own case1 = example1 we h scores ( *airs t are good look+ & t are good values4 ,yet1 if y 7 to look at all ( !m y w\ld und\bt$ly f9d t "s are too l>ge or too small & t ! great majority w n h>monize p]fectly 9 design1 /yle1 or color+ ) ! o!r ?+s 9 y\r own p>ticul> room4 ,by us+ ?is device y c give me a cle> picture ( y\r room z y want x to look4 ,!n ,i c %[ y only su* pieces z promise to meet y\r requirem5ts1 & y 9 turn may select ! "o *air t seems mo/ suitable4 ,d y h a gue/ *air 9 m9d1 or "o = ! special use ( a memb] ( ! family8 ,if = a memb] ( ! family1 ! sex1 size1 & individual pref]5ce mu/ be tak5 into acc\nt2 if = gue/s1 ! g5]al decorative "* ( ! room only4 ,! new *air w be se5 aga9/ ! backgr\nd ( ! walls & ! floor cov]+s1 & z a "p ( ! gr\p to :i* x belongs4 ,h5ce1 we mu/ be sure x w h>monize ) ^! o!r elem5ts4 ,y\r rug1 = example1 is----8 ,ent] important in=mation :i* is giv5 on ! floor plan "u ! head+ ,floor cov]+4 ,in=mation ne$$ includes ! type ( rug 7:i* may give y an idea ( ! buy]'s price level72 color+2 & type ( design 7:i* w indicate to y ! *>act]i/ic features ( ! new *air necess>y to insure h>mony74 ,!n proce$ 9 ! same way ) ! walls1 woodwork1 drap]ies1 & pr9cipal uphol/]y fabrics4 ,if by ?is "t y\r cu/om] %[s signs ( impati5ce1 y may wi% to say 9 effect t y c %[ h] sev]al *airs t w fill ! requirem5ts admirably4 ,!n g to "w4 ,,utiliz+ ,,! ,,cu/om]',s ,,answ]s ,if1 on ! o!r h&1 ! buy] cle>ly is int]e/$1 ask = ! size ( h] room & = ! description & location ( h] o!r furniture1 & block 9 ! in=mation on ! floor plan1 us+ ! me?od %[n 9 ! typical floor plan1 page #ba4 ,"h ! be/ proc$ure is to />t f ! po9t ( int]section ( ! #b heavy l9es1 or axes1 & c\nt 9 #d directions1 us+ ! scale ( -in* squ>e = ea* foot4 ,= example1 if ! room is #af #bd feet1 c\nt #ab squ>es f ! c5t] 9 bo? directions to locate ! end walls1 & #h squ>es 9 bo? directions to locate ! side walls4 ,:5 ?is in=mation is record$ y w get an idea z to ! correct size & prop] location = ! new *air4 ,be sure to locate w9d[s & doors accurately & indicate ! exposure ( ! room ) ref]5ce to ! compass po9ts4 ,^! prelim9>ies :5 complet$ w give a cle> picture ( ! room1 a fair idea ( y\r cu/om]'s price range1 & a good />t t[>d h] confid5ce4 ,?ank h] & introduce y\rself simply by say+1 ,i am ,mr4 ,smi?4 ,if y are pleas$ by :at ,i h %[n y today1 ,i %all hope to see y aga9 z o!r liv+-room ne$s arise4 ,may ,i fill 9 y\r "n & address1 s t ?is plan may be fil$ = use :5 y are next 9 ! /ore8 ,,use ,,judgm5t ,,9 ,,%[+ ,,m]*&ise ,y mu/ be guid$ by y\r be/ judgm5t4 ,if y h reason to ?9k ! cu/om] has confid5ce 9 y1 %[ fir/ ! p>ticul> *air t y hone/ly believe is be/ = h] purpose1 introduc+ x ) a brief1 po9t$1 & purely imp]sonal comm5t on its beauty1 /yle1 & peculi> fitness = h] own purpose4 ,don't use sup]latives4 ,%e may n l ?is piece well en\gh to buy x imm$iately1 9 :i* case y w be s]i\sly h&icapp$ 9 try+ to int]e/ h] 9 ano!r "o4 ,if1 on ! contr>y1 y d n feel assur$ ( h] complete confid5ce1 probably x w be wis] to %[ y\r second or ?ird be/ piece fir/1 hold+ ! be/ 9 res]ve4 ,z soon z y detect signs ( real int]e/ 9 a *air1 build up a little gr\p bas$ on ! pr9ciples ( h>mony :i* are /at$ & illu/rat$ 9 unit ,,vii1 page #adb4 ,9 "s cases a small table w be en\gh2 b usually x w be bett] to use a l>g] table1 a lamp1 & (t5 a small rug & a l5g? or two ( drap]y fabrics1 if y /ock !m4 ,! purpose ( ?is proc$ure is to help ! cu/om] see y\r *air z an integral "p ( h] own room & to emphasize its desirability z a means ( mak+ t room m attractive4 ,if %e already has ! pieces necess>y to =m a complete gr\p :5 ! *air is add$1 select pieces z ne>ly l h] own z possible4 ,if n1 select pieces t h>monize p]fectly ) ! *air4 ,don't tell h] t %e ought to h ^! pieces4 ,m]ely %[ !m )\t comm5t1 & def] any attempt to sell any?+ m ?an an easy *air until aft] ! *air has be5 sold4 ,,?ree ,,g5]al ,,consid]ations ,,= ,,clos+ ,,sales ,,be ,,prep>$ ,,to ,,close ,a ,,sale ,,at ,,any ,,po9t ,"s salesm5 make ! s]i\s & co/ly mi/ake ( assum+ t e cu/om] w be exact+ & h>d to sell1 & t a l>ge p]c5tage ( !m ent] ! /ore ) no real int5tion ( buy+4 ,! really able salesman kn[s t ?is is n true4 ,"u pres5t conditions ! woman :o ent]s a furniture /ore or dep>tm5t may be presum$ to h an active int]e/ 9 furniture4 ,:5 y h f\nd h] real ne$s & (f]$ h] some?+ t satisfies !m1 !re 9 an excell5t *ance t %e w be ready to buy4 ,if s1 take ! ord] at once4 ,don't make ! tactical blund] ( %[+ additional m]*&ise1 or ( complet+ all ! /eps necess>y to close a difficult sale4 ,_m salesm5 talk !mselves out ( a sale by sugge/+ unnecess>y alt]natives4 ,9 o!r words1 prep>e c>efully & intellig5tly = ! ord]1 expect x1 & take x at ! fir/ opportunity4 ,,proce$ ,,) ,,caution ,,until ,,y ,,"k ,,! ,,cu/om]',s ,,buy+ ,,motives ,at ! />t ( a sale x is safe to assume t ! buy] is ?9k+ 9 t]ms ( h] own int]e/s4 ,don't tell h] t a giv5 *air is 9 ! late/ or mo/ popul> /yle until y "k t %e is int]e/$ 9 ! late/ r ?an ! be/ /yle = h] p>ticul> room4 ,don't tell h] t x is y\r be/-sell+ numb]2 or t ,mrs4 ,jones j b\ght a piece l x2 or t y ?9k1 or ! buy] ?9ks1 or ! head ( ! h\se ?9ks x wond]ful4 ,,don',t ,,quote ,a ,,price--,,unless ,,y ,,are ,,ask$ ,,= ,,x ,z a g5]al1 b by no means inv>iable1 rule1 don't quote a price--unless y are ask$ = x--until y see def9ite signs ( int]e/ 9 ! piece "u consid]ation2 & ev5 !n n until y h prep>$ = x by a brief b conv9c+ /atem5t z to quality or desirability4 ,h[ev]1 :5 y are ask$ ! price ( an article1 give x imm$iately & )\t apology or comm5t4 ,,meet+ ,,! ,,cu/om] ,all fir/ impressions & mo/ sales />t at ! front door ( y\r /ore or dep>tm5t4 ,= any lack ( promptness & c\rtesy at ?is po9t !re w be a p5alty4 ,anyone :o ent]s ! /ore %\ld be met imm$iately4 ,if x happ5s to be a cu/om]1 :e!r man or woman1 a long delay = any reason w be res5t$1 & ev5 a mom5t's pause to f9i% a conv]sation may be reg>d$ z an affront4 ,x is impossible to ov]e/imate ! importance ( ?is matt]1 bo? to y\rself & to y\r h\se4 ,9 a competitive m>ket few p]sons w buy f ! man :o treats !m disc\rte\sly1 nor w !y return to ! /ore :]e !y h met ) disc\rtesy if ano!r /ore ) bett] me?ods is accessible4 ,moreov]1 "o (f5d$ cu/om] c d m damage ?r\gh ^w-(-m\? adv]tis+ ?an a ?\s& l9es ( newspap] space c repair4 ,! visitor %\ld be greet$ ) a smile1 a b[1 & ! words ,good morn+ or ,good aft]noon4 ,te/ bo? y\r smile & y\r b[ be=e a mirror & improve !m if any improvem5t is possible4 ,a g5u9e infecti\s smile is lit]ally a priceless asset4 ,aft] ?is greet+ usually y w be told :at is want$4 ,if n1 aft] a slight pause1 ask3 ,may ,i %[ y some?+8 or ,:at may ,i %[ y8 ,don't ask3 ,c ,i help y8 ,are y int]e/$ 9 furniture8 ,:at c ,i d = y8 or ,any?+1 today8 ,= ! purpose ( illu/ration1 suppose ! cu/om] is a woman :o asks to see a s(a b$4 ,don't ask h] h[ mu* %e wants to pay1 or ev5 :at sort ( s(a b$ %e wants4 ,if ! /ock is on ano!r floor x w be en\gh to say3 ,we w take ! elevator1 please1 & indicate ! direction4 ,d n prec$e h]4 ,walk abrea/1 &1 if ! aisle is cr[d$1 drop beh9d4 ,if %e is c>ry+ a p>cel ( burd5some size ask h] if y may h x4 ,al?\gh _m successful salesm5 beg9 at once to draw out in=mation z to ! cu/om]'s requirem5ts1 x is bett] practice to def] su* que/ions until y are 9 ! pres5ce ( y\r m]*&ise & beyond ! possibility ( noise & confusion4 ,:e!r x is wise to try a few imp]sonal rem>ks1 or to keep /ill1 f ! front door to ! sales floor1 w dep5d ^u y\r judgm5t ( ! individual cu/om]4 ,,que/ions #a4 ,?is unit discuss$ ?ree me?ods ( />t+ ! sale4 ,h[ w\ld y proce$ to sell furni%+s = ! new clubh\se at ! community c5t]8 #b4 ,:at w\ld y d to correct a wrong attitude t[>d use ( c]ta9 types ( furniture 9 a liv+ room8 #c4 ,a woman tells y t %e _c af=d co/ly furni%+s4 ,:at /eps w\ld y take to %[ h] t good ta/e is n necess>ily exp5sive8 #d4 ,( :at advantage is ! /udy ( adv]tis+ to ! "y man :o expects to become a furniture salesman8 #e4 ,:at use %\ld be made ( deal]s' aids furni%$ by ! manufactur] ( products y are to sell8 #f4 ,give five s\rces ( in=mation reg>d+ prospects :i* a retail furniture salesman may use4 #g4 ,:at %\ld a good furniture salesman "k ab\t ! hi/ory ( 8 firm8 #h4 ,:y is ! excessive use ( sup]latives an indication ( ignorance ( ! article be+ sold8 #i4 7a7 ,( :at value is a k ( compet+ goods8 7b7 ,h[ %\ld su* k be us$8 ,,sugge/$ ,,read+ ,,li/ 7,mo/ libr>ies w h o!r excell5t books discuss+ retail salesman%ip & ^! %\ld be consult$ freely47 ,,roll+1 ,,cunliffe ,l4 ,retail ,salesman%ip4 ,sir ,isaac ,pitman ,sons1 ,ltd41 ,london & ,pitman ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aicj4 ,/udy+ ! ,cu/om]s1 ,,vii1 pp4 #hi-ajg4 ,receiv+ ! ,cu/om]s1 ,,viii1 pp4 #ajg-aca4 ,sales ,p]suasion1 ,,ix1 pp4 #aca-aeb4 ,me?ods ( ,increas+ ,sales1 ,,xi1 pp4 #afe-ahf4 ,,de ,,s*we9itz1 ,,doro!a4 ,occupations 9 ,retail ,/ores4 ,int]national ,text ,book ,co41 ,scranton1 ,pa4 #aicg4 7,/udy sponsor$ by ,national ,vocational ,guidance ,association & ! ,u4 ,s4 ,employm5t ,s]vice74 ,hir+1 ,tra9+1 ,promotion1 ,,iv1 pp4 #da-fe4 ,h\rs1 ,vacations1 ,e>n+s1 ,v1 pp4 #fe-ic4 ,,jackson1 ,,alice & ,,bett9a4 ,! ,/udy ( ,int]ior ,decoration4 ,d\bl$ay ,doran ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 ,furni%+ ! ,home1 ,,xvi1 pp4 #cea-chh4 ,,pelz1 ,v4 ,h41 ,sell+ ,at ,retail4 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aibf4 ,! ,psy*ology ( ! ,retail ,sale1 ,,iii1 pp4 #ai-ca4 ,/udy+ ! ,m]*&ise1 ,,vi1 ,,vii1 pp4 #ha-aai4 ,cu/om] ,types & ,*>act]i/ics1 ,x1 pp4 #aei-ahe4 ,h[ to ,meet ,objectives1 ,,xiv1 pp4 #bce-bei4 ,sub/itution ,sale1 ,,xv1 pp4 #bei-bfe4 ,,ri*]t1 ,g4 ,,h5ry4 ,retail+ ,pr9ciples & ,practices4 ,gregg ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aich4 ,! ,retail ,sales ,process1 ,,xi1 pp4 #bai-bde4 ,cu/om] ,s]vice1 ,,xiv1 pp4 #bie-caa4 ,,simmons1 ,,h>ry4 ,h[ to ,get ! ,ord]4 ,h>p] ,bros41 ,new ,york1 ,n4 ,y4 #aicg4 ,! ,futility ( ,price ,appeal1 ,,xi1 pp4 #ig-ajf4 ,buy] ,slants on ,sell+1 ,,xiv1 pp4 #aba-abh4 ,,:itehead1 ,,h>old4 ,! ,bus9ess ( ,sell+4 ,am]ican ,book ,co41 ,new ,york1 ,n4 ,y4 #aibc4 ,! ,buy]'s ,motives1 ,,vii1 pp4 #fa-gd4 ,! ,cu/om]1 ,,xiv1 pp4 #aec-agc4 ,,footnotes3 #a ,suitable floor-plan diagrams to aid 9 mak+ unit sales are available = any room 9 ! h\se4 ,unit ,,iii ,,salesman%ip ,,appli$ ,h[ ,to ,demon/rate ,values ,contra/ 9 ,buy+ ,me?ods ( ,wom5 & ,m5 ,enri*+ ,y\r ,vocabul>y ,hidd5 ,factors ,t ,increase ,sales ,illu/ration3 ,c\rtesy ( ,m]*&ise ,m>t ,news ,bureau4 ,figure #e4--,useful because x c be plac$ beh9d a divan or aga9/ a wall is ?is l[ eighte5? c5tury cab9et = books1 radio1 magaz9es1 or bric-a-brac4 ,beside ! cab9et is an eighte5? c5tury l\nge *air1 uphol/]$ 9 rose & :ite /rip$ sat94 ,unit ,,iii4--,,salesman%ip ,,appli$ ,,h[ ,,to ,,demon/rate ,,values ,old or "y1 ri* or poor1 we are mu* alike4 ,:at int]e/s u is :at t\*es ourselves4 ,:5 we make our *oices we d n always accept or reject ?+s because ( _! intr9sic wor? b because !y appeal /rongly to ! gr\p ( in/9cts1 emotions1 & habits :i* j !n is motivat+ ! inn] life & influ5c+ decisions4 ,! salesman :o is clev] en\gh to pres5t 8 m]*&ise 9 ! ways t appeal mo/ directly & p[]fully to ^! inn] controls enjoys a great advantage ov] "o :o lacks ?is ability4 ,,k ,,( ,,m]*&ise ,,mu/ ,,come ,,fir/ ,x goes )\t say+ t ?is ability presupposes ?or\gh k ( ! m]*&ise4 ,?is is fundam5tal4 ,a giv5 rug :i* ent]s our /ock f ! receiv+ room may h #cj po9ts ( possible int]e/ to buy]s1 b n all ^! po9ts w appeal to all buy]s4 ,c>efulness & sy/em w enable u to pick & emphasize ! /ronge/ po9ts = ea* buy] provid$ we "k ! entire #cj4 ,b if we "k #bj only1 or #ae1 or #aj1 no am\nt ( skill c save u f los+ "s sales4 ,"u pres5t conditions x is extremely difficult to acquire full & accurate k ( ! m]*&ise we are call$ ^u to sell1 b we c get ?is in=mation n[ if we want x badly en\gh2 we mu/ get x if we s]i\sly desire to increase our e>n+ p[]4 ,all possible in=mation is important1 because any "p ( x may be necess>y1 9 a giv5 situation1 9 ord] to make a sale4 ,we mu/ get ?is in=mation :]ev] we c f9d x4 ,9 ! case ( a newly arriv$ easy *air1 = example1 x may come f ?ree s\rces3 #a4 ,f p]sonal inspection4--,a cursory inspection w tell u t ! *air is a m$ium-size piece1 sl5d]ly & gracefully proportion$2 ) op5 padd$ arms2 loose cu%ion seat2 a back ( pron\nc$ rake2 cabriole front legs ) c>v$ claw feet2 cov]$ 9 a small-figure res$a gre5 damask2 & pric$ at #he4 ,we %\ld be able to id5tify its /yle1 & ! tag may indicate ! "n ( ! manufactur]4#b ,a m c>eful inspection w tell u t ! expos$ wood is solid mahogany1 f9ely f9i%$2 ! front legs skillfully c>v$2 all legs ) a degree ( curvature t elim9ates dang] ( break+ "u /ra92 frame corn]-block$2 seat spr+s set on webb+1 or /eel frame1 ) a du/pro( bottom ( cambric2 loose cu%ion ( spr+ con/ruction2 & ! cov]+ a close-wov51 we>-resi/+ fabric ) silk w>p & cotton waft4 #b4 ,f ! buy] or manag]4-- a4 ,"n ( manufactur]1 9 ord] t we may be gov]n$ 9 mak+ /atem5ts ab\t ?is *air by our g5]al k ( 8 l9e1 z to quality ( mat]ials1 skill ( workm51 & inspection /&>ds1 & also 9 ord] to use ! "n 9 cases :]e we believe t x w h pre/ige value4 b4 ,details ( conceal$ con/ruction1 includ+ frame2 me?od ( spr++2 build-up ( seat1 back1 & arms2 /uff]s us$2 /r5g? ( fib] & color 9 ! cov]+4 c4 ,in=mation z to :e!r ! piece c be duplicat$1 & if s1 at :at price & 9 :at "t2 also z to :e!r x c be suppli$ 9 o!r colors1 or 9 o!r mat]ials1 & if s1 location ( samples1 me?od ( figur+ price1 & "t requir$ = deliv]y4 d4 ,hi/oric s\rce ( ! design1 & any int]e/+ in=mation z to its fa%ion value1 ga9$ by ! buy] at ! m>kets4 #c4 ,f books & magaz9es4-- a4 ,! hi/orical backgr\nd ( ! /yle to :i* ! *air belongs1 & ! mo/ effective me?ods ( develop+ its /yle appeal4 b4 ,types ( rooms & color s*emes ) :i* x c be us$ h>moni\sly4 ,equally compreh5sive in=mation is necess>y = all o!r items 9 y\r /ock4 ,)\t x ! p]c5tage ( pur*as]s t we c be sure ( rea*+ ) a key appeal w be r$uc$1 & our e>n+ p[] correspond+ly limit$4 ,,sell+ ,,mat]ials ,,& ,,con/ruction ,assum+ t we h acquir$ adequate k ( ! mat]ials & con/ruction ( our m]*&ise1 h[ are we go+ to use x effectively4 ,we sugge/ a few g5]al pr9ciples z guides to s\nd practice3 ,bo? mat]ials & con/ruction normally are factors to be employ$ 9 clos+ a sale1 b n 9 op5+ x4--,if y w5t into a /ore & ask$ to see a pair ( %oes & ! salesman1 seiz+ ! fir/ model at h&1 assur$ y t x 0 made ( tann$ box calf1 ) wat]pro( soles1 cork fill+1 & tack$ insoles1 by a process involv+ m ?an #aej sep>ate op]ations1 all ( :i* made x a wond]ful value at #h4ej1 w\ld y tell him to wrap up a pair8 ,h>dly4 ,nei!r mat]ials nor con/ruction w\ld int]e/ y until y 7 com=tably fitt$ ) a %oe t satisfi$ y\r ideas ( /yle & color1 & at a price )9 y\r buy+ limit4 ,:5 a cu/om] asks = an adv]tis$ article & seems pleas$ ) its appe>ance1 ! demon/ration ( its value c />t at once4 ,9 any o!r situation x mu/ wait until y f9d some?+ ) :i* %e is pleas$4 ,!re are ^? :o appe> to believe t sell+ is a game 9 :i* ! object is to beat d[n ! cu/om]'s opposition & make h] buy4 ,9 deal+ ) cu/om]s ( any type above ! mo/ un5light5$1 ?is idea always has prov$ a boom]ang4 ,9 talk+ mat]ials & con/ruction1 pres]ve a s5se ( relative values4--,:5 we say ab\t a #ce *air ev]y?+ t prop]ly c\ld be said ab\t "o pric$ at #fe1 our cu/om] ei!r believes or disbelieves u4 ,if %e disbelieves1 ! sale is lo/4 ,if %e believes1 our *ance to get m ?an #ce ( h] money is lo/4 ,ev5 if we leave out ( acc\nt ! basically important matt] ( bus9ess hone/y1 x is unwise to ov]/ate ! values ( any article4 ,9 a well-manag$ furniture /ore e article possesses po9ts ( m]it suffici5t to sell x on ! basis ( :at c be fairly claim$ = x4 ,to claim m1 :e!r int5tionally or ?r\gh ignorance ( ! facts1 is to deceive our cu/om]s1 &--inevitably--to cut d[n our sales volume4 ,demon/rate ! value ( all m]*&ise "u s]i\s consid]ation :e!r y believe x to be necess>y or n4--,_m sales ( adv]tis$ articles or m]*&ise *os5 on ! basis ( its decorative appeal c be clos$ )\t discussion ( mat]ials or con/ruction4 ,z a safety-fir/ measure1 ^! factors %\ld be m5tion$ some:at c>efully aft] ! ord] has be5 book$4 ,sometimes a cu/om] w buy an article 9 complete good fai?1 & yet )9 ! next half h\r w />t %opp+ 9 o!r /ores to see :e!r or n %e has b\ght wisely4 ,ev5 m important is ! fact t 9 e case ! new pur*ase1 :5 deliv]$1 is subject to inspection & criticism n only by memb]s ( ! family b also by neighbors & fri5ds4 ,"s ( ?is criticism is b\nd to be adv]se1 & unless we h tak5 ! precaution to build up an un%akable confid5ce 9 ! excell5ce & value ( our m]*&ise !re may be a telephone ord] to come & get x1 or at lea/ a loss ( goodwill & future patronage4 ,^! precaution>y build-ups c ( c\rse be brief4 ,= example1 if y h sold a b$room suite on ! basis ( appe>ance only1 x w be en\gh to say 9 sub/ance3 ,y h b\ght ?is suite because ( its beauty & /yle1 :i* w cont9ue to delight y always4 ,b be=e y leave ,i want y to realize t ^! f9e qualities re/ on a f\ndation ( /urdy con/ruction4 ,?is dress]1 = example1 is 99 99 994 ,contact+ ! ,i'll-buy-lat] prospect4--,!re is always ! *ance t ! sale c be clos$4 ,a woman's /atem5t t %e is n yet ready to buy is 9 _m cases m]ely a def5se me*anism--a psy*ological device to s]ve z an excuse to leave if %e s5ses t high-pressure sell+ ef=t is be+ appli$4 ,x is possible t if we answ]1 9 effect1 ,please don't ?9k ( y\rself z a cu/om]1 b r z a valu$ gue/ ( ! /ore4 ,?is is n a busy h\r = me1 & :ile y are "h ,i hope y w let me %[ y "s m ( ! new ?+s1 :i* are p>ticul>ly int]e/+ ?is season1 we may be able to develop ! confid5ce & desire necess>y to effect a sale4 ,if we fail to d ?is1 we c at lea/ see to x t ! cu/om] leaves ) a cle> impression ( ! value ( ! pieces %e has be5 consid]+4 ,if ?is impression is suffici5tly cle> & deep %e may come back4 ,o!rwise1 9 all likelihood1 %e w n4 ,! %opp] 9 a hurry4--,_m ( u habitually make little or no ef=t ) ! cu/om] :o ent]s ) ! w>n+ ,i am 9 a great hurry1 or ,i h j a mom5t to look ar\nd today1 & w come back lat] :5 ,i h m "t4 ,?is is a mi/ake4 ,su* /atem5ts may or may n be entirely true4 ,9 _m cases !y are ano!r =m ( def5se me*anism--a way out1 prep>$ 9 advance4 ,9 o!r cases1 !y are m]ely a =m ( exhibitionism--a native desire to appe> important4 ,su* cu/om]s1 prop]ly h&l$1 (t5 c be held indef9itely1 ) ! av]age *ance to make a sale4 ,price important 9 judg+ value4--,^? :o sell are rightfully apt to ?9k ( value z ! total sum ( a numb] ( co/s4 ,:ile ?is me?od ( evaluation is n fundam5tal economically1 nev]!less our op9ions (t5 cry/allize :5 we view ! co/ records4 ,our cu/om]1 h[ev]1 is dually int]e/$ 9 :at x co/s to make & di/ribute :at we sell h] & 9 :at our product means to h] ?r\gh its uses 9 h] home4 ,! m]*ant's1 & h5ce ! salesman's obligation1 is to satisfy h] t ! price %e pays is 9 /rict con=mity ) ! actual reasonable co/s ( mak+ & deliv]+ ! goods4 ,simultane\sly1 h[ev]1 we mu/ tea* h] h[ our product w fit into h] home1 ! satisfaction x w give h]1 ! use x w /& ?r\gh ! ye>s1 9 ord] t %e may correctly weigh h] satisfaction aga9/ h] co/ & rea* a f9al conclusion z to h] pur*ase4 ,?is does n mean1 ( c\rse1 t ! price %\ld be /at$ fir/1 b simply t x mu/ be /at$ at ! "t x becomes important 9 ! m9d ( ! buy]4 ,assum+ a skillfully conduct$ prelim9>y talk1 ?is w normally be aft] an article has be5 t5tatively accept$ on ! basis ( appe>ance1 & fitness1 b be=e ! beg9n+ ( a s]i\s ef=t to close ! sale4 ,avoid resi/ance1 & answ] unspok5 objections4--,use ( ! ,h[ d y l ?is8 type ( "q sets up unnecess>y haz>ds ( resi/ance & %\ld be avoid$4 ,! same is true ( positive ass]tions n susceptible ( imm$iate pro(1 & also ( /atem5ts :i* t5d to sugge/ inn] d\bts4 ,if y say ( a c]ta9 %e5-type rug1 ,?is rug1 9 patt]n & color+ reproduc+ "o ( ! celebrat$ ,isphans ( sev5te5? c5tury ,p]sia1 is wov5 ( a special br& ( import$ ori5tal wools1 by me?ods :i* give to its deep1 close pile almo/ unlimit$ durability1 plus ?is ri*1 velvet-l s(tness & lu/]1 y add to its value )\t sett+ up a possible s\rce ( resi/ance to unspok5 objections4 ,b if y say1 ,! con/ruction ( ?is rug makes x ! be/ value on ! m>ket1 y _c prove y\r /atem5t1 :i* may s]ve to rem9d ! buy] t o!r /ores are (f]+ special values1 or t h] fri5d is en?usia/ic ab\t a rug b\ght rec5tly at ,blank's4 ,unprov$ ass]tions de/roy confid5ce4--,suppose y are try+ to sell a table ) mahogany-v5e] top & r$ gum legs4 ,to call x a mahogany table w lose ! sale imm$iately1 if ! cu/om] kn[s woods4 ,to say t x has a mahogany-v5e] top & mahogany f9i% gum legs may sugge/ to ! buy] t a v5e] is a poor sub/itute = solid wood1 & t gum _c be desirable if x mu/ be f9i%$ to look l some?+ else4 ,to ignore ! :ole matt] ( mat]ials & con/ruction & to try to sell ! table on its beauty & fitness alone may cause ! cu/om] to wond] j :at y are try+ to conceal1 :i* w mean loss ( confid5ce 9 y\rself & y\r m]*&ise4 ,! wise c\rse is to tell ! entire tru? ab\t ! piece 9 a p]fectly matt]-(-fact way design$ to avoid any invidi\s comp>isons ( woods or processes4 ,= example3 ,?is table ^: design & color+ y s mu* admire is z /urdy z x is good look+4 ,foll[+ ! practice ( "s old eighte5? c5tury cab9etmak]s1 ! mak] ( ?is piece has comb9$ sev]al woods4 ,^? us$ 9 ! top are built into ! mod]n five-ply con/ruction1 :i* br+s out ! full beauty ( gra9 ( ! mahogany upp] ply1 ensures fre$om f any dang] ( w>p+ or splitt+1 & provides ! /r5g? ( /eel4 ,= ! legs he has us$ ! beautiful /raight-gra9$ r$ gum ( ! ,s\?4 ,x is a co/ly folly to try to sell "o mat]ial or process by condemn+ ano!r4 ,we %[ a table1 = example1 & speak ( solid ,am]ican walnut z if no o!r wood or con/ruction 7 wor?y ( consid]ation2 & #e m9utes lat]1 f9d+ t we h misjudg$ h] price level1 we /amm] & /umble ov] an attempt to conv9ce h] t plywood is an acceptable sub/itute4 ,^! are ! dang]\s devices ( m5tal laz9ess4 ,:5 a cu/om] asks u if mahogany is bett] ?an bir*1 or ,axm9/] c>pets bett] ?an velvets1 or solid con/ruction bett] ?an v5e]1 a positive answ] is mislead+4 ,we c]ta9ly %\ld "k t mahogany1 l bir*1 v>ies 9 excell5ce accord+ to ! individual bo>d2 t "s ,axm9/]s are bett] ?an "s velvets1 & vice v]sa2 & t ! con/ruction is be/ :i* be/ meets ! p>ticul> requirem5ts ( design & purpose1 9 furniture precisely z 9 %oes or %ips4 ,! fact is t ev]y?+ us$ 9 mak+ home furni%+s ( wor?y quality has /ood ! te/ ( "t1 & !re=e is int]e/+ & desirable 9 its own "r4 ,if we _c make x seem s to cu/om]s1 we h n le>n$ en\gh ab\t x4 ,9 sell+ mat]ials & con/ruction1 repetition is ne$$4--,we mu/ be gov]n$ by ! results ( our prelim9>y talk 9 pick+ out = emphasis ! p>ticul> po9ts :i* promise to be ( int]e/ to ea* cu/om]4 ,hav+ made ^! po9ts1 we sometimes ne$ to repeat !m1 9 v>y+ language & 9 diff]5t p>ts ( our sales talk4 ,moreov]1 we mu/ nev] =get t _m ?+s :i* are z famili> to u z ! multiplication table are /range to our cu/om]s1 & !re=e difficult to rememb]4 ,we "k1 = example1 t conceal$ diff]5ces 9 con/ruction may make "o easy *air wor? twice z mu* z ano!r ( id5tical appe>ance2 t 9 slic$ walnut v5e]s1 figur$ woods may co/ #e or #aj times z mu* z pla92 b mo/ buy]s d n "k su* ?+s4 ,accord+ly1 if we m]ely /ate su* facts1 b fail to groove a memory *annel by "o or m repetitions1 !re is an excell5t *ance t ev5 ! cu/om] :o wants & c af=d good ?+s w look else:]e1 completely =get :at we h told h]1 & buy a *eap] article 9 ! hone/ belief t %e is gett+ some?+ equally good4 ,:at too (t5 happ5s is t 9 build+ up ! value ( our m]*&ise we fail to fix ! facts 9 ! cu/om]'s m9d4 ,treat m]*&ise c>efully1 & %[ x "u ! mo/ favorable conditions4--,x is self evid5t t valuable m]*&ise mu/ be s h&l$ z to imply t x is ( di/+ui%$ excell5ce4 ,respect 9 h&l+ inspires respect4--,a woman w n buy an article unless & until %e has id5tifi$ x ) h]self--conceiv$ ( x z belong+ to h]self1 & 9 h] own home4 ,suppose t we are %[+ h] a l5g? ( drap]y fabric4 ,if we cru% x1 or h&le x z if x 7 calico or *eeseclo?1 or *ance to /ep on x be=e %e makes ?is unconsci\s id5tification ) h]self1 %e w ?9k less ( x2 if aft]1 %e w ?9k less ( u4 ,ei!r reaction w be h>mful4 ,9 dep>tm5ts us+ rug racks1 (t5 x is necess>y to remove a rug & %[ x on ! floor be=e ! sale c be clos$4 ,if we d ?is 9 a way t p]mits ! piece to fall 9 a wr9kl$ heap on ! floor we w n damage ! rug1 b we w hurt ! buy]'s op9ion ( x4 ,a %rewd salesman w ask 8 cu/om] to walk on ! rug2 b he w n walk on x himself4 ,! same c>e applies to %[+ furniture4 ,x is folly to j]k a draw] viol5tly1 or p\nd a table or dress] top1 or ?ump ! seat ( an easy *air1 or sit on ! arm ( a s(a4 ,su* actions reveal an awkw>dness & lack ( poise :i* "o does n associate ) good homes & _! furni%+s4 ,!n1 too1 y\r cu/om]1 if %e is s]i\sly consid]+ a pur*ase1 ?9ks ( y subconsci\sly z p\nd+ h] table or sitt+ on ! arm ( h] s(a4 ,simil> c>e %\ld be giv5 to ! language ) :i* y *>act]ize or describe y\r m]*&ise4 ,_m an automobile salesman has lo/ a live prospect because he insi/$ on call+ a beautiful c> a job4 ,?is /uff1 or ev5 ^! goods1 may lose ! sale ( a f9e damask4 ,wrong inflection 9 phrases l ,x is v5e]$1 ,?is is a cretonne1 (t5 is fatal4 ,,contra/ ,,9 ,,buy+ ,,me?ods ,,( ,,wom5 ,,& ,,m5 ,,:o ,,buys ,,! ,,home ,,furni%+s8 ,9 ?is bullet9 ! buy] ( home furni%+s is ref]r$ to z %e4 ,?is is done p>tly = simplicity1 & p>tly because mo/ buy]s are wom54 ,z a matt] ( fact1 m5 d play an extremely important "p 9 ! pur*ase ( home furni%+s1 & !y are likely to be ! det]m9+ factor 9 l>ge sales4 ,?is is s mu* ! case t clev] salesm5 & decorators frequ5tly try to get ! man involv$ ev5 9 ! e>li] /ages ( a l>ge sale1 :ile _m highly successful ori5tal-rug m5 make no s]i\s ef=t on a sale ( any importance until ! man is actively int]e/$4 ,accurate p]c5tages impossible4--,su* data z we h indicate t1 9 ! pur*ase by av]age-income families ( ! k9ds ( m]*&ise c>ri$ by furniture /ores1 #e p]c5t or less ( ! buy+ is done by m5 alone1 #ej p]c5t or m by wom5 alone1 & ! rema9+ #dj p]c5t by m5 & wom5 toge!r4 ,! p]c5tages1 :i* are ( approximate accuracy only1 v>y widely ) diff]5t classifications ( m]*&ise4 ,wom5 probably buy f #ge to #he p]c5t ( all curta9s1 drap]ies1 mattresses1 & pill[s2 m5 alone buy consid]ably m ?an #e p]c5t ( lamps1 refrig]ators1 & small electric appliances2 & m5 & wom5 toge!r buy f #fj to #gj p]c5t ( room-size rugs & ! m important items ( furniture4 ,,:y ,,fir/ ,,impressions ,,are ,,vital ,^! figures indicate t wom5 h "s "p 9 consid]ably m ?an #ej p]c5t ( all sales 9 our bus9ess4 ,!re is reason to believe t !y initiate fully #he p]c5t ( all sales4 ,?is means1 among o!r ?+s-- #a4 ,t we mu/ expect & be set = competition & delay$ sales 9 ! majority ( cases1 because ?ree wom5 out ( e f\r %op 9 m ?an "o /ore be=e buy+ furniture4 #b4 ,t we mu/ conduct e int]view ) a woman %opp] 9 a way calculat$ to influ5ce h] to return 9 case an imm$iate sale _c be made4 ,?is w dem&-- a4 ,prompt & skillful s]vice1 ) e ef=t to save h] "t2 because wom5 ( ! intellig5t classes 9 rec5t ye>s h come to atta* great value to _! %opp+ "t & to res5t any wa/e ( x z a result ( ineffici5t salesman%ip or /ore s]vice4 b4 ,c>eful att5tion to ^? elem5ts ( salesman%ip discuss$ "u ,! daily *eck-up1 unit ,i1 p4 #aj1 because wom5 are /rongly influ5c$ by fir/ impressions1 & 9 a competitive m>ket r>ely return to ! salesp]son :o made an unpleasant fir/ impression4 c4 ,belief t high-pressure sell+ is a m>k ( inadequacy bo? 9 ! salesman & ! firm he repres5ts4 ,! cu/om] ( today is rightfully res5tful ( x1 al?\gh x is true t "s seem to react positively to x4 ,intellig5t sell+ is m>k$ by effici5cy 9 fitt+ m]*&ise to a cu/om]'s desire & ne$1 c\pl$ ) an und]/&+ ( h] capacity to pur*ase )\t f9ancial /ra91 & read9ess to (f] ! be/ value comm5surate ) ^! limitations4 d4 ,conv9c+ demon/ration ( ! value ( m]*&ise "u consid]ation1 ev5 9 cases :]e we are morally c]ta9 t !re w be no imm$iate sale2 because 9 ! abs5ce ( su* demon/ration !re w assur$ly be no lat] sale4 ,?is is a po9t at :i* _m consi/5tly fail1 ) an enorm\s total loss 9 sales z an inevitable result4 #c4 ,t salesm5 & m]*ants alike disc>d any smug conviction t our old cu/om]s w always come back to u :5 new pur*ases are "u consid]ation1 & mu/ turn to ! developm5t ( an effici5t foll[-up sy/em4 ,! repeat pur*ases ( old cu/om]s are n z a rule suffici5t to assure ! cont9u$ success ( any retail bus9ess4 ,surveys 9 #aidj %[ t #fj p]c5t ( ! home furni%+s cu/om]s ( ! c\ntry %ift to ano!r /ore = _! next pur*ase4 ,?is does n mean t !y nev] return to ! orig9al e/abli%m5t4 ,x does %[ ! ne$ = salesm5 & m]*ants to keep 9 t\* ) ^? ^: confid5ce !y h once develop$4 ,prop]ly h&l$1 ! cu/om] likes ! fri5dly foll[-up & unque/ionably x affects h] %opp+ habits4 ,,deal+ ,,) ,,wom5 ,,cu/om]s ,:ile g5]alizations on human motives & ?\ght patt]ns always are dang]\s1 a few obs]vations are set d[n "h = consid]ation4 ,z buy]s ( home furni%+s1 wom5 are 9 g5]al m cons]vative 9 matt]s ( price ?an m54 ,wom5's traditional role has be5 t ( ! cons]v]1 r ?an ( ! e>n]4 ,h] attitude 9 ! furniture /ore is due p>tly to ?is fact1 p>tly to ! fact t "u pres5t conditions %e feels t a l>g] measure ( p]sonal & social satisfaction is to be ga9$ by exp5diture 9 fields o!r ?an home furni%+s4 ,h] capacity z family pur*as+ ag5t compels h] to keep con/antly 9 m9d a wide range ( imm$iate & future ne$s1 & to plan ! division ( h] doll> on t basis4 ,wom5 are m int]e/$ 9 details ?an m52 m incl9$ to po/pone decisions2 m indirect 9 _! ?9k+2 m responsive to appeals bas$ ^u in/9ctive & emotional reactions2 less att5tive2 & less responsive to complete-explanation sales talk4 ,wom5 respond m /rongly ?an m5 to appeals bas$ ^u "t sav+1 effici5cy1 durability1 quality1 & ! gu>anty ( p]=mance1 & f> less /rongly ?an m5 to appeals bas$ ^u family affection or sympa?y4 ,appeals to elegance or mod]nity make a /rong] appeal to m5 ?an to wom54 ,wom5 respond m quickly to appeals made to _! dislikes ?an to _! likes1 b ) m5 ! case is rev]s$4 ,?is fact1 c\pl$ ) woman's habit ( indirect ?9k+ & h] reluctance to g on record1 makes que/ionable ! use ( ! yes-*annel me?od ( sell+ :i* is (t5 successful 9 deal+ ) m54 ,! !ory is t by ask+ que/ions to :i* ! logical answ] w be yes 9 ! e>li] /ages ( ! sale1 y groove ! way = a f9al yes4 ,x is good !ory1 b fails ) wom5 buy]s4 ,= ! same reason ! habit ( repeat+ ! "q ,h[ d y l ?is piece8 or ,isn't ?is beautiful1 desirable1 etc48 is dang]\s4 ,wom5 d n l to be cross-que/ion$1 or =c$ to decl>e !mselves4 ,_! inn] response to a don't y l "q is likely to be de/ructively negative1 no matt] :at !y may *oose to say out l\d4 ,wom5 respond m directly & /rongly to ! appeal ( color ?an d m51 & less /rongly to ! appeal ( l9e & =m4 ,!y (t5 h /rong prejudices aga9/ c]ta9 colors1 c]ta9 types 9 texture1 patt]n1 & proportion4 ,^! ! salesman mu/ uncov] skillfully & avoid 9 %[+ m]*&ise4 ,! buy+ psy*ology ( a woman naturally is influ5c$ by h] age1 social position1 exp]i5ce1 & income4 ,on ! upp] levels ( intellig5ce & income wom5 buy mu* z m5 d4 ,!y are int]e/$ 9 reason :y talk2 _! ?9k+ is direct & _! decision prompt4 ,on ! l[ levels we f9d wom5 :o1 h[ev] %rewd 9 buy+ food/uffs or clo?+1 h _h little exp]i5ce 9 ! pur*ase ( furniture & floor cov]+s4 ,lack+ bo? ta/e & k1 ^! wom5 (t5 are *ildi%ly cr$ul\s4 ,!y buy on ! basis ( easy t]ms & :at is to !m eye-appeal1 & h little or no conc]n ) :at w\ld con/itute value 9 ! upp] levels4 ,,rec5t ,,survey ,,reveals ,,new ,,viewpo9ts ,,( ,,vital ,,int]e/#c ,seek+ to elim9ate guesswork 9 design+ a #aidj l9e1 ! ,kroehl] ,manufactur+ ,co4 conduct$ a ,nation-wide survey on consum] furniture-buy+ habits4 ,9 #di cities #a1hag families ( all classes & age gr\ps 7 int]view$ 9 _! homes4 ,by virtue ( sci5tific /ati/ical sampl+ & complete coa/-to-coa/ geographic cov]age ! survey %\ld correctly repres5t ! typical viewpo9t ( no few] ?an #bf million p & m ?an #f million families4 ,s9ce ! ,bureau ( ! ,c5sus %[s t #ea4b p]c5t ( our families own _! own homes1 approximately "o-half ( ^! int]view$ 9 ! survey mu/ h be5 home own]s4 ,because ?ree-f\r?s ( our p live 9 "o-family dwell+s1 ab\t ?ree-f\r?s ( ^? int]view$ mu/ h be5 ?us h\s$1 & "o-f\r? liv$ 9 ap>tm5ts con=m+ likewise to c5sus specifications4 ,! summ>y ( ! survey's results provides a basis = analyz+ buy+ habits & /yle pref]5ces4 ,b m important to u "h1 ! /udy develop$ c]ta9 inescapable conclusions = all ^? :o actually sell home furni%+s4 ,few] ?an "o-?ird _h b\ght _! la/ furniture at ! same /ore f :i* _! la/ previ\s pur*ase _h be5 made4 ,two-?irds w5t else:]e4 ,:y ?is huge turn-ov]8 ,is x because furniture /ores & dep>tm5ts1 z a :ole1 fail to d con/ructive sell+8 ,is x ! result ( dissatisfaction ) previ\s pur*ases8 ,?irty-?ree mon?s elapse betwe5 major furniture pur*ases ( ! av]age family4--,a lapse ( ne>ly #c ye>s betwe5 l>ge furniture pur*ases is a/oni%+4 ,! ,*icago ,automobile ,trade ,association says ! av]age family buys an automobile e #b ye>s--n because ! c> is worn out1 b because ( model *anges4 ,to increase furniture pur*ases deal]s mu/ put m emphasis on /yle *anges ?r\gh bett] display1 bett] adv]tis+1 & bett] m]*&is+4 ,ov] "o-half ( all furniture buy]s %opp$ m ?an "o /ore or dep>tm5t4--,bett] selection1 bett] floor display1 & bett] sell+ might h conv]t$ _m %opp]s into buy]s 9 ! fir/ /ore4 ,:at happ5$ !re8 ,few] ?an #aj p]c5t ( actual buy]s simply b\ght to replace out-(-/yle furniture4--,furniture l9$ up 9 ranks along aisles l wood5 soldi]s1 & adv]tis+ :i* %\ts no?+ b price1 w n motivate pur*ases4 ,six out ( t5 cu/om]s wait until !y are 9 ! /ore be=e !y *oose a /yle4 ,floor displays t confuse w n help4 ,drab w9d[ displays w repel4 ,d\bt+ words w n highlight lovely furni%+s4 ,,enri*+ ,,y\r ,,vocabul>y ,ability to talk well is an invaluable asset to ! salesman ( home furni%+s4 ,x w n take ! place ( a w9n+ p]sonality1 or ( en]gy1 en?usiasm1 & k2 b x w raise any or all ( ^! factors to a high] p[]1 & make !m va/ly m productive4 ,an unpleasant voice1 /umbl+ & hesitant utt]ance1 faulty gramm>1 & a n>r[ly limit$ vocabul>y are s]i\s h&icaps4 ,ev5 9 small & ord9>y transactions1 & 9 deal+ ) cu/om]s :om y might n suppose to be obs]vant1 c>eful *oice ( words is highly important4 ,avoid slang1 bad gramm>1 & c>eless habits ( expression because ^! w n help y ) any cu/om]1 :ile ) _m !y w ar\se a sort ( intellectual contempt likely to result 9 sales resi/ance4 ,h[ (t5 d we meet ) salesp]sons ^: only descriptive words seem to be3 ,nice1 swell1 sm>t1 gr&1 slick1 gorge\s1 elegant1 /unn+1 pretty1 & lovely4 ,x is p>ticul>ly important to avoid ! easy habit ( us+ ! same few words ov] & ov] aga9 = description or *>act]ization4 ,_m ( u1 )\t ! lea/ realization ( :at we are do+ or its probable effect w assure ! same cu/om] t #aj pieces 9 succession are beautiful4 ,t c]ta9ly w n increase h] desire to buy2 b x may well dim9i% h] confid5ce 9 u z intellig5t & discrim9at+ guides to su* a pur*ase4 ,a v>i$ vocabul>y is a wond]ful asset 9 sell+4 ,tra9+ to use a wid] range ( words4--,x is easy to =m ! habit ( us+ a wid] range ( words s9ce we "k ! words already1 & no?+ is requir$ b practice 9 employ+ !m4 ,& x is highly important1 because 9 ord] to make sales ( any importance1 we mu/ fir/ sell ourselves1 & language is a close ?ird1 at lea/1 to appe>ance & mann] z a means to cu/om] confid5ce4 ,) _m buy]s x comes fir/4 ,a few li/s ( words are set d[n "h 9 ! hope t !y may prove ( "s value3 ,an article may be beautiful1 h&some1 good look+1 lovely2 or ( *>m+1 pleas+1 delightful1 satisfy+1 sm>t1 modi%1 /yli%1 or fa%ionable appe>ance2 ( flawless1 sup]b1 appeal+1 mov+1 /rik+1 notable1 gorge\s1 picturesque1 di/+ui%$1 colorful1 or exquisite beauty4 ,its design may be /urdy1 /aun*1 vigor\s1 /ructurally s\nd or adequate1 impressive1 /ately1 dignifi$1 *a/e1 delicate1 da9ty1 ref9$1 simple or ( a *>m+ simplicity2 ornate1 ornam5tal1 elaborate1 highly decorative2 ) trim1 sm>t1 or graceful l9es1 9 good1 r>e1 or p]fect ta/e2 ( great1 unusual1 or r>e di/9ction4 ,its surface may be ornam5t$1 embelli%$1 adorn$1 decorat$1 g>ni%$1 array$1 or beautifi$ ) ornam5t t is intricate1 gem-l1 jewel-l1 or ( exquisite1 or f9ely wr\ght detail4 ,its l9es may be /raight1 direct1 /rong1 vigor\s1 virile1 incisive1 clean1 =ceful1 mascul9e2 curv$1 s(t1 luxuri\s1 graceful1 graci\s1 suave1 s9u\s1 yield+1 fl[+1 or fem99e4 ,its colors may be ri*1 vivid1 brilliant1 gorge\s1 gl[+1 gay1 /imulat+1 inspir+1 exhil>at+1 *e]ful1 flu%$1 cle>1 unfad$2 s(t1 sob]1 mell[1 s(tly bl5d$1 quiet1 re/ra9$2 poly*romatic1 _m color$1 a ri* mosaic ( color2 its color s*eme1 sm>t1 9 today's mode1 direct f ,fif? ,av5ue2 popul>1 intrigu+1 refre%+1 satisfy+1 or delightful4 ,its texture may be f9e1 smoo?1 sat9y or sat9-l1 velvety or velvet-l1 lu/r\s1 glossy1 c>ess+2 vigor\s1 op51 or r\gh4 ,x may be com=table1 com=t-giv+1 re/ful1 reposeful1 soo?+1 invit+2 give an impression ( ease1 easy com=t1 cu%ion$ ease2 invite re/1 repose1 or relaxation4 ,^! words w be especially useful 9 ! process ( high-light+ or introduc+ a piece ) a brief *>act]ization design$ to enhance its value be=e ! s]i\s "w ( sell+ x is und]tak51 z 9 ! phrase1 ,"h is an arm*air ( flawless beauty1 employ$ 9 introduc+ ! ,*ipp5dale *air4 ,te*nical t]ms1 provid$ y expla9 !m almo/ imm$iately1 are effective4 ,to speak ( ! cabriole or ! t]m leg1 ! ,spani% or ! bun foot1 ! saltire or ! silh\ette /ret*]1 or ( m>quetry1 v]nis m>t9 7pron\nc$1 r\ghly1 v]-nee m>-tang7 bombe fronts or v>qu5os w n h>m y ) any cu/om]s1 :ile ) _m x w s]ve to intrigue int]e/1 deep5 appreciation ( ! importance ( furniture1 & add to y\r own pre/ige z a man :o kn[s ! details ( 8 bus9ess4 ,,sugge/ions ,,= ,,build+ ,,y\r ,,vocabul>y ,any salesp]son 9 ! home furni%+s field w f9d x conv5i5t to adopt "s simple plan ( acquir+ ! exp&+ vocabul>y :i* always is an asset3 #a4 ,pur*ase a book ( synonyms4 ,take an article y are to (f] = sale1 = in/ance1 an arm*air4 ,try1 fir/1 to use correctly a doz5 diff]5t descriptive words :i* apply to ?is p>ticul> arm*air4 ,!n take ! idea ( design or texture or surface ( ?is arm*air & add a li/ ( #aj to #bj adjectives :i* might well be us$ 9 discuss+ ?is *air ) a cu/om]4 ,y may dep5d ^u x--%e w pref]1 ,"h is an arm*air ( flawless beauty to ,"h's ano!r pretty numb]4 #b4 ,read descriptions ( late/ (f]+s %[n at ! furniture m>kets2 /udy closely ! *oice ( words 9 pres5t+ illu/rations ( special ?umb-tuft c>pet+1 a drop-leaf table1 w+ *airs1 any simply /yl$ gr\p+2 use ^! newly f\nd fri5ds exactly1 confid5tly1 & con/antly 9 y\r own sell+ proc$ures4 ,practice6 ,practice6 #c4 ,give close att5tion to ! diction ( o!rs :o h a*iev$ vocabul>y ma/]ies beyond y\r own4 ,seek ev] to acquire a facility 9 expression :i* w impose no h&icap to y at any /ep 9 y\r sales proc$ure4 #d4 ,subscribe to "o or m trade j\rnals 9 ! home furni%+s field & cultivate ! habit ( select+ = /udy ^? articles :i* w add some?+ to y\r /eadily gr[+ vocabul>y1 & enhance y\r appreciation ( ! p[] ( words4 ,,hidd5 ,,factors ,,t ,,increase ,,sales ,s9ce anci5t times1 ! s5se ( t\* & ! s5sation ( feel h be5 important factors 9 ! buy+ & sell+ ( practically all commodities4 ,to see a piece ( smoo? sat9 p>tially sells a prospective cu/om]1 b to feel its s(t texture 9 h] f+]s makes ! luxury ( ! fabric a reality1 some?+ to own & *]i% :i* w enhance h] lovel9ess1 & ?is hidd5 value1 express$ 9 ! s5se ( t\*1 is usually ! factor :i* makes ! cu/om] buy bett] m]*&ise ?an %e might h consid]$ & :i* climaxes ! sale4 ,9 sell+ home furni%+s1 ! hidd5 value reveal$ by t\*+ ! piece "u consid]ation is extremely important4 ,f9e furniture :i* has be5 h& rubb$ has a luxuri\s feel+ :i* is z s(t z sat94 ,only by rubb+ y\r f+]s ov] a lovely f9i% c y appreciate1 to ! fulle/ ext5t1 ! exquisite f95ess ( a h&-rubb$ f9i%4 ,feel+ ! smoo? pull ( a draw] :i* slides prop]ly on its guides1 trac+ ! design ( inlaid m>quetry ) ! f+]tips1 se>*+ = r\gh spots 9 draw] int]iors ) s5sitive f+]s & c>ess+ s(t-textur$ uphol/]y fabrics ) ! f+]s all vividly br+ to ! att5tion ( ! cu/om] ! quality & true hidd5 beauty ( ! piece "u consid]ation1 :i* may n h be5 disc]nible to ! nak$ eye4 ,! s5sation ( feel %\ld be made to augm5t ! s5se ( t\* :5ev] possible1 b salesp]sons %\ld be> 9 m9d t a woman's h& is extremely s5sitive & ! s5se ( t\* %\ld fir/ be br\ght into action be=e ! s5se ( feel2 = example1 let u suppose a woman is consid]+ a rug1 :i* has a p>ticul>ly f9e texture4 ,invite h] fir/ to feel ! texture ( ! rug b5ea? h] f+]s2 h h] comp>e ?is feel+ ) a less exp5sive rug s t %e may m5tally comp>e ! diff]5ce2 !n ask h] to /ep on ! rug4 ,get h] to feel ! luxury ( x "u h] foot2 br+ to h] att5tion ! spr+ ( ! wool1 ! com=t ( /epp+ into ! deep pile & o!r factors :i* excite ! s5sation ( feel4 ,y w f9d ^! p[]ful factors n only 9 help+ h] decide ^u a bett] rug b 9 assur+ h] t %e is gett+ quality = h] inve/m5t4 ,illu/ration3 ,c\rtesy ,bigel[-,san=d ,c>pet ,co4 ,figure #f4--,! fem99e t\*4 ,:5 sell+ uphol/]$ pieces1 always h ! cu/om] sit 9 ! *air or on ! s(a4 ,ask specifically if x is small en\gh1 or if %e ?9ks x w be l>ge en\gh1 = h] husb& or :oev] is to use ! *air4 ,/ress ! com=t angle2 notice if %e c sit gracefully 9 ! piece & :e!r or n %e has difficulty 9 gett+ up1 once seat$4 ,z %e t\*es ! fabric br+ out facts ab\t ! texture & ! weave4 7,see fig4 #f47 ,z %e exp]i5ces ! v>i\s reactions %e is sil5tly sell+ h]self & only sugge/ions on y\r "p :i* help h] to recognize ! v>i\s s5sations ( t\* & feel are necess>y4 ,be> 9 m9d 9 all phases ( sell+ home furni%+1 :e!r ! cu/om] is consid]+ a *e/ ( draw]s1 a *air1 rug1 lamp1 or cig>ette box1 gett+ h] to t\* x to get ! feel ( ! article & to try x = com=t1 luxury1 re/fulness1 or o!r s5sations are pot5t hidd5 factors 9 bett] sell+4 ,,que/ions ,,& ,,ex]cises #a4 ,h[ w a k ( ! processes ( manufactur+ ( an article enable ! salesman to expla9 its we>+ qualities1 its price1 its sanit>y qualities1 its fitness = a p>ticul> location )9 a room1 & its appe>ance8 #b4 ,:at types ( in=mation may a home furni%+s salesman get f a public libr>y8 #c4 ,:at s\rces ( m]*&ise in=mation are available to y & h[ famili> are y ) !m8 #d4 ,:at five k9ds ( special in=mation are ne$$ by retail salesm58 #e4 ,:at /eps d y take sy/ematically to acqua9t y\rself ) ! correct descriptive words & phrases curr5tly us$ ) newly arriv$ m]*&ise8 #f4 ,!re is a vocabul>y ( suitable words & phrases = use :5 %[+ furniture to all types ( cu/om]s4 ,! same words are n equally effective ) all cu/om]s4 ,:at plan or device d y use 9 mak+ a wise selection ( ^! descriptive words & phrases8 #g4 ,make a li/ ( words :i* "u any ord9>y sell+ situation y w\ld nev] use4 #h4 ,:y is ! excessive use ( sup]latives an indication ( ignorance ( ! article be+ sold8 #i4 ,= ea* ( ! foll[+ make a /atem5t :i* involves ! op9ion ( a recogniz$ au?ority3 ,read+ lamp4 ,gl[+ colors4 ,floor cov]+s4 ,glass curta9s4 ,telephone /&4 ,wallpap]4 ,arm*air4 ,pictures4 #aj4 ,9 ! light ( ! discussions 9 ?is unit1 :at pr(itable "w may a retail salesman att5d to :5 n actually wait+ on cu/om]s8 ,,sugge/$ ,,read+ ,,li/ ,,armold1 ,,p]ry ,b4 ,! ,road to a ,sale4 ,! ,armold ,sales ,tra9+ ,in/itute1 ,los ,angeles1 ,calif4 #aice4 ,! ,human ,elem5t 9 ,bus9ess1 ,,iv1 p4 #fg4 ,putt+ ,biz 9 ,bus9ess1 ,v1 p4 #hh4 ,,duncan1 ,,doro?y4 ,y ,c ,live 9 an ,ap>tm5t4 ,f>r> ,r9eh>t1 ,inc41 ,new ,york1 ,n4 ,y4 #aici4 ,furniture--& ,/uff1 ,,iv1 pp4 #hd-aaa4 ,,hayt]1 ,,edi? ,,flet*]4 ,retail ,sell+ ,simplifi$4 ,h>p] ,bros41 ,new ,york1 ,n4 ,y4 #aici4 ,habits & ,y\r ,job1 ,,xv1 p4 #aaa4 ,poise 9 ,sell+1 ,,xviii1 p4 #abd4 ,! ,cu/om] & ! ,m]*&ise1 ,,iv1 p4 #ba4 ,,ivey1 ,,paul ,w4 ,successful ,salesman%ip4 ,pr5tice-,hall1 ,inc41 ,new ,york1 ,n4 ,y4 #aici4 ,"k ,salesman%ip1 ,,viii1 pp4 #ai-be4 ,a ,rug ,salesman ,:o ,0 ,success ,m9d$1 ,section #c1 p4 #bh4 ,"k ,y\r ,m]*&ise1 ,,ii1 ,sec4 #d1 pp4 #cf-fg4 ,build ,good ,w1 ,,xii1 ,sec4 #cd1 pp4 #dej-dfc4 ,,ri*]t1 ,g4 ,,h5ry4 ,retail+ ,pr9ciples & ,practices4 ,gregg ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aich4 ,cu/om]s1 ,x1 pp4 #aii-bai4 ,m]*&ise ,/udy1 ,,xii1 pp4 #bde-bgc4 ,,van ,,brussel1 ,,emily4 ,beh9d ,! ,c\nt]4 ,d4 ,appleton-,c5tury ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aich4 ,! ,colonel's ,lady & ,judy ,o',grady1 ,,ii1 p4 #h4 ,:at ,is ,?is ,?+ ,call$ ,m]*&ise8 ,,iii1 p4 #ca4 ,good-by1 ,caveat ,emptor1 ,v1 p4 #gb4 ,,walt]s1 ,r4 ,g4 ,fundam5tals ( ,salesman%ip4 ,s\?-,we/]n ,publi%+ ,co41 ,inc41 ,c9c9nati1 ,ohio4 #aicb4 ,! ,salesman's ,engli%1 ,v1 p4 #fi4 ,"k ,y\r ,goods1 ,,vii1 p4 #aja4 ,! ,demon/ration1 ,,xv1 p4 #bca4 ,,footnotes3 #b ,?is is a matt] ( /ore policy4 ,"s /ores believe t !y ga9 m ?an !y lose by suppress+ ! "n ( manufactur]4 #c ,?is summ>y prep>$ ) p]mission ( ,delm> ,kroehl]1 presid5t ( ! ,kroehl] ,manufactur+ ,co41 ,nap]ville1 ,ill41 & ,h5ri1 ,hur/1 & ,mc,donald4 ,inc41 #ebj ,nor? ,mi*igan ,ave41 ,*icago1 ,ill4 7#aici74 ,unit ,,iv ,,/yle ,,z ,a ,,sell+ ,,factor ,significance ( ,/yle ,p]iod ,/yles f ,r5aissance to ,e>ly ,colonial ,am]ican ,/yles ,us+ ,/yle ,appeal 9 ,sell+ ,illu/ration3 ,am]ican ,furniture ,m>t ,photograph by ,grignon ,figure #g4--;,a directoire piece 9 lacqu] & gold1 uphol/]$ 9 a ri* gold & gre5 brocade fa%ion1 ?is int]e/+ /ool4 ,an ideal hall piece1 ! ornate /ool l5ds itself to an int]e/+ sett+ :5 us$ ) ! lovely ,duncan ,phyfe mirror & mirror$ glass wall sconces4 ,! mirror has a dull gre5 panel across ! top--! lyre & laurel bran*es appe>+ 9 a deep gre5 & gold4 ,! arabesque ,axm9/] rug has a trac]y leaf design 9 sculptone effect4 ,x is a grey$ gre5 tone4 ,unit ,,iv4--,,/yle ,,z ,a ,,sell+ ,,factor ,,significance ,,( ,,/yle ,salesp]sons frequ5tly f9d x necess>y to deep5 a cu/om]'s appreciation ( ! fitness & beauty ( a piece by ! pres5tation ( "o or m additional sell+ features1 ( :i* ! mo/ important are con/ruction or te*nical excell5ce1 attractiv5ess ( mat]ials or f9i%1 & beauty ( design or /yle4 ,?is %\ld d two ?+s3 #a4 ,enhance ! value ( y\r m]*&ise4 #b4 ,enable y to reveal te*nical or arti/ic k :i* w increase ! cu/om]'s respect4 ,!re is no fix$ or logical ord] = ! pres5tation ( ^! v>i\s sell+ features4 ,_m salesm5 beg9 ) con/ruction1 b ?is (t5 is a mi/ake4 ,!re is reason to believe t m wom5 are int]e/$ 9 mat]ials ?an 9 con/ruction1 & m 9 /yle ?an 9 mat]ials4 ,:at /yle means to y4--,/yle is a p[]ful buy+ motive ( great & gr[+ importance 9 furniture4 ,mo/ ( u attempt to use ! /yle appeal only 9 connection ) p]iod furniture4 ,mo/ wom51 on ! o!r h&1 id5tify /yle ) fa%ion4 ,!y ?9k ( /yle 9 decoration z sub/antially ! same ?+ z /yle 9 dress2 t is1 z some?+ sm>tly h>moni\s & 9 ! accept$ mode4 ,unque/ionably we mu/ develop ! p[] to capitalize on /yle z our cu/om]s und]/& x4 ,! successful salesman also mu/ be able to exploit /yle 9 ! hi/oric or p]iod s5se4 ,! hi/ory ( furniture is a sell+ tool ( imm5se value1 :e!r we are trad+ ^u high1 m$ium1 or l[ levels4 ,! sections :i* discuss ! m important p]iod /yles conta9 a mass ( highly cond5s$ in=mation4 ,all ( ?is in=mation & mu* m w be necess>y to ! man :o wants to rea* ! high] levels ( 8 pr(ession1 b j h[ mu* ( x y w ne$ to rememb] & organize = y\r pres5t "w is a matt] to be det]m9$ by y\rself4 ,! fir/ ?+ to d is to read x ?r\gh c>efully two or ?ree times 9 ord] to get ! broad outl9es ( ! subject4 ,aft] t /udy m c>efully ^? p>ts ( ! section on ,p]iod /yles f ,r5aissance to e>ly colonial1 page #ej1 & ,! ,am]ican /yle1 page #gj1 t c be relat$ to y\r own m]*&ise4 ,make use ( ! sugge/$ read+ li/ at ! end ( ! unit1 page #gi4 ,gloss>y & read+ li/4--,_m t]ms us$ 9 ! section on ,p]iod /yles f ,r5aissance to e>ly colonial are uncommon & n widely und]/ood 9 ! furniture trade1 al?\gh !y are freely us$ 9 books & magaz9es :i* deal ) ! home furni%+ art4 ,^! t]ms are def9$ 9 ! gloss>y includ$ 9 ! app5dix1 pages #bdg to #bdi4 ,,p]iod ,,/yles ,,f ,,r5aissance ,,to ,,e>ly ,,colonial ,furniture is & always has be5 a utility & an expression ( human ideals4 ,9 ord] to und]/& p]iod furniture & to talk ab\t x ) conv9c+ en?usiasm we mu/ be able to see beyond x to ! p :o creat$ & us$ x4 ,= our purpose1 we conf9e ?is summ>y to ! hi/oric p]iod beg9n+ ab\t #ejj ye>s ago1 :i* cov]s ! developm5t ( furniture z we "k & use x today4 ,speak+ broadly1 ! social tr5ds dur+ ?is p]iod 7 f insecurity to security2 f despotism to political lib]ty2 f au/]ity to luxury2 & f simplicity & few wants to sophi/ication & multipli$ wants4 ,accompany+ & express+ ^! social *anges we f9d correspond+ *anges 9 ar*itecture & decoration4 ,! tr5ds are f homes ( =tress-l con/ruction to homes easily accessible & amply light$ by l[ w9d[s2 f imm5se rooms ) high ceil+s to small rooms ) l[ ceil+s2 f massive1 heavy =ms & ?ick proportions to small1 light =ms & sl5d] proportions2 f ! au/]ity & virility ( /raight l9es to ! s(tness & fem99ity ( curv$ l9es2 f /rong d>k colors to s(t light colors2 f vigor\s1 op5 textures to smoo?1 close textures2 & f a few types ( furniture to ! extraord9>y v>iety ( today4 ,mo/ p]iod furniture 0 design$ = ! ri* & p[]ful4--,we mu/ rememb] t mo/ ( ! hi/oric /yles 7 expressions ( ! life ( ! c\rt & ! ari/ocracy4 ,p]iod furniture 0 made by great arti/s1 & (t5 0 elaborately ornate1 sumptu\s1 & enorm\sly co/ly4 ,! metal m\nts alone on ! cab9ets made = ! mi/resses ( ,l\is ,,xv1 = example1 co/ f> m ?an ! gr\nd1 build+1 & complete furni%+s ( an ord9>y ,am]ican home4 ,! ess5ce ( ^! /yles is to be f\nd 9 _! l9e1 proportion1 color1 & texture4 ,we c adapt !m to ma*9e production & mass di/ribution4 ,we sell ^! reproductions or adaptions = :at !y co/ 9 a ma*9e age4 ,b we c add to _! desirability by expla9+ _! ari/ocratic ance/ry4 ,?\s&s ( cu/om]s enjoy ! s5tim5tal satisfaction t comes ) ! k ( /yle & p]iod s\rces & ev5 ! anecdote plays its "p 9 giv+ m]*&ise its full measure ( value 9 use4 ,europe be=e ! ,r5aissance4--,:5 ! ,roman p[] 0 brok5 9 ! fif? c5tury ( our era1 ,we/]n ,europe 0 giv5 ov] to an>*y & d>kness4 ,9 ! beg9n+ ( ! feudal p]iod1 ! great b>ons ) _! families1 reta9]s1 & dogs1 liv$ 9 b>e =tresses or "o-room ca/les4 ,! floors 7 ( dirt4 ,! "l & 8 lady _h a great b$1 two *airs ( /ate1#d & a few hut*es4#e ,! reta9]s _h /ools on :i* to sit1 & ate at a great table made by lay+ hewn planks on tre/les4 ,by ! "t ( ! ,norman conque/ ( ,engl& 9 #ajff a measure ( civilization _h be5 a*iev$4 ,a great love ( color develop$ ) ! age ( *ivalry4 ,! p]iod ( ! ,crusades 7sev5 attempts dur+ ! elev5?1 twelf?1 & ?irte5? c5turies to recov] ,j]usalem & ! ,holy ,l& f ! infidels7 br\ght ! knights ( ,we/]n ,europe into contact ) ! develop$ arts ( ,sicily & ! f> m luxuri\s life ( _! ,s>ac5 enemies1 & ! return+ crusad]s br\ght back great quantities ( ! ri* & colorful fabrics ( ! ,ea/4 ,t trem5d\s out-fl[]+ ( ! human _s :i* we call ! ,r5aissance 7,fr5* = rebir?7 />t$ 9 ,italy 9 ! f\rte5? c5tury2 x grew !re 9 full vigor 9 ! fifte5?1 atta9$ to its mature/ p[]s 9 ! sixte5?1 & sank to its decl9e 9 ! sev5te5?4 ,! :ole era 0 a "t ( great a*ievem5t4 ,! ,new ,_w 0 discov]$ & explor$1 le>n+ 0 reviv$ & ext5d$1 int]national trade 0 develop$1 & ma/]pieces 7 creat$ 9 ! arts1 :i* /ill /& among ! greate/ monum5ts ( human g5ius4 ,! ideas & decorative practice ( ! ,italian ,r5aissance quickly spread to ! we/1 :]e !y ov]came or fus$ ) ! exi/+ ,go?ic1 result$ 9 ! ,r5aissance /yles ( ,spa91 ,france1 ,fl&]s1 ,holl&1 & ,engl&1 & />t$ ! long c\rse ( developm5t :i* has creat$ ! imm5sely ri* h]itage possess$ by lov]s ( furniture today4 ,9 /udy+ ! decoration ( ?is fir/ p]iod1 we mu/ rememb] t ! con/ruction ( rooms adapt$ to ! com=t1 privacy1 & intimacy ( mod]n life 0 an eighte5? c5tury developm5t4 ,life 0 liv$ 9 ! public eye & 9 rooms ( /ate4 ,! ap>tm5ts ( ! palaces 7 l>ge1 ! ceil+s high1 & ! furniture sp>se & design$ = its decorative value r ?an = use & com=t4 ,,! ,,italian ,,r5aissance ,x is cu/om>y to divide ?is era into ?ree p]iods2 ! ,e>ly ,r5aissance1 *>act]iz$ by a ri* simplicity & a dignity almo/ au/]e2 ! ,high ,r5aissance1 by a %[y b re/ra9$ magnific5ce2 & ! ,late ,r5aissance1 by a b>oque magnific5ce ov]-ornate & unre/ra9$4 ,dur+ ! fir/ p]iod1 walls 7 *iefly 9 r\gh pla/]1 b>e save = tape/ries or panels ( damask or brocade1 or f9i%$ ) a smoo? coat decorat$ ) color$ frescoes2 ceil+s 7 l>gely 9 d>k woods1 cross-beam$1 & ) ! heavy beams & corbels ornam5t$ 9 color2 & floors 7 ( /one1 tile1 & m>ble4 ,!re 0 "s use ( ori5tal rugs1 & a free use ( ri* decorative textiles4 ,dur+ ! high or middle p]iod 7ab\t #aejj-aeej7 _m ( ! rooms 7 ri* ) patt]n & color4 ,walls 7 9 color$ m>bles1 or cov]$ ) frescoes & gild+1 or ) gorge\s brocades1 ,g5oese velvets & tool$ & gild$ lea!r2 ceil+s fresco$ & gild$2 floors pav$ ) _m-color$ patt]ns 9 gleam+ m>ble4 ,furniture ( ! p]iod 0 /raight-l9$1 rectangul>1 & ( d>k woods4 ,c>v+1 9 l[ relief & 9 ! r\nd1 always 0 employ$ ) a f9e s5se ( ! value ( contra/ ) pla9 spaces4 ,gesso ornam5t1 gild+1 & pa9t+ 7 mu* employ$1 & ! panels ( *e/s & o!r pieces (t5 7 decorat$ by ! greate/ arti/s4 ,*airs ( ! p]iod 7 ( 7a7 ! rectangul> type1 ) or )\t arms1 ) high or l[ back1 & ) or )\t uphol/]y2 7b7 ! curule1 a sort ( f\r-legg$ camp /ool ) back1 sometimes ( metal & ) fabric seat2 & ! ,x-type1 adapt$ f anci5t ,greece & ,rome1 call$ 9 ,italy ,dante & ,savon>ola *airs4 ,^! *airs ( wood or metal (t5 7 made to fold1 & lat] became popul> 9 ,engl&4 ,tables includ$ ! s+le-slab refectory type2 draw tables ( ! same con/ruction us$ today2 p$e/al tables ) r\nd1 squ>e1 hexagonal1 & octagonal tops2 & a v>iety ( writ+ tables ) a front box or draw] section :i* c\ld be lift$ = writ+4 ,! l>g] tables 7 support$ by heavy turn$ legs ) /ret*]s ne> ! floor1 or by truss$ or column$ end supports connect$ by a /ret*]1 (t5 arcad$4 ,illu/ration3 ,pa9t$ ,commode #ah? ,c5tury ,v5etian ,dante ,*air ,italian ,r5aissance ,arm*air ,italian ,r5aissance ,arm*air ,spani% ,r5aissance ,arm*air ,italian ,r5aissance ,v>gu5o ,spani% ,r5aissance ,table ,spani% ,r5aissance ,figure #h4--;,italian & ,spani% /yles 7#adjj-agei74 ,b$s1 :i* 7 usually set on a dais or l[ plat=m & always ri*ly embelli%$1 includ$ ! heavy f\r-po/] ) canopy2 ! f\r-po/] ) l[ po/s & no te/]1 ) or )\t footbo>d2 & ! panel$ type ) head & foot bo>d & no po/s4 ,*e/s1 *iefly bridal *e/s 7,italian3 ,cassone or cassoni 9 plural71 7 a mo/ conspicu\s feature ( ,italian decoration4 ,cr$5zas1 :i* s]v$ ei!r z buffet or console1 7 wall pieces ab\t #d feet high & ( v>y+ l5g?4 ,o!r =ms includ$ ! armadio 7,fr5* armoire1 a l>ge cupbo>d or cab9et = l95s71 small cupbo>ds1 *e/s or draw]s1 desk1 b5*es1 & /ools4 ,r5aissance ornam5t 0 enorm\sly ri*4 ,! =ms1 tak5 *iefly f classical antiquity1 includ$ ! acan?us leaf1 human & *im]ical figures1 *]ubs1 scrolls1 foliage1 fl[]s1 swags1 rosettes1 & drap]y fe/oons4 ,velvets 7 us$ l>gely = uphol/]y1 ) brocades1 brocatelles1 damasks1 ne$lepo9t1 & lea!r1 & /rong ri* colors 7 us$ ?r\gh\t z w\ld be expect$ ( s vigor\s an age4 ,/rong r$s1 blues1 & gre5s1 set (f by gold1 7 ! favorite hues4 ,al?\gh a long p]iod ( decad5ce foll[$ ! ,high ,r5aissance mu* beautiful "w 0 done 9 eighte5? c5tury ,italy4 ,furniture 0 *iefly ( walnut1 mahogany1 & _m highly figur$ woods1 ) c>v+1 pa9t+1 bone inlay1 pietra dura1 m>ble tops & ornam5tal metal m\nts ! favorite me?ods ( embelli%m5t4 ,! pa9t$ furniture1 p>ticul>ly t made 9 ,v5ice1 is ( int]e/ to u today1 & is us$ 9 suites = b$room & breakfa/ room1 & z occasional pieces 9 o!r rooms4 ,9 us+ ?is furniture today x is unimportant to attempt to reproduce ! hi/oric backgr\nds4 ,,! ,,spani% ,,r5aissance ,spani% int]iors ( ! sixte5? & sev5te5? c5turies diff]$ %>ply f contempor>y rooms 9 ,italy1 ,france1 & ,engl&1 *iefly by reason ( old ,moori% art & cu/om1 :i* ! incom+ wave ( ! ,r5aissance 0 n /rong en\gh to wa% away4 ,old ,spani% decoration is *>act]iz$ by a sev]e dignity1 reliev$ by conc5trat$ masses ( /rong colors & by a wide v>iety ( ornam5tal =ms4 ,furniture ( ! p]iod 0 /raight-l9$ & rectangul> & *iefly ( walnut1 mahogany1 *e/nut1 oak1 & p9e4 ,c>v+1 /raight & spiral turn+1 inlay ( ivory1 bone1 ebony1 color$ woods1 tortoise %ell1 silv]1 & bronze1 (t5 ) outl9es 9 black & v]million1 & ornam5tal iron "w 7 ! pr9cipal means ( embelli%m5t4 ,elaborate & beautiful m\nts ( iron & brass 7 common4 ,*airs1 ?\gh n common1 includ$ bo? ! curule & rectangul> types1 ! latt] ) or )\t arms & ) or )\t uphol/]y4 ,o!r v>ieties includ$ c>v$ & /raight spiral turn$ legs2 ,spani% scroll1 bell1 ball & bun feet2 c>v$1 splat1 & arcad$ backs2 & wood1 flat uphol/]$1 & squab-cu%ion$ seats4 ,b$s 7 l>ge1 & mo/ly ( ! arcad$ headbo>d type4 ,tables 7 mo/ly ( l>ge size & rectangul>4 ,,! ,,fr5* ,,r5aissance 7,,francis ,i1 #aeae-dg2 ,,h5ry ,,ii1 #aedg-ei7 ,fr5* ,go?ic art e>ly began to give way be=e ! con/antly wid5+ flood ( ,r5aissance art :i* fl[$ 9 f ,italy4 ,! transition 0 practically complete :5 ,francis ,i 0 cr[n$1 & less ?an #ej ye>s lat]1 "u ,h5ry ,,ii & 8 ,italian wife ,ca!r9e de ,m$ici1 ! ri*ly ornate yet re/ra9$ /yle ( ! ,fr5* ,r5aissance 0 fully =m$4 ,! /yle is too palatial = adaptation to ,am]ican homes4 ,! ,fr5* ,/yles4 #a4 ,l\is ,,xiv 7,l\is ,quatorze#f71 #afdc-agae4 ,l\is ,,xiv surr\nd$ himself ) ! airs & trapp+s ( maje/y4 ,furniture ( ! p]iod 0 =mal & dignifi$1 & = ! mo/ "p1 massive4 ,x reta9$ ! /raight l9es *>act]i/ic ( ! e>li] /yles1 b ) less ( angul> h>%ness4 ,walnut 0 *iefly us$ = expos$ p>ts toge!r ) oak1 *e/nut1 ebony1 p9e1 & sycamore4 ,_m exotic woods 7 us$ = v5e]s & inlay4 ,can+ 0 common = seats & backs4 ,e kn[n =m ( embelli%m5t 0 employ$1 includ+ c>v+1 *iefly 9 ! acan?us leaf1 %ell1 c>t\*e1 cupid1 ram's head1 & o!r classic motives4 ,l\is ,,xiv ,furniture4 ,*airs ( ! mo/ *>act]i/ic type 7 rectangul>1 ) high broad backs hav+ a top /raight or slightly r\nd$ at ! corn]s1 back & seat solidly uphol/]$2 legs t]m-%ap$ 7t]m3 ,a f\r-sid$ pill>1 usually tap]+ t[>d ! bottom71 c>v$1 & "u-brac$ by ,go?ic or saltire cross /ret*]s2 arms z long z seat1 & usually /raight & uphol/]$4 ,o!r seat+ includ$ ! s(a or canap1#g ! *aise longue1 & ! b5*1 tab\ret1 & /ool4 ,uphol/]y fabrics 7 exce$+ly ri* & gorge\s1 ,gobel9 & ,aubusson tape/ries1 silk velvets1 damasks1 & brocades be+ *iefly us$4 ,furniture 0 uphol/]$ en suite1 a common arrangem5t includ+ "o s(a1 two arm *airs1 & n9e /ools or tab\rets4 ,etiquette prescrib$ ! use ( /ools by mo/ memb]s ( ! c\rt1 & prud5ce dem&$ x ( ! ladies1 :o at ?is "t wore hoop-skirts1 s enorm\s t !y c\ldn't sit 9 an arm *air4 ,all furniture 0 plac$ aga9/ ! wall1 ) ! c5t] ( ! room left cle>4 ,! old-fa%ion$ f\r-po/] b$ ) drap]y belongs "h4 ,mo/ fa%ionable 0 ! lit d'ange 7b$ ( ! angel71 canopi$ b )\t po/s1 :i* 0 ( enorm\s size & always ri*ly c>v$ & embelli%$4 ,:ile tables 7 ( _m k9ds & sizes1 ! rectangul> %ape ) t]m legs 0 mo/ *>act]i/ic4 ,scre5s1 ei!r "o-panel or fold+1 7 us$ 9 mo/ rooms1 & mirrors1 p$e/als1 & tall clocks became common1 9 addition to su* old] =ms z armoires1 commodes1 cab9ets1 & desks4 ,! colors ( ! p]iod 7 fairly d>k & /rong1 ) crimson1 gre51 & gold /ill favorites2 "s new & light] colors became popul>2 among !m aurora--! yell[i% p9k hue ( ! dawn--flame1 fle%1 & am>an?4 #b4 ,l\is ,,xv 7,l\is ,qu9ze7#h #agae-gd4 ,great-gr&son ( ! old k+1 ,l\is ,,xv 0 b #e ye>s old :5 ! latt] di$1 & = #h ye>s ,philippe ( ,orleans gov]n$ z reg5t4 ,l\is ,,xv 0 too "y to cont9ue ! con/ant r\nd ( =mal receptions1 & /ate functions4 ,c\rt life turn$ f ! great salons to ! small] ap>tm5t & ! b\doir4 ,furniture became small] & m da9ty2 ! h>d & virile /raight l9e gave place to ! s(t & fem99e curv$ l9e2 & d>k colors to light & delicate tones4 ,pale t9ts ( rose1 blue1 gre51 & yell[ 7 ! favorite colors4 ,an extraord9>y v>iety ( cab9et woods 0 us$--among !m walnut1 mahogany1 oak1 rosewood1 *]ry1 violet1 & tulipwood4 ,embelli%m5t includ$ c>v+2 ornam5tal v5e]s2 m>quetry2 plaques ( porcela92 pa9t+ 9 ivory1 s(t yell[1 gray1 or sea gre5 ) f9e l9es ( :ite1 gold1 or color2 & lacqu]1 :i* became imm5sely popul>4 ,l\is ,,xv ,furniture4 ,! *airs1 all curvil9e>1 ) & )\t arms1 uphol/]$ or can$1 include ! fauteuil#i or l>ge arm*air2 ! b]g]e1 a small] arm*air ) solidly uphol/]$ arms & (t5 ) loose cu%ions2 ! causeuse 7! ^w means talkative1 *atty71 an easy arm *air2 ! confessional1 l>ge w+$ *air1 (t5 ) a high seat mat*+ a l>ge tab\ret & put toge!r to =m a *aise longue1 & _m o!rs4 ,illu/ration3 ,table ,fr5* ,r5aissance ,arm*air ,l\is ,,xiv ,writ+ ,desk ,l\is ,,xv ,arm*air ,l\is ,,xv ,armoire ,l\is ,,xiv ,commode ,l\is ,,xv ,figure #i4--;,e>ly ,fr5* /yles 7#aejj-agej74 ,b$s 7 z v>i$ z ! *airs4 ,alcove & s(a or b\doir b$s 7 favorites1 ! latt] hav+ headbo>d1 footbo>d1 & back4 ,f\r-po/] canopy b$s 7 common1 & 7 sometimes made ( iron1 drap$4 ,ano!r fa%ionable favorite 0 ! day b$1 (t5 ) a fabric-cov]$ headbo>d1 & plac$ ) ei!r head or side aga9/ ! wall4 ,among ! multitude ( tables 7 _m ( elliptical & o!r curvil9e> %apes2 ! cresc5t or kidney writ+ table2 ! p[d] table1 :i* we h lately reviv$ aft] m ?an #aej ye>s2 & ! ladies' "w table4 ,! *iffoni]1 a small piece ) draw]s1 came into use ab\t #agej1 z did ! corn] cab9et & ! wall %elves1 n[ kn[n z hang+ book racks4 ,pres5t-,day ,practice4 ,l\is ,,xv furniture is us$ (t5 9 ! draw+ room or d9+ room ( important ,am]ican h\ses1 :]e a suitable backgr\nd w be ensur$ by ! ar*itecture4 ,mo/ ( u1 h[ev]1 h occasion to sell x only = b$room use4 #c4 ,l\is ,,xvi 7,l\is ,seize#aj7 #aggd-id4 ,l\is ,,xvi1 gr&son ( ,l\is ,,xv1 0 m>ri$ at #ae to ,m>ie ,anto9ette ( ,au/ria4 ,he 0 popul> = "s "t1 b 0 swept aside by ! ,fr5* ,revolution 9 #aghi & 0 kill$ on ! guillot9e4 ,! /yle :i* be>s 8 "n 7sometimes kn[n z ! /yle ( ,m>ie ,anto9ette7 0 9 reality fully =m$ be=e 8 accession to ! ?rone4 ,x result$ directly f a wave ( en?usiasm = ! delicate type ( classic ornam5t reveal$ by ! excavations at ,pompeii & ,h]culaneum1 :i* 7 discov]$ e>ly 9 ! eighte5? c5tury4 ,! ,adam /yle 9 ,engl& came f ! same s\rce4 ,! furniture ( ! p]iod return$ to /raight l9es & rectangul> %apes1 ) curv$ l9es freely employ$ b n dom9ant4 ,a great v>iety ( cab9et woods 0 us$1 fa%ionable favorites1 includ+ mahogany1 walnut1 sycamore1 & sat9wood4 ,c>v+1 ar*itectural mold+s1 m>quetry1 figur$ v5e]s1 lacqu]1 pa9t+1 & porcela9 inlays 7 ! usual me?ods ( embelli%m5t4 ,mu* furniture 0 pa9t$4 ,illu/ration3 ,b$--,l\is ,,xvi ,arm*air ,l\is ,,xvi ,arm*air--,empire ,arm*air ,fr5* ,prov9cial ,b$--,empire ,figure #aj4--,lat] ,fr5* /yles 7#agej-ahae74 ,new ,types ( ,furniture4 ,among ! new *airs 0 ! voyeuse 7vw-yz71 a lyre-back armless *air ) ! top rail uphol/]$ z an elb[ re/1 & us$ by d&ies :o be/rode x backw>d 9 ord] n to cru% ! tails ( _! coats4 ,favorite b$s includ$ ! s(a1 usually uphol/]$ ) damask or brocade1 & support+ at ! f\r corn]s a light op5 frame be>+ a small canopy2 & ! day b$ ) or )\t back4 ,dur+ ! p]iod ! tea table1 breakfa/ table1 & ext5sion d9+ table1 ) f\r1 six1 or eight legs1 came into common use4 ,! ,directoire#aa 7#agie-ahjd7 & ,empire 7#ahjd-ae7 ,/yles4 ,aft] ,france _h rid itself ( royalty & ari/ocracy ?r\gh ! ,revolution1 "u ! direction ( ! pa9t] ,david a new /yle 0 creat$2 x 0 made & mold$ ( ?+s pa/4 ,inspir$ by ! classic ,roman decoration1 x 0 kn[n at ! "t z ! antique /yle & today is kn[n z ! ,directoire4 7,see fig4 #g47 ,! ,directorate 0 succe$$ 9 #agii by ! ,consulate1 ) ,napoleon z ,fir/ ,consul1 & ! ,consulate 9 #ahjd by ! coronation ( ,napoleon z ,emp]or4 ,/yle tr5ds 7 cont9u\s2 = our purpose x is en\gh to discuss briefly ! /yle kn[n z ! ,empire 7l',empire74 ,x is ( int]e/ because ( its influ5ce ^u ,am]ican furniture ( ! ,f$]al p]iod4 ,furniture 0 = ! mo/ "p rectangul>1 massive1 & ar*itectural 9 design1 b curvil9e> 9 ,roman & gondola *airs1 & 9 _m b$s & s(as4 ,legs includ$ ! /raight t]m =m2 r\nd1 ei!r pla9 or c>v$2 rectangul> & turn$ outw>d at bo? front & back z 9 ! *air illu/rat$ 7p4 #ei72 flat truss supports & w+$ *im]ical figures = tables & b$s4 ,feet includ$ ! paw1 ball1 scroll1 (t5 ) leaf %oe4 ,mahogany 0 ! favorite wood1 ) "s use ( rosewood1 walnut1 oak1 & yew1 & ) a wide v>iety ( mat]ials = inlay4 ,c>v+1 v5e]1 pa9t1 turn+1 & gild+ on metal or c>v$ wood 7 usual me?ods ( embelli%m5t4 ,tape/ry1 damask1 sat91 brocade1 velvet1 & wor/$ damask 7 us$ = uphol/]y1 ) fr+es & gimps common4 ,! ,fr5* ,prov9cial ,/yles4 ,fr5* ,prov9cial ref]s to furniture made 9 ! ,fr5* prov9ces1 by local craftsm5 & usually ( local woods1 9 close reproduction ( ! /yles dom9ant at ! c\rt4 ,! /yles :i* 7 widely copi$1 & :i* result$ 9 ! mo/ graceful & *>m+ pieces1 7 ^? ( ,l\is ,,xv & ,l\is ,,xvi4 7,see fig4 #a47 ,,! ,,engli% ,,/yles ,because ,engl& 0 rul$ by f\r dyna/ies--,engli%1 ,scot*1 ,dut*1 & ,g]man--,engli% furniture reveals ! effects ( a s]ies ( /rong =eign influ5ces4 ,! ,elizabe?an ,/yle4 ,) ! accession ( ,elizabe? 7#aeeh7 ! ,engli% ,r5aissance 0 firmly e/abli%$4 ,rooms ( ! p]iod 7 panel$ 9 oak ) small rectangul> panels1 pla9 or c>v$1 & usually c>ri$ to ! ceil+2 ceil+s 9 ornam5tal pla/] 7p>ge71 or 9 beam$-wood or op5-timb] con/ruction2 & w9d[s l>ge1 ) lead$ casem5ts sep>at$ by mullion4 ,mo/ important rooms _h oak-plank floor+2 !re 0 consid]able use ( ori5tal rugs1 !n kn[n z ,turkey c>pets4 ,_m rooms /ill _h dirt floors /rewn ) ru%es1 :i* 7 *ang$ b twice a ye>1 ) su* results t ! ,engli%man ( ! p]iod call$ 8 floor ! m>%1 & kept 8 feet (f x :5 possible by use ( *airs & tables ) l[1 solid /ret*]s4 ,oak 0 ! dom9ant furniture wood1 ) "s use ( elm1 bee*1 yew1 p9e1 & ,scot* fir1 :i* 0 call$ deal1 & valu$ highly4 ,c>v+1 m\ld+s1 & panel+ 7 us$ = ornam5t1 ) m>quetry = panels 9 walnut1 ebony1 rosewood1 pe> wood1 *]ry1 yew1 & holly4 ,furniture 0 massive1 ar*itectural 9 "*1 /raight-l9$1 & rectangul>4 ,! b$s1 :i* 7 us$ only by ! great1 7 ! mo/ important article ( furniture4 ,!y 7 ( great size ) a high headbo>d support+ a v heavy cornice1 ! o!r end ( :i* 0 borne by po/s set at ! l[] corn]s & (t5 deta*$ f ! bottom ( ! b$4 ,! ,jacobean ,/yle 7#afbe-afhe74 ,?is /yle evolv$ directly f ! ,elizabe?an1 ) ! developm5t ( new =ms ( furniture & increas$ use ( uphol/]y4 ,:51 at ! ,re/oration 9 #affj1 ,*>les ,,ii return$ f ,france1 he br\ght back some?+ ( ! ,fr5* ta/e & ! ,fr5* desire = luxury4 ,illu/ration3 ,draw-top ,table ,elizabe?an ,arm*air ,elizabe?an ,arm*air ,late ,jacobean ,*air ,late ,jacobean ,gate-leg ,table ,jacobean ,figure #aa4--;,engli% /yles 7#aefj-afij74 ,oak rema9$ ! pr9cipal furniture wood1 ) walnut fa%ionable aft] #affj4 ,furniture design1 /rongly influ5c$ by ,flemi% practice1 t5d$ to increas+ sl5d]ness & grace4 ,! melon & acorn bulb legs rema9$ 9 favor = sev]al decades2 7 sup]s$$ dur+ ! ,commonweal? by spiral turn+2 & 9 turn gave way to ! scroll1 or ,flemi% legs *>act]i/ic ( ,*>les ,,ii furniture4 ,*air backs became high & n>r[1 & 7 ( ! ladd] type or can$1 c>v$1 or uphol/]$4 ,*air backs 7 rak$1 & lat] 9 ! p]iod ! back legs ( *airs--at fir/ p]p5dicul> to ! floor z 9 ,elizabe?an practice1 7 b5t outw>d to c\nt]balance ! rake ( ! back4 ,/ret*]s cont9u$ to foll[ frame l9e1 b 7 gradually made light]1 set a little high]1 & turn$4 ,t[>d ! end ( ! c5tury ! front /ret*+ 0 rais$1 wid5$1 & c>v$ ) a cre/+ & ,c-scrolls1 z 7 _m ( ! *air backs4 ,gate-leg tables & day b$s appe>$ e>ly 9 ! p]iod--! latt] usually can$1 & ) a slop+ head & )\t footbo>d or back4 ,! c\* took ! place ( ! settee1 & 0 made fir/ ) ! squab seat1 & aft] ! ,re/oration ) ! same con/ruction & ornam5t z ! arm *air4 ,s(as 7 made l ! high-back uphol/]$ *airs1 ) arms solidly uphol/]$4 ,tall clocks & wall clocks appe>$1 & _m small /&s4 ,! ,/yle ( ,william & ,m>y 7#afhi-agjb74 ,james ,,ii1 la/ ( ! ,/u>t k+s ( ,engl&1 0 foll[$ by ! ,dut*man ,william ( ,orange & 8 wife ,m>y4 ,^! names /& = a ri* b confus$ /yle :i* m>ks ! transition betwe5 ,old ,engli% practice & ! ,dut* /yle1 fully develop$ a few ye>s lat] 9 ! reign ( ,que5 ,anne4 ,ar*itectural backgr\nds 7 light] & ri*]1 & ! walls 7 (t5 cov]$ ) velvets1 damasks1 & brocades 9 l>ge b>oque patt]ns1 or ) pap]s 9 ,*9ese designs4 ,walnut 0 ! fa%ionable wood1 b oak1 elm1 p9e1 *e/nut1 pe>wood1 c$>1 & pa9t$ bee* 7 us$1 ) m>quetry ( _m woods1 plus bone & ivory4 ,furniture 0 rectangul> 9 outl9e1 ) a free use ( curves4 ,c>v+ 0 us$ = ! legs & backs ( _m *airs1 b flat panels 7 embelli%$ ) v5e]s1 m>quetry1 & lacqu]4 ,furniture legs 7 mo/ly turn$1 ( trumpet %ape & ) bun feet1 ?\gh ! ,dut* cabriole legs1 ) pad feet & a s+le %ell c>v$ on ! knees1 7 n uncommon4 ,william & ,m>y br\ght f ,holl& ! vogue = ,*9ese ornam5t4 ,ev]yone collect$ porcela9 & drank tea2 new types ( cab9ets1 small *airs1 & occasional tables appe>$ 9 pr(usion4 ,! ,/yle ( ,que5 ,anne 7#agjb-ad74 ,! /yle ( ,que5 ,anne p]si/$1 ) unimportant *anges1 ?r\gh\t ! reign ( ,george ,i4 ,x 0 less magnific5t & impressive ?an prec$+ /yles1 b light]1 m graceful1 & m com=table4 ,! walls 7 (t5 panel$1 b 9 deal r ?an oak1 ei!r 9 ! natural color or pa9t$1 & panels 7 frequ5tly embelli%$ ) high-relief c>v+4 ,= un-panel$ walls1 *eap pr9t$ cotton fabrics l>gely replac$ ! sumptu\s mat]ials ( ! previ\s /yle1 :ile _m walls 7 cov]$ ) wallpap]s 9 l&scape or my?ological subjects1 or 9 imitation ( ve9$ m>ble or wood wa9scots4 ,ceil+s 7 pa9t$ z 9 ! ,/u>t p]iod4 ,w9d[s 7 increas$ 9 size1 & hung ) figur$ velvets1 sat9s1 damasks1 & *9tzes4 ,lacqu] cont9u$ to be vogue1 & 0 us$ on cab9ets1 scre5s1 occasional tables1 & *airs4 ,c>v+ & pa9t+--9 black & gold1 r$1 blue1 & gre5 ) gild+--7 favorite me?ods ( embelli%m5t4 ,can+ 0 common4 ,= uphol/]y ne$lepo9t1 figur$ & pla9 velvet1 & damask 7 *iefly employ$4 ,9 ?is /yle curv$ l9es supplant$ /raight l9es = ! fir/ "t 9 ,engl&4 ,cabriole legs 7 almo/ univ]sal2 *air backs 7 high & n>r[1 ) op5 fram+ & a fiddle splat1 usually pla9 b sometimes simply c>v$ or pi]c$4 ,*air-back cre/s & ! legs ( mo/ furniture 7 ornam5t$ ) a c>v$ %ell :i* rea*$ ,engl& f ,italy by way ( ,holl&4 ,high curv$ /ret*]s1 connect+ front & back legs only & ti$ at ! middle by a s+le cross /ret*]1 7 9 g5]al use b sometimes omitt$4 ,! love seat became an important piece ( furniture at ?is "t1 & 0 usually made ) a d\ble *air back1 six legs1 & uphol/]$ seat4 ,d9+ tables 7 ( ! gate-leg type1 usually ( elliptical %ape4 ,tallboys became common1 & conta9$ f six to n9e draw]s4 ,! ,georgian ,era4 ,georgian ,engl& produc$ ! decorative /yle creat$ by ,rob]t ,adam1 & ! individual furniture /yles ( ,*ipp5dale1 ,hepple:ite1 & ,%]aton4 ,,e>ly ,,georgian ,,furniture ,! developm5t ( ,engli% furniture betwe5 #agae & #agbg is ( little int]e/ save to ! exp]t4 ,! p]iod 0 a "t ( l[]$ ta/e4 ,mahogany1 introduc$ f ! ,we/ ,indies z a curiosity ab\t #agaj1 became )9 two or ?ree decades ! dom9ant cab9et wood4 ,,! ,,*ipp5dale ,,furniture ,,/yle ,!re 7 ?ree ,*ipp5dales1 all cab9etmak]s4 ,! second1 ,?omas ,*ipp5dale 7born #agaj2 di$ #aggi71 came to ,london ) 8 fa!r 9 #agbg to op5 a %op4 ,by #agce ! firm 0 prosp]+1 & #ae ye>s lat] ,?omas ,*ipp5dale 0 a great success4 ,z is usual ) m5 ( g5ius1 h[ev]1 he 0 und]valu$ by 8 contempor>ies2 & x 0 n until a hundr$ ye>s lat] t he came to be recogniz$ z ! greate/ furniture design] ( 8 race4 ,illu/ration3 ,settee ,william & ,m>y ,arm*air ,*ipp5dale ,*air ,late ,que5 ,anne ,arm*air ,*ipp5dale ,w+ ,*air ,que5 ,anne ,arm*air ,*ipp5dale ,cab9et ,william & ,m>y ,figure #ab4--;,engli% /yles 7#afij-agfj74 ,*ipp5dale s]v$ ! _w ( fa%ion1 obs]v$ & foll[$ /yle tr5ds closely1 & successively develop$ ! ,dut*1 ,rococo1 ,*9ese1 & ,go?ic /yles4 ,he lo/ popul> favor :5 ! classic revival1 l$ by ,rob]t ,adam1 became ! dom9at+ influ5ce ab\t #agfb1 & mu* ( 8 "t !reaft] 0 sp5t 9 execut+ "w = ,adam1 :o design$ furniture = h\ses b did n make x4 ,tak+ ! p]iod f #agbg to #agfe1 ,*ipp5dale's c>e] z a design] took ! foll[+ c\rse3 #agbe ,dut* mode1 ) e>ly ,georgian heav9ess4 ,! *airs _h b&y legs1 ball & claw feet1 broad seats & fiddle backs1 c>v$ & sometimes pi]c$4 ,gradually ! proportions 7 ref9$1 a %ort] & squ>] back ) r\nd$ corn]s 0 develop$1 & ! splat 0 replac$ by a ri*ly c>v$ memb]4 #agce ,dut* influ5ce yields & bl5ds ) ! ,fr5* /yles ( ! ,reg5cy & ,l\is ,,xv1 result+ 9 m sl5d] & graceful proportions & a free use ( ,rococo ornam5t4 #agde ,fr5* influ5ce pr$om9ant1 ) floral & ,*9ese lattice detail gradually introduc$ & ! ,*9ese influ5ce gr[+ /rong]4 ,lightness ( effect s\ght aft]1 & a*iev$ by means ( pi]c$ "w4 #agee ,*9ese influ5ce /rong]1 wan+ aft] #agfj4 ,betwe5 #agej & #agfj he develop$ ! ,go?ic /yle1 sometimes bl5d+ x ) ,*9ese motives4 ,= ornam5t ,*ipp5dale us$ mahogany & dep5d$ ^u c>v+1 ( :i* he 0 a great ma/]1 set (f by gild+1 japann+1 & lacqu]4 ,he made furniture = e purpose1 includ+ mirror & picture frames1 gir&oles1 pi] tables & brackets1 & *9a %elves & cab9ets 7see fig4 #c47 ,d\btless 8 *airs are 8 mo/ significant creations4 ,8 *air backs fall into ?ree classes3 #a4 ,splat or upright c5t] b>1 pass+ f pla9t splat to j> %ape pi]c$ & c>v$ ) scrolls & foliage1 & culm9at+ 9 ! elaborate ribbon back4 #b4 ,all-ov] patt]ns1 cov]+ 9 equal fa%ion ! :ole ( ! back1 & *>act]i/ic ( 8 ,*9ese & ,go?ic designs4 #c4 ,ladd]-back or horizontal rails4 ,*ipp5dale made a free use ( colorful textiles = bo? squab seat & uphol/]$ pieces1 employ+ tape/ries1 wor/$ damask1 ,spani% tool$ lea!r1 & close-/it* embroid]y4 ,,! ,,adam ,,/yle ,! classic revival1 discuss$ "u ! ,fr5* /yle ( ,l\is ,,xvi1 0 initiat$ 9 ,engl& by ! ,scot* ar*itect1 ,rob]t ,adam4 ,he 0 appo9t$ ar*itect to ! ,k+ 9 #agfb2 design$ _m important homes = private own]s2 & ) 8 bro!r ,james1 "u ! firm "n ( ,! ,adelphi 7,greek = bro!rs71 c>ri$ out an ext5sive program ( f9e resid5ce con/ruction 9 ,london4 ,rob]t ,adam di$ 9 #agib4 ,adam design$ ev]y?+ t w5t into 8 h\ses1 includ+ ! fire grates1 gir&oles1 uphol/]y1 c>pets1 & furniture4--,he 0 n a cab9etmak]1 b ! furniture made to 8 designs by o!r m5--includ+ ,*ipp5dale & ,hepple:ite--0 call$ ,adam furniture4 ,! ,adam /yle p]fectly reveals ! classic qualities ( f9e proportions & symmetrical balance1 comb9$ ) a delicacy /rongly influ5c$ by ,pompeian decoration4 ,walls 7 panel$ & pa9t$1 ) panel+ & cornice enri*$ by pa9t$ compo ornam5t4 ,ceil+s 7 9 relief1 design$ f a c5t] to fit ! room ) ! motives repeat$ 9 ! floor cov]+s4 ,adam furniture 0 9 mahogany1 sat9wood1 & pa9t$ wood4 ,?is 0 embelli%$ ) l[ relief c>v+1 n>r[ mold+s1 inlays ( exceptional delicacy & beauty1 & pa9t$ decoration4 ,=ms 7 basically rectangul>1 b s(t5$ by a free use ( curves4 ,*air legs 7 /raight & tap]+1 squ>e or r\nd1 & pla91 flut$1 re$$1 or c>v$4 ,*air backs 7 squ>e1 r\nd1 elliptical or %ield-%ap$1 uphol/]$ or fill$ ) c>v$ :eel1 lyre1 urn1 or o!r ornam5t4 ,console tables & cab9ets 7 (t5 ( semielliptical %ape1 & sidebo>ds frequ5tly 7 =m$ ( two p$e/al cab9ets1 surm\nt$ by knife urns1 & connect$ by a %elf table4 ,,! ,,hepple:ite ,,furniture ,,/yle ,george ,hepple:ite 7or ,heppel:ite--bo? spell+s are us$7 0 a design] & cab9etmak] ^: proclaim$ purpose 0 to unite elegance & utility 9 furniture4 ,8 "w 0 9 ! neoclassic /yle2 0 v /rongly influ5c$ by ,l\is ,,xv & ,l\is ,,xvi decoration1 & by ! "w ( ,rob]t ,adam2 & enjoy$ a great popul>ity f #aghe to #agie4 ,hepple:ite di$ almo/ at ! beg9n+ ( 8 vogue1 & 8 bus9ess 0 c>ri$ on by 8 wid[1 ,alice1 "u ! firm "n ( ,a4 ,hepple:ite ,co4 ,hepple:ite's furniture 0 di/+ui%$ by lightness1 ref9em5t1 & elegance4 ,x 0 *iefly 9 mahogany or sat9wood1 ) *eap] woods employ$ z a base = pa9t+ or japann+4 ,c>v+ & m>quetry 7 employ$ = embelli%m5t1 ) ! ornam5t drawn f ! same s\rces z t ( ,l\is ,,xvi & ,adam1 b ) special emphasis ^u :eat e>1 g>rya husk1 & ?ree-fea!r ,pr9ce ( ,wales' plume4 ,illu/ration3 ,sidebo>d ,hepple:ite ,settee--,%]aton ,arm*air ,hepple:ite ,*air--,adam ,arm*air ,%]aton ,side ,table--,adam ,figure #ac4--;,engli% /yles 7#agfj-ahjj74 ,except = 8 furniture :i* us$ ! cabriole legs & ,rococo ornam5t ( ,l\is ,,xv1 ,hepple:ite employ$ ! /raight tap]+ leg1 squ>e or r\nd1 & pla9-flut$ or re$$1 ) /raight1 coll>d1 or spade feet4 ,*air backs 7 mo/ *>act]i/ically ( %ield %ape1 fill$ ) c>v$ /yl+1 urns1 ! fea!r back1 or ! int]lock+ he>t =m4 ,^! backs 7 support$ by a con/ruction ( ! back legs1 & 7 n atta*$ to ! seats4 ,front legs 7except 9 ! case ( ! cabrioles7 7 p]p5dicul> to ! floor1 :ile back legs curv$ outw>d to balance ! rake ( ! back4 ,console cab9ets 7 (t5 semielliptical1 & sidebo>ds 7 rectangul> except = concave curves ne> ! ends4 ,= cov]+1 ,hepple:ite insi/$ ^u silks & sat9s1 & he 0 especially fond ( n>r[ /ripes4 ,he (t5 design$ or select$ ! drap]ies us$ ) 8 furniture & *ose ! n>r[ /ripes ( pla9 l9es & s]p5t9e patt]n ( ! ,fr5* /yles1 z well z designs ( ribbons1 fe/oons & tassels1 %ields1 circles1 & g>rya husks4 ,,! ,,%]aton ,,furniture ,,/yle ,?omas ,%]aton 7born #agea2 di$ #ahjf7 0 ! la/ ( ! great ,engli% furniture design]s4 ,he 0 /rongly influ5c$ by ,l\is ,,xvi & ,adam designs4 ,%]aton 0 n a money mak]1 al?\gh1 9 addition to cab9etmak+1 he work$ z a draw+ ma/]1 prea*]1 au?or1 & publi%]4 ,h[ev]1 he 0 a great cab9etmak] & a great design]1 unsurpass$ & probably unequal$ by any man ( 8 race 9 ! mak+ ( cab9ets1 secret>ies1 sidebo>ds1 dress]s1 & tables4 7,see fig4 #c;a1 p4 #af47 ,he us$ mahogany = d9+-room1 libr>y1 & b$room furniture2 & rosewood1 sat9wood1 & pa9t$ furniture = ! draw+ room4 ,inlay 0 8 favorite me?od ( embelli%m5t1 ) turn+1 "s c>v+1 ornam5tal v5e]+1 & pa9t+4 ,8 ornam5ts includ$ swags1 ! />1 cockle%ell1 fan1 & disk4 ,not)/&+ its app>5t delicacy1 ,%]aton's furniture 0 /ructurally s\nd4 ,! legs 7 v sl5d]1 usually r\nd b sometimes squ>e1 tap]$1 & (t5 re$$4 ,"s ( 8 lat] pieces h spiral-turn$ legs4 ,! feet 7 inconspicu\s1 usually spade or /raight & coll>d4 ,*air backs 7 *>act]i/ically squ>e1 ) a c5tral panel ris+ slightly above ! top rail1 & ! l[] rail kept ! back well up f ! seat4 ,= uphol/]y ,%]aton us$ pla91 /rip$1 & fl[]$ silks1 & gold & silv] brocades4 ,he 0 especially fond ( blue z a color1 ?ree ( 8 favorite s*emes be+ 9 blue & :ite1 blue & black1 & v pale blue & yell[4 ,! ,hepple:ite & ,%]aton /yles are simil> & _c always be di/+ui%$ )\t c>eful /udy4 ,%]aton us$ m und]brac+1 & 8 sidebo>ds h convex in/ead ( concave corn]s4 ,beside ! *>act]i/ic diff]5ce 9 *air backs1 ,hepple:ite pull$ 8 seat cov]s well ov] ! apron1 :ile ,%]aton p]mitt$ a "p ( ! seat frame to %[4 ,,am]ican ,,/yles ,! e>ly coloni/s came f ,engl& to ,virg9ia1 ,new ,engl&1 & p>ts ( ,p5nsylvania2 f ,holl& to ! ,hudson ,riv] c\ntry & ,delaw>e2 & f ,g]many to p>ts ( ,p5nsylvania4 ,! little furniture br\ght ) !m1 z well z ! ideas ^u :i* !y proce$$ to build & furni% _! homes 9 ! ,new ,_w1 7 repres5tative ( ! common h\ses ( ! small t[ns & c\ntryside ( _! native l&s4 7,see fig4 #de1 see page #bab47 ,! int]e/ 9 ,e>ly ,am]ican art is n[ s widespread1 & ! sales ( ,colonial furniture s great1 t e salesman %\ld h s\nd work+ k ( ! subject4 ,_m books are available1 a few ( :i* are m5tion$ 9 ! read+ li/4 ,"o ( ! mo/ useful is ,a ,h&book ( ! ,am]ican ,w+ ( ! ,metropolitan ,museum#ab--;a book e furniture /ore c well af=d to own4 ,,! ,,e>ly ,,colonial ,,p]iod ,! e>lie/ ,new ,engl& h\ses 7 solid b simple & primitive4 ,walls 7 ( :itewa%$ r\gh pla/] or ( wide mold$ bo>ds1 :i* 7 us$ v]tically to =m p>titions2 ceil+s ( wood1 ) expos$ joi/s re/+ ^u heavy support+ beams2 & floors ( plank4 ,furniture 0 ( ,jacobean type1 "s ( x br\ght f ,engl&1 b = ! mo/ "p made "h f oak1 p9e1 maple1 & o!r native woods4 ,! =ms 7 few & simple & includ$ cupbo>ds1 *e/s1 tre/le tables1 & *airs ( ! turn$ or wa9scot types4 ,mo/ furniture 0 left unf9i%$4 ,lat] !re came ! *e/ ( draw]s1 & *airs ( ! ,cromwellian & ,c>olean types1 (t5 ) spiral turn$ legs & scroll feet1 & ei!r can$ or ) seats & backs uphol/]$ 9 ne$lework4 ,ne> ! beg9n+ ( ! eighte5? c5tury ! op5-con/ruction rooms began to give way to complete int]ior f9i%1 ) panel$ walls4 ,! ,am]ican =m ( ! ,w9dsor *air :i* rea*$ its highe/ developm5t at ab\t ?is "t1 0 mo/ly ( hickory because ( ! adaptability ( t wood = b[s & sp9dles4 ,illu/ration3 ,c\rtesy ,m]*&ise ,m>t ,news ,bureau4 ,figure #ad4--;,h>mony 9 p]iods 9 rugs & furniture is %[n by ?is figur$ ,axm9/]1 accurate reproduction ( an old floral hook$ rug %[n ) ,e>ly ,am]ican4 ,! design is r$1 ru/1 & gre5 on wood tones1 h>moniz+ ) ! gre5 ( ! ivy 9 ! wallpap] patt]n1 & ! ru/ ( ! drap]ies4 ,,! ,,late ,,colonial ,,p]iod ,by #agej ! production ( good furniture 0 well "u way1 ) designs bas$ ^u ,e>ly ,georgian models1 & #aj ye>s lat]1 9 ! p]iod ( ! /ronge/ ,*ipp5dale influ5ce1 ! f9e homes ( ! ,colonies 7 fill$ ) v di/+ui%$ furniture ( ,am]ican design1 ( :i* ! highboy is a p]fect example4 ,! ,adam influ5ce appe>$ "h %ortly be=e ! ,revolution4 ,%]aton & ,directoire models 7 adapt$ & comb9$ by ,duncan ,phyfe ( ,new ,york1 :o %>es ) ,william ,sav]y ( ,philadelphia ! di/9ction ( creat+ "s ( ! f9e/ ,am]ican furniture4 ,,! ,,f$]al ,,p]iod ,! "w ( ,duncan ,phyfe belongs to ?is p]iod1 & x is suppos$ t ! ,:ite ,h\se 0 fir/ furni%$ by ,?omas ,jeff]son ) furniture ( t /yle4 ,de/roy$ by ! ,briti% 9 #ahad1 ! ,:ite ,h\se 0 rebuilt & furni%$ by ,james ,monroe 9 #ahag ) ,empire orig9als import$ f ,france4 ,?is /yle1 z modifi$ 9 ! ,unit$ ,/ates1 ) its heavy1 classic ornam5t1 & gilt m\nt+s1 rema9$ dom9ant until x 0 replac$ by ! ungraceful & ugly adaptations ( ! /yle ( ,l\is ,,xv :i* appe>$ 9 ,victorian ,engl& & 7 copi$ "h4 ,,! ,,mod]n ,,/yle 7,l',,art ,,mod]ne7 ,mod]n art is a t]m us$ to include aspects ( pres5t-day practice :i* dep>t widely f traditional or conv5tional models4 ,x reg>ds p]iod /yles z survivals ( a pa/1 dead & gone4 ,avoid+ m]e prett9ess1 x seeks dom9ant simplicity ?r\gh elim9ation ( ornam5t on /ructural =ms1 & an adaptation ( design to function z complete z t reveal$ by today's motor c> or skyscrap]4 ,lit]ally1 x is /reaml9$ = com=t & beauty 9 ! mod]n way4 ,broadly speak+ !re are two mod]n developm5ts 9 functional furniture3 #a4 ,!re is a classic-mod]n developm5t deeply root$ 9 tradition b adapt$ to ! ne$s ( today4 #b4 ,!re is a functional-mod]n developm5t :i*1 =sak+ ! pa/1 is giv+ u a fre%1 practical angle 9 furniture design4 ,bo? developm5ts seek com=t1 simplicity1 & beauty 9 all ways4 ,! simplicity features ( functional furniture are triumphs 9 f9i% & 9 /ructure4 ,surfaces are flat & smoo? )\t appli$ ornam5t4 ,! complet$ pieces are %>p & vigor\s 9 outl9e1 p]fection 9 f9i%1 ) long cont9u\s curves replac+ ! old %>p angles4 ,9 ! new metal furniture x is n uncommon to note t ! entire frame ( a *air1 settee1 or table has be5 made f a s+le l5g? ( metal tub+4 ,grace & lightness are natural attributes ( ^! fl[+ l9es4 ,?is contempor>y furniture also a*ieves a s9c]ity :i* m>ks a new high4 ,)\t ornam5tal features :i* *>act]ize ! classic-mod]n developm5t x is impossible to hide flaws 9 workman%ip4 ,con/ruction accord+ly is emphasiz$ r ?an conceal$4 ,!re are no fake antique effects ab\t ?is functional furniture4 ,no "o is try+ to make ^! mat]ials look l some?+ else4 ,metal is call$ metal2 maple is maple2 & nei!r1 sp>kl+ "u a br[n gra9+1 pret5ds to be walnut4 ,f9i%+ processes cont9ue to be us$ b !y aim at develop+ ! individual gra91 color1 & texture ( ea* species4 ,! foll[+ /atem5t quot$ f ! ,april #aidj1 ,bullet9 ( ! ,national ,retail ,dry ,goods ,association1 is a =cible expression ( ?is viewpo9t3 ,! majority ( consum]s int]pret su* expressions z all mahogany or g5u9e ,honduras mahogany or all maple or all walnut lit]ally1 i4 e41 t furniture s describ$ is made :olly ( mahogany or maple or walnut accord+ to ! wood nam$4 ,! ,national ,bett] ,bus9ess ,bureau recomm5ds t su* t]ms be appli$ only to ^? articles ( furniture 9 :i* all ! expos$ p>ts are made :olly ( ! wood nam$4 ,if ! expos$ p>ts are compos$ ( m ?an "o k9d ( wood su* article %\ld be describ$ by ! names ( ! pr9cipal woods us$1 viz1 mahogany & gumwood1 walnut & gumwood1 n by su* description z comb9ation mahogany1 & comb9ation walnut4 ,also x is recomm5d$ t furniture employ+ v5e]$ con/ruction be frankly describ$ 9 adv]tis+ z v5e]$4 ,to a*ieve ! f9i% & /ructural beauty ( functional furniture ! mod]n craftsman works ) v>i\s mat]ials4 ,! :ole _w is br++ to ! m>kets *oice cab9et woods to be us$ 9 produc+ hi!rto undream$-( effects4 ,magnolia1 amboyna1 bub+a1 macass>1 sat9wood1 n>ra1 makore1 pad\k1 & ?uya--^! are famili> names4 ,glass--cle>1 :ite1 & color$--has won acceptance z a /ructural mat]ial4 ,alum9um1 /a9less /eel1 & *romium plate are popul>4 ,cork v5e] ) its velvety texture & w>m color+ is excell5t surface f9i% = wood furniture4 ,metal frames ) v5e] tops (t5 are %[n 9 designs suitable = use z kit*51 sunroom1 por*1 & ev5 liv+-room furniture4 ,l9oleum tops = tables & desks af=d v>iety 9 color4 ,v>i\s syn!tic products are conv]t$ into tops :i* h be5 pro($ aga9/ heat & liquid /a9s1 ?us popul>iz+ !m = cocktail & c(fee tables4 ,color$ lacqu]s rem9isc5t ( ! ori5t h be5 appropriately us$4 ,textile designs :i* are l>gely dep5d$ ^u to supply ! necess>y ornam5t = rooms1 employ ! /raight l9es1 acute angles1 & :irl+ curves ( ! futuri/s z well z natural =ms drawn ) little or no attempt to repres5tation4 ,! end is n yet pr$ictable1 b !re is mu* to be le>n$ n[4 ,,us+ ,,/yle ,,appeal ,,9 ,,sell+ ,we may use /yle appeal 9 sell+ furniture ( any quality except ! poore/ to cu/om]s ( any level ( ta/e except ! l[e/4 ,! salesp]son %\ld h "s appreciation ( ! importance & dignity ( furniture1 & a fair work+ k ( ! =ms1 mat]ials1 & ornam5t ( ! sev]al p]iod /yles4 ,,h[ ,,furniture ,,k ,,is ,,spread+ ,we mu/ rememb] ?ree ?+s3 #a4 ,all furniture is d]iv$1 h[ev] remotely1 f e>li] =ms & !re=e c be id5tifi$ ) a /yle appeal4 #b4 ,am]ican wom5 h become /yle-consci\s 9 matt]s ( decoration4 #c4 ,! home-furni%+ art is /udi$ 9 colleges & second>y s*ools2 books deal+ ) x are widely read2 at lea/ #be million p]sons read national magaz9es :i* devote space to x2 hundr$s ( newspap]s publicize x2 p[]ful ag5cies are actively engag$ 9 wid5+ popul> k ( x4 ,,:at ,,successful ,,/yle ,,sell+ ,,involves ,9 ord] to enhance ! desirability ( an article ?r\gh an appeal to beauty ( design or /yle1 we mu/ cause ! cu/om] to see 9 x some?+ desirable :i* %e has fail$ to see = h]self4 ,to d ?is we mu/ be able to notice ?is extra some?+ ourselves1 & to convey a cle> & int]e/+ picture ( our obs]vations4 ,_m nev] see m ?an a "p ( ! sales possibilities ( :at we h to sell4 ,our m]*&ise is z common to u z an old %oe4 ,we are prone to =get t its =ms are ! result ( age-long processes ( developm5t1 its ornam5t ! h]itage f an immemorial pa/4 ,(t5 we =get its romance1 its quick5+ appeal to ! imag9ation1 its promise z a way to ri*] & m /imulat+ life4 ,to u a *air is a *air1 & a rug is j ano!r rug4 ,y w sometimes f9d x effective 9 build+ up appreciation ( a f9e ma*9e-made rug to tell h[ mu* "t w\ld h be5 requir$ = weav+ alone _h x be5 made by h&4 ,c\nt ! numb] ( tufts p] squ>e in*2 multiply by #add to get ! numb] p] squ>e foot2 !n by ! numb] ( squ>e feet 9 ! rug1 divide ! total by #b1ejj--! av]age numb] ( knots ti$ by a ,p]sian weav] 9 a full day's "w--to arrive at ! numb] ( work+ days4 ,make a few ( ^! calculations bas$ on rugs ( /&>d weave & size at y\r leisure1 & rememb] ! results = use :5 requir$4 ,to equip y\rself to emphasize /yle 9 furniture1 fir/ g ?r\gh y\r /ock c>efully1 & id5tify ! /yle ( all pieces t are accurately reproduc$ or closely adapt$ f hi/oric designs4 ,x may surprise y to le>n h[ _m pieces c be def9itely assign$ to "o ( ! hi/oric /yles4 ,! ideal way1 ( c\rse1 w\ld be to h ea* piece /yl$ & m>k$ by ! manufactur]2 ?is may come 9 "t4 ,ano!r way w\ld be to h ! /yle names agre$ ^u by ! entire sales =ce1 aft] discussion1 & m>k$ on ! tags1 s t ev]ybody w be tell+ ! same /ory4 ,b if no def9ite plan is us$1 /udy ! /ock by y\rself4 ,aft] all1 ! man :o wants to travel ahead ( ! cr[d mu/ expect to d "s pione]+1 & y w be ! "o to pr(it4 ,e clev] ori5tal-rug man realizes ! sales value ( an id5tify+ "n4 ,he kn[s t wom5 p>ticul>ly l to "k ! "n or weave ( a rug & any facts connect$ ) its design1 because ^! ?+s make !m feel m assur$ 9 buy+ & give !m some?+ to talk ab\t pridefully to _! fri5ds4 ,9 pres5t+ y\r furniture "u its hi/orical names1 be c>eful n to make claims y _c e/abli%4 ,!y w expose y to ! ridicule ( a well-in=m$ buy]1 ( :om !re are _m4 ,nev] say t a piece is a reproduction unless really x is4 ,say t x is 9 ! /yle ( or inspir$ by1 or d]iv$ or adapt$ f1 or a pres5t-day adaptation (1 or a tw5tie? c5tury int]pretation ( ! /yle to :i* y h assign$ x4 ,hav+ said ?is1 proce$ at once to give x :atev] additional importance or value y c draw f y\r k ( ! hi/ory1 p]sonalities1 or practice ( ! p]iod4 ,d n lecture b try to dramatize y\r m]*&ise4 ,! highe/ use ( language is pure self-expression4 ,only y\r *oice ( words & expression c give y\r cu/om] k9%ip ) :at y feel4 ,an encyclop$ia ( in=mation is n ( itself complete cu/om] s]vice :5 y are deal+ ) /yle1 p]iod1 color1 h>mony1 & satisfaction4 ,,dramatize ,,y\r ,,m]*&ise ,suppose1 = example1 t y want to sell an ord9>y loose-cu%ion s(a 9 blue velvet1 ) ma*9e-c>v$ cabriole legs1 roll$ arms1 & /raight-l9$ back ) curv$ ends4 ,x is easy to say1 ,"h is a h&some1 well-made s(a 9 blue velvet4 ,j ! "r ?+ = y\r room2 ! price is #ie4 ,b x is almo/ z easy1 & 9 _m cases f> m effective1 to say1 9 sub/ance3 ,?is1 z ,i und]/& x1 is :at y may h 9 m9d4 ,!re is no?+ /rik+ or extreme ab\t ! design4 ,notice ! graceful curves ( ! cabriole or f scroll legs1 :i* are completely adequate to hold up ! heavy body2 note h[ ^? same curves are e*o$ 9 ! arms & sugge/$ 9 ! back1 s t ! :ole piece reveals h>moni\s l9es4 ,?is s(a expresses ! quality ( repose :i* makes x s important 9 ! prop]ly furni%$ mod]n home4 ,or1 suppose y h a reproduction ( a ,*ipp5dale ladd]-back *air4 ,) #i possible buy]s out ( #aj1 x w\ld be fooli% to try to sell su* a piece ?r\gh ! bald /atem5t t x is a beautiful ,*ipp5dale *air4 ,a bett] approa* w\ld be z foll[s3 ,"h is an arm*air reproduc$ f "o ( ,*ipp5dale's ma/]pieces4 ,if y w set x (f by itself y w see its extraord9>y grace & h>mony ( l9e4 ,9 ?is piece we h ,*ipp5dale's conception ( ! ladd] back--a v old =m ( *air express$ 9 fl[+ curves :i* desc5d rhy?mically f top rail to floor4 ,z a *air x is p]fect--/aun*1 ?or\ghly com=table1 & endur+2 x is ev5 m desirable z a "w ( art4 ,anyone may well be pr\d to own x4 ,?is language is n int5d$ to be /ilt$4 ,if deliv]$ casually1 ) no ?\ght ( recit+ a memoriz$ p>agraph1 or ( deliv]+ a set spee*1 ^! ideas w be effective 9 su/a9+ int]e/ :ile1 in=mally1 y direct att5tion to o!r features4 ,high-light+ or dramatiz+ y\r m]*&ise is z difficult z x is necess>y :5 "o mu/ gu>d aga9/ failure by enhanc+ ! desirability ( ! m]*&ise4 ,,/yle ,,appeals ,,bas$ ,,on ,,p]iod ,,decoration ,y\r description %\ld n be left to *ance or to ! inspiration ( ! mom5t4 ,?9k !m out at home or 9 y\r free "t 9 ! /ore1 & plan j h[ & :5 y w use !m4 ,^! high lights may be bas$ ^u hi/ory1 beauty1 & s5tim5t4 ,to illu/rate3 ,b$room ,suite ,adapt$ ,f ! ,/yle ( ,l\is ,,xvi4 ,hi/ory4--,9 ?is suite we h a reflection ( ! la/ ( ! great decorative /yles develop$ 9 ,france "u ! ,b\rbon ,k+s4 ,l\is ! ,sixte5? 0 k+ ( ,france :5 our =efa!rs sign$ ! ,decl>ation ( ,indep5d5ce4 ,!re 0 great gratitude & admiration = ,france 9 ^? days1 :i* inspir$ ! importation ( a good deal ( furniture ( ?is /yle = ! /ateli] homes ( ,am]ica4 ,wa%+ton b\ght "s ( x = ,m\nt ,v]non1 & ,jeff]son = ,monticello4 ,s5tim5t4--,?is suite call$ ,l\is ,,xvi1 nam$ = an era made brilliant by ! lat] c\rts ( ,france1 is rem9isc5t ( ! days ( ,m>ie ,anto9ette4 ,lov]s ( /yle & beauty ! _w ov] h = decades1 ev5 c5turies n[1 look$ back to ! days ( ! la/ lavi% escapades ( ! ,fr5* c\rts :5ev] !re is a resurge ( ! human appetite = ! ornate1 gild$ opul5ce ( color & design t y see *>act]iz$ 9 ^! pieces4 ,beauty4--,9 ?is suite we f9d ! sl5d] proportions1 f9e l9es1 *a/e ornam5tal =ms & delicate grace ( ! /yle ( ,l\is ,seize4 ,see h[ skillfully ! /r5g? & dignity ( ^! pieces is insur$ by ! /raight v]tical l9es ( ! frames1 & _! effect ( s(t & luxuri\s ease by ! curves ( ! top rails & mirrors4 ,cab9et1 ,*e/1 or ,d9+ ,suite ,adapt$ ,f ,/yle ( ! ,italian ,r5aissance4 ,hi/ory4--,?is piece 0 c]ta9ly made 9 ,am]ica1 & x may h be5 made )9 ! pa/ #b mon?s--x is new 9 our /ock4 ,yet 9 e l9e & detail x recalls to u ! great age ( ! ,italian ,r5aissance1 :5 ! ,new ,_w 0 be+ discov]$ & explor$1 & ! ,old ,_w made ov] = ! developm5t ( mod]n life4 ,s5tim5t4--,wom51 ( c\rse1 c\nt$ greatly dur+ ! ,italian ,r5aissance2 b !y did n dom9ate ! design ( furniture z !y d today4 ,note ! virility ( ?is design--its /raight1 vigor\s l9es1 its solidity & /r5g?1 its unyield+ angles1 & its simple1 sp>se ornam5t4 ,beauty4--,!re are times & places :5 delicacy & da9t9ess fail to please4 ,= ! room t has su* a place no?+ c\ld be m appropriate & satisfy+ ?an ?is cab9et1 design$ 9 ! virile _s ( ! ,italian ,r5aissance4 ,!re is a beauty 9 /raight l9es1 9 /rong & noble proportion1 9 ri* d>k color+4 ,^! tabloid /atem5ts are ( c\rse to be reg>d$ z sugge/ions1 n z models4 ,make up y\r own1 c\*$ 9 y\r own language1 & bas$ ^u y\r own m]*&ise & y\r own cu/om]s4 ,b d n assume t ?is sort ( ?+ _c be done 9 y\r /ore & ) y\r cu/om]s1 or t x is old-fa%ion$1 & ( no value4 ,x mu/ be done at c]ta9 times if we want to sell furniture 9 volume & on o!r bases ?an utility & price4 ,,two ,,classes ,,( ,,exceptional ,,cu/om]s ,9 mak+ a /yle appeal bas$ ^u p]iod decoration y w occasionally enc\nt] cu/om]s :o belong to ei!r ( two classes1 bo? small1 b important en\gh to m]it brief m5tion-- #a4 ,^? :o express contempt = mod]n ma*9e-made furniture4 #b4 ,^? :o h no use = p]iod design & (t5 = ! :ole matt] ( /yle4 ,no?+ w be accompli%$ by argum5t4 ,b ! "o :o scorns /yle probably does n c>ry t idea ov] into 8 pur*ase ( clo?+ = himself or ( ! automobile he drives4 ,9 deal+ ) ?is type ( cu/om] x may be wor? :ile to po9t out t ! ma*9e at lea/ has enabl$ u to reproduce ! truly beautiful pieces ( ! old ma/]s ) _! full beauty pres]v$ & to make !m available to p ( ord9>y means4 ,c]ta9ly society c\ld n support ! imm5se numb] ( craftsm5 t w\ld be necess>y to make good furniture by h&4 ,nor is x a "q ( pay+ m = /yle4 ,:5 "o *ooses well-/yl$ furniture x is true t he pays = mat]ials & labor1 b he gets 9 addition ! di/9ction t comes f ri* hi/orical associations1 & ari/ocratic l9eage4 ,,que/ions #a4 ,h[ w\ld y make a /yle appeal bas$ ^u p]iod decoration to a cu/om] :o pr(ess$ contempt = mod]n ma*9e-made furniture8 #b4 ,:at /eps w\ld y take 9 sell+ a reproduction ( ! ,*ipp5dale splat-back *air8 #c4 ,:at are ! *>act]i/ics ( ! f\r out/&+ furniture p]iods kn[n z ! ,fr5*1 ,e>ly ,engli%1 ,georgian1 & ,am]ican8 7,consid] ea* p]iod f ! viewpo9t ( hi/oric date1 l9es1 proportions1 woods1 uphol/]+ fabrics1 & mod]n use74 #d4 ,:y may ,%]aton1 ,hepple:ite1 & ,duncan ,phyfe furniture be us$ toge!r8 #e4 ,:at is meant by ! foll[+3 ,mod]n arises f ! fact t its design]s are nei!r b\nd by traditions ( ! pa/ nor w$d$ to ! pres5t1 b move al]tly up & d[n ! c5turies--comb9+ ! old & ! new--) a refre%+ disreg>d ( dyna/ies & dates8 #f4 ,to :at ext5t is /reaml9+1 n[ an accept$ feature ( kit*5 equipm5t1 appe>+ 9 metal & wood furniture8 #g4 ,contempor>y furniture f9ds expression 9 hone/ con/ruction4 ,con/ruction is emphasiz$ r ?an conceal$4 ,9 :at ways w\ld y say s9c]ity 0 ! mo/ revolution>y *>act]i/ic ( contempor>y furniture8 #h4 ,:at has be5 contribut$ 9 dome/ic com=t by ! idea ( int]*angeable unit furniture8 #i4 ,:at unusual s]vice features are af=d$ by ! sectional s(a8 ,is ?is tr5d likely to become fix$ z a furniture emphasis or is x m]ely seasonal8 #aj4 ,:]e are ! great furniture manufactur+ c5t]s 9 ! ,unit$ ,/ates8 ,:]e & :5 are our big furniture /yle %[s held8 ,by :om8 ,,sugge/$ ,,read+ ,,li/ ,,burr[s1 ,,!lma ,m4 ,successful ,home ,furni%+4 ,manual ,arts ,press1 ,peoria1 ,ill4 #aich4 ,basic ,p]iods ( ,influ5ce1 ,i1 pp4 #ae-de4 ,ref]5ce ,app5dix1 pp4 #abc-acc4 ,,fales1 ,,w9nifr$4 ,:at's ,new 9 ,home ,decoration8 ,dodd1 ,mead ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aicf4 ,p]iod ,furniture1 ,,viii1 pp4 #aej-agd4 ,,gold/e9 ,,h>riet & ,,vetta4 ,art ,9 ,e ,day ,life4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aibe4 ,furniture ,arrangem5t4 ,h>mony1 p4 #ba2 ,proportion1 p4 #eg2 ,balance1 p4 #hc2 ,emphasis1 p4 #ada4 ,,kimb]ly1 ,w4 ,l4 ,h[ ,to ,"k ,p]iod ,/yles ,9 ,furniture4 ,gr& ,rapids ,furniture ,record ,co41 ,gr& ,rapids1 ,mi*4 #aiab4 ,,k\es1 ,,hel54 ,h[ ,to ,be ,y\r ,own ,decorator4 ,tudor ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,p]iod ,*>act]i/ics 9 ,furniture1 ,,ii1 pp4 #ab-be4 ,furniture ,arrangem5t1 ,,iv1 pp4 #cg-di4 ,,p[ell1 ,,lydia4 ,! ,attractive ,home4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,! ,mod]n ,/yle1 pp4 #ajd-aac4 ,! ,c\ntry ,home1 pp4 #aac-abj4 ,,seal1 ,,e!l ,,davis4 ,furni%+ ,! ,little ,h\se4 ,c5tury ,co41 ,new ,york1 ,n4 ,y4 ,f\ndations 9 ,good ,furniture1 ,v1 pp4 #gi-if4 ,on ,dress ,p>ade ,beh9d ,! ,sc5es1 ,,xii1 pp4 #ahe-bjj4 ,,/ew>t1 ,,ross & ,,g]ald1 ,,john4 ,home ,decoration4 ,g>d5 ,city ,publi%+ ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 #aich4 ,elem5ts ( ,traditional ,/yles1 ,,xiv1 pp4 #bdi-cje4 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce1 ,national ,committee on ,wood ,utilization4 ,furniture3 ,its ,selection & ,use4 #aica4 ,"p ,,iii1 pp4 #ge-ih4 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice4 ,,:iton1 ,,%]rill4 ,elem5ts ( ,int]ior ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 #aicg4 ,p]iod ,decoration & ,furniture1 ,,iii1 ,v1 ,,vi1 ,,vii1 pp4 #ia-bcc4 ,ta/e1 ,/yle1 & ,fa%ion1 ,,xxi1 pp4 #fbg-fdg4 ,furniture ,arrangem5t1 ,,xxiii1 pp4 #ffe-fha4 ,,wright1 ,,agnes ,,fo/]4 ,int]ior ,decoration = ,mod]n ,ne$s4 ,fr$]ick ,a4 ,/okes ,co41 ,new ,york1 ,n4 ,y4 #aiag4 ,,vii1 pp4 #ajg-afe4 ,,footnotes3 #d ,= ?\s&s ( ye>s ! *air 0 a symbol ( /ate & dignity1 & n an article = ord9>y use4 ,common p 7 n p]mitt$ to sit on *airs1 & few ( ! great lords 7 p]mitt$ to sit on *airs 9 ! pres5ce ( ! k+4 ,! *air did n become common until ! sixte5? c5tury2 be=e t1 *e/s1 b5*es1 & /ools 7 us$4 #e ,^! hut*es1 or small *e/s1 held ! clo?+1 p]sonal belong+s1 & mat]ials = ! mass :5 ! b>on 0 en r\te f "o ca/le to ano!r1 & 7 c>ri$ on ! backs ( pack mules4 ,f ?is rudim5t>y beg9n+ all mod]n =ms ( case goods h evolv$4 #f ,! ,fr5* qu or f9al que z 9 b>oque1 is pron\nc$ l k4 ,! acc5t is always on ! f9al syllable4 #g ,! ,fr5* e & et are pron\nc$ l a4 #h ,pron\nc$ ,knz4 #i ,pron\nc$ fo-tuh-ye1 ! uh hav+ almo/ an r s\nd z 9 burn1 ! f9al e practically sil5t4 #aj ,pron\nc$ sehz1 practically ! ,engli% ^w says4 #aa ,pron\nc$ d'rk-twr4 #ab ,a ,h&book ( ! ,am]ican ,w+2 ,metropolitan ,museum ( ,art1 ,new ,york1 ,n4 ,y41 #aibh4 ,price #a4 ,unit ,v ,,furniture ,,woods--,,_! ,,orig9 ,,& ,,use ,value & ,price 9 ,relation to ,home ,furni%+s4 ,pr9cipal ,furniture ,woods4 ,mak+ ! ,mo/ ( ,wood ,/ructure & ,its ,appeal to ! ,eye4 ,importance ( ,craftsman%ip4 ,illu/ration3 ,c\rtesy ! ,v5e] ,association4 ,figure #ae4--,v>iety 9 ,v5e] ,slic+4 #a4 ,flat cut--,am]ican walnut1 two-piece mat*$4 #b4 ,crot*--,avodire4 #c4 ,/ump-wood--,am]ican walnut1 f\r-piece mat*$4 #d4 ,qu>t]--,african mahogany1 mottl$ & fiddleback4 #e4 ,rot>y--,a% 7,tamo74 #f4 ,burl--,maid\1 two-piece mat*$4 ,unit ,v4--,,furniture ,,woods--,,_! ,,orig9 ,,& ,,use ,,value ,,& ,,price ,,9 ,,relation ,,to ,,home ,,furni%+s ,! mat]ials 9 a piece ( furniture1 & ! way ^? mat]ials are put toge!r1 affect n only its appe>ance1 b also its durability & behavior 9 s]vice4 ,appe>ance & durability bo? help to det]m9e value4 ,!y are factors :i* usually influ5ce a cu/om] t[>d or aga9/ a pur*ase4 ,b ! cu/om]1 unaid$1 _c be expect$ to see & appreciate ^! factors at _! true importance4 ,!re=e a s\nd k ( mat]ials & con/ruction1 plus ability to use t k effectively1 is ess5tial to ! salesp]son :o wants to take ! road to high] e>n+s4 ,e sale is a process ( weigh+ "o satisfaction aga9/ ano!r4 ,^? :o buy f %e] necessity comp>e price aga9/ price1 or price aga9/ t]ms4 ,^? :o buy = any o!r reason weigh price aga9/ value4 ,d n =get t price & value are by no means ! same ?+4 ,a l[ price does n automatically con/itute1 f ! cu/om]'s viewpo9t1 a high value4 ,! price ( an article is fix$ by ! deal]4 ,! value ( t article is fix$ by ! buy]1 s9ce x dep5ds1 n ^u :at ! article co/s to make or :at is ask$ = x1 b ^u :at x is wor? to h]4 ,except = ! confirm$ b>ga9 hunt]1 no buy] w buy any?+1 at any price1 unless %e believes t x w add to h] satisfactions4 ,on ! o!r h&1 few p]sons w buy any?+1 h[ev] satisfactory1 unless !y believe x to be wor? ! price4 ,x foll[s1 z a fundam5tal rule ( salesman%ip t price is almo/ nev] ! fir/ consid]ation 9 ! m9d ( ! buy]1 b t x is almo/ always ! second consid]ation4 ,= ?is reason1 few sales c be complet$ )\t a demon/ration ( value4 ,,y\r ,,own ,,buy+ ,,habits ,/udy y\r own buy+ habits1 & y w see t y seldom make a pur*ase on ! basis ( price alone4 ,always y consid] value4 ,consci\sly or o!rwise1 y comp>e ! satisfaction y hope to ga9 aga9/ ! price y are ask$ to pay4 ,y l a b>ga91 b y recognize t l[ price1 by itself1 does n con/itute a b>ga94 ,,two ,,/ages ,,9 ,,sell+ ,! buy+ habits ( ! great majority ( y\r cu/om]s are no diff]5t ?an y\r own4 ,p g5]ally w n buy a piece ( furniture at any price unless !y fir/ believe1 ( _! own initiative or z ! result ( y\r ef=ts1 t x w af=d !m satisfaction1 = _! own use4 ,hav+ f\nd su* a piece1 !y /ill w refuse to buy x until !y also become conv9c$ t its value measur$ 9 t]ms ( _! own satisfactions1 equals or exce$s ! price4 ,?us ! av]age sale consi/s ( two /ages3 ,fir/1 help+ ! cu/om] f9d ! m]*&ise t meets h] ne$s & satisfies h] ta/es1 at ! price %e c af=d to pay 7n1 necess>ily1 ! price %e desires1 expects1 or has express$ a will+ness1 to pay74 ,second1 conv9c+ h] t ! article is a good value = ! price4 ,a preval5t fault among ev5 exp]i5c$ furniture salesp]sons is ! failure to deal adequately ) ! fir/ /age--t ( f9d+ out :at ! cu/om] wants4 ,) int]ior decorators & _m drap]y salesp]sons ! second /age--demon/ration ( value--is m (t5 neglect$4 ,moreov]1 mu* bus9ess is lo/ by m5 :o rev]se ! logical process1 & beg9 _! demon/ration ( ! value ( an article be=e _! cu/om] has t5tatively accept$ x z adapt$ to h] own ne$s & ta/es4 ,on ! o!r h&1 innum]able sales are sacrific$ ?r\gh reliance ^u m]e ass]tion ( value1 or ^u disc\nts or m>k$-d[n prices1 ) a consequ5t failure to deliv]1 at ! end1 a conv9c+ demon/ration ( value4 ,9 su* a demon/ration con/ruction & mat]ials w occupy ! spotlight4 ,,con/ruction ,,less ,,int]e/+ ,,to ,,wom5 ,,?an ,,mat]ials ,am]ican wom5 are n too mu* int]e/$1 z a rule1 9 ! con/ruction ( ! articles !y buy4 ,?is is n because !y reg>d s\nd con/ruction z unimportant1 b because !y h be5 taught to take x m or less = grant$4 ,_! *ief conc]n 9 any product lies 9 :at x w d = !m1 & !y d n c>e a great deal ab\t h[ t result is insur$4 ,an analysis ( magaz9e adv]tis+ w reveal ! fact t con/ruction is r>ely us$ z an adv]tis+ appeal2 a c\nt ( sev]al curr5t issues indicates ab\t #a case 9 #bj4 ,!re is a mu* wid] int]e/ 9 mat]ials1 includ+ furniture woods & ! floor cov]+1 drap]y1 & uphol/]y fabrics2 ?\gh ev5 "h ! prim>y conc]n ( ! great majority ( buy]s is ) ! effect ( ^! mat]ials ^u _! homes & !mselves r ?an ) ! mat]ials z su*4 ,accord+ to an indu/ry survey1 #f wom5 out ( #ajj h no int]e/ 9 furniture2 #fa are int]e/$ 9 x prim>ily z a means ( mak+ _! homes m attractive2 #af are *iefly int]e/$ 9 furniture woods2 #ad 9 /yle or appe>ance2 & #c 9 con/ruction4 ,,h[ ,,?is ,,attitude ,,( ,,m9d ,,affects ,,our ,,int]e/s ,! widespread disposition ( wom5 to take con/ruction & mat]ials = grant$ t5ds to r$uce emphasis ^u quality1 =ces prices t[>d unnecess>ily l[ levels1 & cuts d[n volume & pr(its4 ,x enc\rages ! production ( poor m]*&ise1 !reby und]m9+ public confid5ce 9 furniture & furniture deal]s4 ,a s\nd k bo? ( mat]ials & ( con/ruction w help demon/rate ! sup]ior value ( m co/ly m]*&ise :5 su* m]*&ise lies )9 ! cu/om]'s buy+ p[]4 ,?is k1 prop]ly us$1 w ( c\rse enable sales to be spe$$ up1 a l>g] numb] ( cu/om]s to be wait$ on1 & a l>g] p]c5tage ( sales to be made4 ,ev5 :5 ! salesman is emphasiz+ woods & fabrics1 ! mat]ials ( :i* home furni%+s are made1 he mu/ w9 ! cu/om]'s confid5ce 9 ! quality ( con/ruction1 ! craftsman%ip ) :i* ^! mat]ials are put toge!r1 if he w\ld effectively m9imize :at to him is price resi/ance4 ,,pr9cipal ,,furniture ,,woods ,9 all p]iods ( high civilization m5 h felt a deep int]e/ 9 ! furniture woods4 ,! %e] beauty ( ^! woods1 _! association 9 s5tim5t & leg5d ) ! noble trees ( _m l&s1 _! nev]-end+1 nev]-repeat+ v>iations ( figure & %ad+1 ! romantic /ories ( _! j\rney+s by %ip or c>avan f ! f> ends ( ! e>?--^! ?+s always h delight$ m5 & wom5 ( ta/e4 ,und\bt$ly !y :o sell furniture "k too little ab\t ! furniture woods1 talk too little ab\t !m1 make f> too little use ( _! p[]ful appeal to ! eye & ! emotions4 ,if !y c le>n to "k !m intimately1 & to reg>d !m1 n z m]*&ise m]ely1 b z some?+ f9e & nobly beautiful1 !y _c fail to inspire widespread admiration & desire = own]%ip4 ,a ,,li/ ,,( ,,! ,,lead+ ,,furniture ,,woods ,9 app5dix ,d1 page #bee1 w be f\nd a brief acc\nt ( lead+ furniture woods4 ,mo/ ( ^! woods are us$ today1 & _m ( !m w be f\nd 9 y\r /ock4 ,ours is an age :i* takes great delight 9 colorful & beautifully figur$ woods4 ,an a/oni%+ v>iety ( new species has come into comp>atively rec5t use z ! result ( exploration 9 ,africa1 ,au/ralia1 & ! m remote & difficult areas ( ,c5tral & ,s\? ,am]ica4 ,salesp]sons are /rongly urg$1 ?r\gh ?is & o!r s\rces1 to become famili> ) ! lead+ furniture woods 9 ord] to possess ! backgr\nd necess>y to ar\se appreciation ( ! beauty1 di/9ction1 & r>ity ( ! woods us$ 9 furniture manufacture & to convey an adequate s5se ( ! "t1 skill1 & exp5se necess>y to make ^! lovely woods available 9 /rong & endur+ =m = ! mod]n home4 ,illu/ration3 ,c\rtesy ! ,v5e] ,association4 ,figure #af4--,v5e] slic]3 ,note ! f9i%$ slices 9 ! middle =egr\nd & ! trem5d\s l5g? ( ! log--! full l5g? ( ! slic] 7#af feet74 ,work+ ) amaz+ spe$1 ?is slic] frequ5tly requires ! att5dance ( ?ree op]ators at ! same "t4 ,,mak+ ,,! ,,mo/ ,,( ,,wood ,,/ructure ,,& ,,its ,,appeal ,,to ,,! ,,eye ,z is well kn[n1 trees gr[ 9 diamet] by ! addition ( new lay]s ( wood1 "o ( :i* =ms j "u ! b>k ea* ye> dur+ ! life ( ! tree4 ,if gr[? is rapid1 ^! lay]s1 :i* are kn[n z annual r+s1 w be relatively ?ick2 if sl[1 !y w be ?94 ,9 w>m climates ! gr[? ( _m trees is almo/ cont9u\s1 ! fib] relatively uni=m1 & ! annual r+s v slightly m>k$4 ,9 cold climates gr[? is rapid 9 spr+ & summ]1 b almo/ ceases 9 w9t]1 & ! annual r+s are %>ply m>k$4 ,! wood produc$ fir/ 9 ea* ye> is frequ5tly diff]5t f t produc$ lat] 9 ! ye>1 s t a di/9ction is drawn betwe5 ! e>ly spr+wood & ! lat] summ]wood4 ,9 su* cases a cross section ( ! tree trunk w %[ a numb] ( conc5tric annual r+s ^: numb] is equal to ! age ( ! region ( trunk cut4 ,9 c]ta9 k9ds ( trees1 = in/ance1 species ( p9es & leaf-%$d+ oaks1 aft] ! wood has atta9$ a c]ta9 age1 x d>k5s 9 color1 s t :5 a crosscut ( a #ajj-ye>-old "p ( ! trunk is tak51 ! d>k] old] c5tral wood contra/s z he>twood ) ! surr\nd+ pale sapwood4 ,all h>dwoods conta9 a multitude ( long cont9u\s wat]-conduct+ tubes t]m$ wood vessels2 9 cross section !y are (t5 visible to ! nak$ eye z pores4 ,9 woods l oak & a% ^! pores are easily visible 9 cross section z m9ute holes1 & 9 longitud9al section z f9e grooves1 :i* are (t5 acc5tuat$ by furniture mak]s ?r\gh treatm5t ) a d>k fill]4 ,9 woods l maple & gum ! pores are too small to be se5 )\t a microscope4 ,oak1 *e/nut1 a%1 & elm are conspicu\s memb]s ( ! r+-por\s gr\p ( h>dwoods1 s call$ because "o or m r[s ( l>ge pores are =m$ at ! beg9n+ ( ea* annual r+4 ,walnut & mahogany are diffuse-por\s because ! pores1 ?\gh pla9ly visible1 are m ne>ly uni=m 9 size ?r\gh\t ! annual r+s4 ,9 addition to ! annual r+s & pores1 trav]s+ ! wood at "r angles to ! fib]s are ?9 /r+like /ructures t run f ! outside ( ! wood radially inw>d t[>d ! pi?4 ,9 "s woods ^! rays are too m9ute to play a "p 9 ! visible figure ( ! wood1 :ile 9 o!rs1 notably ! oak1 !y are conspicu\s1 & 9 qu>t]-saw$ bo>ds produce ! effect kn[n z silv] gra9 or flake4 ,^! are ! m$ull>y rays4 ,= m detail$ in=mation ab\t wood /ructure1 consult any reliable encyclop$ia4 ,^! v>iations 9 /ructure1 plus v>iations 9 color+1 con/itute ! physical basis = ! innum]able *>m+ effects :i* exp]t wood work]s are able to create = ! furniture lov]4 ,"s ( ^! effects c be produc$ 9 solid wood2 o!rs 9 v5e] only4 ,!y result f f\r g5]al me?ods ( cutt+3 ,pla9 saw+1 or cutt+ m or less ) ! gra9 at "r angles to ! rays4 ,qu>t]-saw+1 or cutt+ across ! gra91 p>allel to ! rays4 ,transv]se saw+1 or cutt+ 9 a direction nei!r flat nor qu>t]1 b betwe5 !m4 ,rot>y slic+1 9 :i* ! knife or ! v5e] la! foll[s ! l9es ( annual gr[?1 b cuts across !m irregul>ly to yield a /rik+ effect ( wavy l9es & p>abolas4 ,! int]e/ ( furniture buy]s lies 9 ! beauty1 durability1 romantic appeal & pre/ige value ( ! v>i\s woods1 & n 9 ! te*nical processes by :i* _! individuality & f9e qualities are br\ght out4 ,h[ev]1 a few facts conc]n+ ! v>i\s types ( figures are "h set d[n = possible em]g5cy use4 ,,v5e] ,,& ,,plywood ,illu/ration3 ,flat ,slic+ ,qu>t] ,slic+ ,half-,r\nd ,slic+ ,rot>y ,slic+ ,figure #ag4--,slic+ illu/rat$4 ,! art ( produc+ & us+ v5e]s dates back to ! e>lie/ days ( civilization1 says ! ,encyclop$ia ,britannica4#ac ,al?\gh we d n "k :5 & :]e ! art ( v5e]+ 0 inv5t$1 !re is no d\bt t x _h rea*$ a high developm5t 9 ,egypt #c1ejj ye>s ago4 ,x 0 practic$ by ! anci5t ,babylonians & ,assyrians1 by ! ,greeks1 & p>ticul>ly by ! ,romans1 :o us$ x n only 9 furniture-mak+ b also 9 door frames & panels4 ,!re is a record t ,cic]o1 celebrat$ ,roman orator1 paid = a v5e]$ table ( citrus wood a sum equival5t to #bj1jjj 9 gold4 ,:5 ! anci5t ,european civilization gave way to ! ,d>k ,ages1 ! art ( v5e]+ 0 tempor>ily lo/1 only to be reviv$ 9 ! =m ( inlays dur+ ! ,r5aissance4 ,true v5e]+ did n become common 9 ,europe until aft] ! middle ( ! sev5te5? c5tury1 :5 a new type ( saw 0 inv5t$ :i* w\ld divide a plank into ?9 %eets4 ,z an e>ly result ( ! discov]y ( ! ,new ,_w & ! sea r\te to ,india & ! ,ea/1 _m r>e & exotic woods 7 c>ri$ to ,spa91 ,holl&1 ,france1 & ,engl& & us$ z v5e]s & inlays 9 ! sev5te5? & eighte5? c5turies--among !m mahogany1 sat9wood1 amboyna1 k+wood1 rosewood1 tulipwood1 am>an?1 h>ewood1 & v]million4 ,! art ( v5e]+ rea*$ ! po9t ( te*nical p]fection dur+ ! reign ( ,l\is ,,xiv1 & ev] s9ce t "t x has be5 practic$ by mo/ ( ! great cab9etmak]s 9 all c\ntries2 except ( c\rse1 9 ! case ( ! c>v]s1 ( :om ,*ipp5dale is ! out/&+ example4 ,mo/ ( ! magnific5t furniture ( ,france1 t ( ! ,hepple:ite1 ,%]aton1 & ,adam /yles 9 ,engl&1 & ! really di/+ui%$ furniture ( ! late ,colonial & ,f$]al p]iods 9 ,am]ica1 made a free use ( v5e]s4 ,! :ole process ( mak+ v5e]s1 f ! selection ( a tree 9 "s f> corn] ( ! globe to ! f9i%$ plywood1 is a long & exact+ "o :i* dem&s ! te*nical k ( sci5ti/s1 eng9e]s1 & *emi/s z well z ! ta/e ( ! arti/4 ,illu/ration3 ,c\rtesy ,! ,v5e] ,association ,figure #ah4--,%[+ ! con/ruction ( sev5-ply plywood4 ,! gra9 ( ea* lay] is at "r angles to t ( ! adjac5t ply4 ,briefly1 we c say t ! logs mu/ be transport$1 /udi$ c>efully 9 ord] to det]m9e j h[ to secure ! mo/ beautiful effects f ! wood1 usually soak$ or condition$ to s(t5 ! fib]1 & slic$ or saw$ into %eets ( v5e]1 :i* are aft]w>d dri$ c>efully4 ,?is is a "w = speciali/s1 & is usually done at e/abli%$ v5e] mills4 ,at ! furniture factory ! %eets mu/ aga9 be c>efully /udi$1 mat*$1 clipp$1 tap$1 glu$1 & built "u a pressure ( #bjj to #cjj p\nds into ! f9i%$ plybo>ds4 ,a s+le tree may yield #ejj bo>d feet ( lumb] or ! same numb] ( surface feet #a in* ?ick4 ,cut into ?9 face v5e]s ?is same tree w\ld yield #aj1jjj squ>e feet or #bj times z mu* 9 t]ms ( surface area4#ad ,,advantages ,,( ,,plywood ,te*nically1 plywood is ! product result+ f ?ree or m lay]s ( v5e]s jo9$ ) glue1 & usually laid ) ! gra9 ( adjo9+ plies at "r angles4 ,almo/ always an odd numb] ( plies are us$ to secure balanc$ con/ruction4 ,! outside plies are call$ faces1 or face & back4 ,! c5t] ply is call$ ! core1 & int]v5+ plies1 laid at "r angles to ! o!rs1 are call$ cross b&s4 ,plywood is a device = comb9+ lightness & great /r5g? ) fre$om f ! t5d5cy to w>p & split4 ,mod]n eng9e]+1 *emi/ry1 & ma*9]y h br\ght ! production ( plywood to a po9t ( p]fection :]e x is z /rong1 weight = weight1 z /eel4 ,x is wood eng9e]$ = beauty1 /r5g?1 & economical application4 ,its peculi> excell5ce1 z contra/$ ) solid wood1 results f equaliz+ ! normal int]nal /resses ( ! wood by runn+ alt]nate lay]s 9 diff]5t directions4 ,9 /&>d five-ply con/ruction1 widely us$ = good furniture1 ! two out] & ! middle ply1 or core1 h ! gra9 runn+ 9 ! same direction1 :ile ! second & f\r? plies1 or cross b&s1 h ! gra9 runn+ at "r angles to t ( ! o!rs4 ,plywood 0 produc$ by ! ,*9ese ?\s&s ( ye>s ago1 & is f\nd 9 ! furniture ( ! anci5t ,egyptians4 ,yet x has tak5 mod]n +5uity plus eng9e]+ & *emical skill to develop a product capable ( meet+ ! l>ge scale b exact+ requirem5ts ( today--a product n[ us$ on l&1 9 ! air1 & on ! seas4 ,plywood 0 n produc$ by ma*9]y1 & 9 comm]cial quantities1 until ab\t #ej ye>s ago1 :5 plywood factories 7 />t$ 9 ,russia4 ,n9ety p]c5t ( all wood furniture manufactur$ today is ( v5e] & plywood con/ruction4 ,x is us$ 9 ! int]e/ ( economy1 /r5g?1 flatness1 & beauty1 n only 9 cab9et & furniture mak+ b also 9 resid5ce & (fice build+1 coa*-build+ & v>i\s eng9e]+ indu/ries1 includ+ aviation4 ,plywood (f]s maximum /r5g? 9 all directions comb9$ ) m9imum weight4 ,,bo? ,,solid ,,& ,,v5e] ,,available ,,9 ,,wood ,,furniture ,"s p]sons adamantly insi/ t to be truly good quality1 furniture mu/ be solid1 built :olly ( "o wood4 ,:ile _m exp]ts insi/ t ?is view is unt5able1 ^? :o insi/ ^u x %\ld1 ( c\rse1 buy solid pieces4 ,to d s w frequ5tly involve d5y+ !mselves ! full beauty ( ! f9e gra9+ :i* normally c be _h only 9 v5e]4 ,! salesman & ! indu/ry %\ld jo9tly educate ! cu/om] t good v5e] is n only ) u to /ay1 b is us$ 9 "s ( ! be/ furniture made any:]e 9 ! _w & t good ,am]ican v5e] has la/+ qualities 9 addition to its value 9 br++ to ! av]age home gra9+ & f9i% t c nev] be obta9$ 9 furniture made f solid wood4 ,,sell+ ,,v5e]s ,,)9 ,,price ,,ranges ,illu/ration3 ,c\rtesy ,am]ican ,walnut ,manufactur]s ,association4 ,figure #ai4--,location ( cutt+s 9 tree body4 ,n e tree has a /ump t c be cut into beautiful /umpwood4 ,f9e crot*es are mu* r>] & burls s preci\s t ! *oice/ burl v5e]s1 :5 m\nt$ & mat*$ = use 9 furniture1 are wor? m ?an _! own weight 9 /]l+ silv]4 ,all o!r figure types are cut1 by v>y+ me?ods1 f ! long trunk4 ,! price range ( v5e] v>ies directly ) ! ready availability ( ! species1 its color & figure1 & its work+ & f9i%+ qualities4 ,"s v5e]s co/ #bj times z mu* z o!rs1 & c]ta9 ( ! r>e/ & mo/ beautifully figur$ %eets are lit]ally wor? _! weight 9 silv]4 ,well kn[n commonly us$ species may be ei!r high pric$ or inexp5sive1 dep5d+ ^u ! desirability & curr5t dem&s = t figure4 ,to illu/rate1 ,am]ican walnut may v>y exce$+ly 9 price4 ,tak+ ! co/ ( ! f9e/ burl z #ajj p]c5t1 crot* walnut might co/ #eg p]c5t z mu*2 /ump wood & figur$ long wood1 #cj p]c5t2 & pla9 long wood approximately #e p]c5t4 ,^! p]c5tages repres5t only ! f9e/ ( ea* ( ^! p>ticul> figures4 ,!re=e1 in/ead ( call+ a suite walnut z if t is all !re is to be said1 x w\ld be wise to po9t out t x is made ( a p>ticul>ly desirable piece ( walnut1 bo? r>e & co/ly because ( its f9e figure & color4 ,! same type ( reason+ may be us$ 9 speak+ ( mahogany1 maple1 oak1 & o!r beautifully figur$ cab9et woods4 ,,importance ,,( ,,craftsman%ip ,furniture mak+ is "o ( ! olde/ ( human indu/ries4 ,= ?\s&s ( ye>s x rema9$ a craft indu/ry4 ,! transition to a ma*9e indu/ry began ab\t #ajj ye>s ago4 ,s9ce !n1 & especially )9 rec5t ye>s1 ! use ( ma*9]y has be5 develop$ to a po9t ( extraord9>y effici5cy4 ,x is ?is fact alone :i* makes good furniture s l[ 9 price today4 ,inde$1 7 x n = ! ma*9e1 mo/ p]sons w\ld h little furniture1 & t ( ! crude/ k9d4 ,illu/ration3 ,figure #bj4--,%[s ! names ( ! p>ts ( a *air4 ,& yet x w\ld be inaccurate to ?9k ( furniture z an imp]sonal1 ma*9e-made product2 craftsman%ip is /ill basically important 9 furniture mak+1 & w rema9 s always4 ,f #ej to #fj diff]5t & highly specializ$ ma*9es are us$ 9 a mod]n factory mak+ desks1 *airs1 & tables1 & ^! ma*9es p]=m all purely me*anical op]ations ) amaz+ spe$ & m ?an human accuracy4 ,yet at e /age1 f ! selection ( ! woods to ! f9al t\*es 9 ! f9i%+ room1 ! ta/e & accumulat$ skill ( exp]t craftsm5 are imp]ative4 ,9 ! mak+ ( uphol/]$ & re$ furniture1 ma*9]y plays a subord9ate "p1 & ! skill ( ! craftsman is & always w be ! dom9ant factor4 ,,quality ,,(t5 ,,conceal$ ,furniture mak+ employs _m mat]ials & _m processes4 ,9 e "o ( ^! mat]ials & processes !re are wide diff]5ces 9 excell5ce betwe5 ! wor/ & ! be/4 ,all ( ^! diff]5ces are accurately kn[n only to ! manufactur] because !y are conceal$ 9 ! f9i%$ product4 ,_m ( !m are kn[n to ! exp]t salesman4 ,few are kn[n to ! consum] :o buys furniture too infrequ5tly to become in=m$ on conceal$ values1 & naturally is dispos$ to base a judgm5t ( value on ! two obvi\s factors--eye appeal & price4 ,z a result sales volume1 to say no?+ ( public appreciation ( furniture1 is unnecess>ily l[4 ,,mod]n ,,factories ,,build ,,conceal$ ,,values ,,into ,,_m ,,products ,x is obvi\s t all ! op]ations ( prep>+ wood1 r\t+ x ?r\gh ! factory1 syn*roniz+ ! _m processes1 & elim9at+ wa/e c be p]=m$ mo/ effici5tly & economically 9 a mod]n plant & "u ! control ( sci5tific k & eng9e]+ skill4 ,factories s op]at$1 !re=e1 may build into _! product conceal$ or special values :i* are pass$ to ! consum] 9 ! =m ( l[] price1 quality = quality4 ,^! conceal$ values actually may take sev]al =ms2 !y may be conc]n$ ) mat]ials & processes1 or ) con/ruction & design4 ,al?\gh _! s]vice value is readily und]/ood1 _! actual pres5ce 9 any p>ticul> piece ( furniture is n s easily det]m9$ by ! inexp]i5c$ salesp]son or ! infrequ5t pur*as]4 ,,use ,,( ,,wood ,,free ,,f ,,defects ,:5 wood rea*es ! factory f ! sawmill 9 ! =m ( dim5sion lumb] x conta9s "s imp]fections1 among !m rott$ or discolor$ he>twood1 /a9$ sapwood1 season *ecks1 splits1 knots1 worm & grub holes1 & decay$ tissue4 ,! m or less complete rejection ( all defective lumb] naturally affects production co/s1 & ! use ( p]fect lumb] 9 ! unexpos$ p>ts ( a piece ( furniture con/itutes a conceal$ value4 ,,use ,,( ,,wood ,,) ,,correct ,,moi/ure ,,cont5t ,9 wet lumb]1 wood cells w conta9 moi/ure 9 am\nts rang+ f #cj to #ajj p]c5t ( ! weight ( ! woody fib] itself4 ,if a consid]able p]c5tage ( ?is moi/ure is p]mitt$ to rema9 9 ! pieces :i* are us$ = build+ furniture1 a disa/r\s %r9kage w result4 ,kiln dry+ ! wood to secure ! ideal moi/ure cont5t & to free x f int]nal /resses requires "t1 exp5se1 & great skill4 ,con/ruction co/ c be r$uc$ by slight+ ! process4 ,accord+ly1 p]fectly condition$ wood con/itutes a highly important conceal$ value 9 good furniture4 ,illu/ration3 ,figure #ba4--;,a %[s a d[el4 ,! spiral & longitud9al grooves p]mit ! escape ( air1 & prev5t air pockets 9 ! glue4 ,b %[s ! mortise & t5on1 ano!r me?od by :i* wood p>ts may be jo9$ toge!r ) a fair measure ( security4 ,9 bo? d[el & mortise & t5on con/ruction ! use ( good glue is ess5tial4 ,! glue is appli$ to ! portion :i* is ins]t$ 9 ! socket4 ,,*airs1 ,,tables1 ,,& ,,case ,,goods ,,h ,,conceal$ ,,values ,! po9ts ( conceal$ value 9 *air & table con/ruction include1 among o!rs3 #a4 ,*oice ( wood4 #b4 ,me?od ( %ap+ legs4 #c4 ,me?od ( build+ solid seats & tops 7jo9]y2 "* ( glue2 & "t sp5t 9 ! clamps74 #d4 ,"* ( jo9ts 7bor+2 mortise & t5on2 k9d1 numb]1 & position ( d[els74 #e4 ,use ( corn] blocks1 braces1 & /ret*]s4 #f4 ,"* ( v5e]s1 inlay1 c>v+1 or o!r ornam5t4 #g4 ,te*nical skill ( ! ma*9e op]ators & assembl]s4 #h4 ,c>e 9 s&+ to ensure f9e f9i%+4 ,important po9ts conc]n+ ! legs1 tops1 & end panels ( cases are sub/antially ! same z = *airs & tables4 ,/&>d five-ply = ! tops ( cases & /&>d ?ree-ply = ! end panels is ! usual b n ! univ]sal practice4 ,o!r po9ts include3 #i4 ,con/ruction ( corn] po/s--solid wood to ! floor1 or ) ! turn$ legs sep>ately made & d[el$ to ! bottom ( ! po/s1 :i* *eap5s b weak5s con/ruction4 ,illu/ration3 ,figure #ba;a4--,c %[s h[ a *air po/ is jo9$ to ! *air rails4 ,c5tral figure is ! *air leg2 b5ea? x is a corn] block2 at ei!r side are ! rails ) holes bor$ 9 !m1 z well z 9 ! leg1 to hold ! d[els4 ,! holes 9 ! corn] block are = screws4 ,d %[s h[ ! jo9t looks :5 assembl$4 ,! pieces fit snugly & are brac$ to prev5t pull+ ap>t1 ! corn] block augm5t+ ! d[el jo9t4 #aj4 ,me?od ( fram+--solid framework above1 betwe5 & bel[ ! draw]s1 ) tongue & groove jo9ts & ?ree-ply v5e] panel du/ bottoms1 or "s *eap] me?od2 frames dado$ 7rigidly recess$7 into ! ends1 & end panels dado$ into ! legs1 or "s *eap] con/ruction2 %elves dado$ into end panels & also d[el$ into legs1 & back d[el$ into legs1 or "s *eap] me?od1 z nails or screws4 #aa4 ,draw] con/ruction1 includ+ type ( plywood2 type ( jo9t-dovetail$ jo9ts front & back1 :i* is ! be/ con/ruction2 lock jo9t 7*eap]1 b n nail$72 nail$ jo9t1 /ill *eap]2 butt jo9t 7also requir+ nails1 ! *eape/ & poore/ jo9t72 draw] bottom dado$ into sides & ends1 & support$ by triangul> rubb$-9 blocks1 or "s *eap] me?od2 c5t] slides2 p]fect or less ?an p]fect fitt+4 ,,uphol/]$ ,,furniture ,"h ! con/ruction is almo/ completely conceal$4 ,! cu/om] sees only ! expos$ portion ( ! frame & ! cov]+ &1 except 9 ! case ( adv]tis$ goods1 kn[s no m ab\t ! con/ruction & conceal$ values ( a piece ?an is told h] by ! salesp]son4 ,ye>s ago mu* uphol/]$ furniture 0 import$ f a fam\s factory 9 ,london4 ,x 0 co/ly1 b va/ly com=table & ( great durability4 ,yet :5 a piece 0 tak5 d[n x 0 f\nd to conta9 f> few] spr+s1 ti$ ) few] knots1 ?an 0 ! case ) ,am]ican goods ( ! same g5]al price range4 ,?is indicates ! folly1 9 ! case ( uphol/]$ furniture1 ( sett+ up measures ( excell5ce bas$ ^u exactly /&>diz$ practice4 ,:at applies to plywood or d[el jo9ts does n necess>ily apply to spr+ con/ruction4 ,,conceal$ ,,values ,,9 ,,uphol/]$ ,,furniture ,9 g5]al1 ! po9ts ( conceal$ value 9 uphol/]$ furniture include3 #a4 ,! frame1 :i* 9 ! be/ con/ruction is ( cle>1 t\gh1 dry h>dwood1 ) prop]ly glu$ & d[el$ jo9ts1 & necess>y re9=c+ blocks4 #b4 ,! spr++1 includ+ f\ndation = ! spr+s2 numb] & "* ( spr+s2 type ( tw9e & numb] ( knots p] coil2 skill ( op]ator & spe$ at :i* he is compell$ to "w2 pres5ce or abs5ce ( spr+ edge4 #c4 ,spr+ cov]+1 includ+ weight ( burlap2 me?od ( atta*+ x to ! frame & to ! spr+s4 #d4 ,/uff+3 ,d\ble or s+le me?od2 use ( excelsior1 t[1 fib]1 moss1 cotton1 or curl$ hair1 alone or 9 comb9ation4 #e4 ,spr++ ( back & arms4 #f4 ,loose cu%ions2 spr+ or d[n con/ruction4 #g4 ,skill & c>e ( ! workman2 inspection /&>ds = mat]ials & labor4 ,,re$ ,,furniture ,9 ! book ,tropical ,nature1 ,a4 ,r4 ,wallace1 aft] describ+ ! great trees ( ! tropical =e/1 says3 ,next to ! trees !mselves ! mo/ conspicu\s feature ( ! tropical =e/s is ! pr(usion ( woody creep]s & climb]s t ev]y:]e meet ! eye 99 99 994 ,!y twi/ 9 great s]p5t9e coils or lie entangl$ 9 masses on ! gr\nd4 ,9 su* a =e/ gr[s ,calamus1 ! rattan palm1 ^: sl5d] /em (t5 atta9s ! enorm\s l5g? ( #fjj feet4 ,f ,calamus is obta9$ ! basic mat]ial employ$ 9 mak+ re$ furniture4 ,x comes f ! tropical =e/s ( ! ,ea/ ,indies aft] x has be5 pass$ ?r\gh sev]al primitive processes by native work]s4 ,9 ?is c\ntry x is prep>$ 9 ! =ms ( cane1 rattan1 & re$ = weav+2 maple frames are design$ & built2 ! weav+ is done by ,am]ican craftsm54 ,po9ts ( excell5ce include skillful prep>ation ( ! raw mat]ials2 /urdy con/ruction ( ! frames1 includ+ brac+2 & skill 9 weav+4 ,unhurri$ "w means bett] con/ruction b high] co/1 & is ?us an elem5t ( value4 ,,! ,,appeal ,,( ,,f9i% ,! appeal ( f9i% is s pot5t z to require little demon/ration4 ,mo/ cu/om]s are q will+ to accept wood f9i%1 z !y accept dye/uffs or rayon1 z "o ( ! my/]ies ( *emical sci5ce4 ,! results speak = !mselves4 ,no "o ?9ks ! less ( an old ,cremona viol9 because ! secret ( its v>ni% is kn[n4 ,! /ory ( mod]n *emi/ry is 9 fact m romantic ?an all ! tales ( ! ,?\s& & ,"o ,nights1 yet p g5]ally speak+ _c be /irr$ by x4 ,tell !m h[ ! old craftsm5 ( ,go?ic ,europe1 hundr$s ( ye>s ago1 /a9$ oak planks a beautiful ri* br[n by bury+ !m = weeks or mon?s "u manure & y w int]e/ !m deeply4 ,tell !m h[ ,am]ican craftsm51 a g5]ation ago1 got ! same results ) ! fumes ( ammonia & a lead5 vault & y w b>ely hold _! int]e/4 ,tell !m h[ o!r craftsm5 today squirt a prep>ation ( coal t> & wat] f "o spray gun1 & a prep>ation ( wood pulp or old rags f ano!r to f9i% f9e furniture1 & !y w probably cancel ! ord]4 ,9 ! late sixte5? c5tury1 ,hepple:ite1 ,%]aton1 & o!r cab9etmak]s employ$ a process ( /a9+1 or r ( s(tly blea*+ f9e woods ?r\gh ! action ( decompos+ salts ( *romium1 foll[$ by ,fr5* poli%+ ) oils & waxes4 ,true v>ni%1 a solution ( res9s 9 hot oils1 0 discov]$ 9 ,am]ica 9 ! middle n9ete5? c5tury1 & a*iev$ an imm5se popul>ity4 ,mod]n lacqu]1 :i* is totally unlike ! ,ori5tal lacqu]1 is a tw5tie? c5tury discov]y :i* comb9es gun cotton 7nitrocellulose7 ) butyl alcohol1 a byproduct 9 ! manufacture ( acetone4 ,,wood ,,f9i%+ ,! salesp]son %\ld le>n t hone/ con/ruction & c>eful f9i%+ ( a piece ( furniture (t5 c\nt = m ?an ! k9d ( wood us$4 ,beautiful wood1 h[ev] desirable x may be1 is nev] ! *ief s\rce ( value4 ,no piece ( furniture is really complet$ until x has be5 giv5 an appropriate & arti/ic f9i%4 ,:at ,may ,be ,expect$ ( a ,f9i%4 ,!re are at lea/ ?ree *>act]i/ics ( a good wood f9i%4 #a4 ,appropriat5ess4--,! f9i% %\ld be adapt$ to ! ne$s :i* ! piece is meant to s]ve4 ,! poli% ( a piece ( wood %\ld n hide ! beauty ( ! wood b %\ld enhance x4 ,furniture %\ld nev] make itself obtrusive4 ,if furniture is noticeable1 its arti/ic quality is usually to be que/ion$4 #b4 ,s]viceability4--,! f9i% mu/ protect ! surface aga9/ ! mo/ common difficulties enc\nt]$ 9 furniture f9i%+1 su* z ble$+1 bli/]+1 bloom+1 blu%+1 *eck+1 cak+1 gra9 rais+1 bubbl+1 pitt+1 liv]+1 & sweat+4 #c4 ,beauty4--,good f9i% %\ld reta9 ! *>act]i/ics ( ! wood r ?an de/roy _! id5tity4 ,usually ! natural wood ne$s to be s(t5$ & enri*$ to produce ! mo/ pleas+ effects 9 keep+ ) its diff]5t nature & traits4 ,beauty ( f9i% dep5ds to a great ext5t ^u k ( h[ a surface %\ld be prep>$ & ! skill :i* is us$ 9 c>ry+ out approv$ practices4 ,! workman :o und]/&s ! /ructure ( wood1 its me*anical & *emical prop]ties1 & has ! "r tools & equipm5t = prep>+ ! surface1 is n likely to use poor me?ods4 ,he w und]/& t great c>e is requir$ to produce a smoo? surface on a piece ( wood2 t co>s] defects ( an improp]ly f9i%$ surface "u ! microscope reveal undream$-( r\ghness on a c>elessly scrap$ or inadequately s&$ piece ( wood4 ,also he w "k t = p]man5ce ( f9i% & la/+ qualities ( con/ruction1 ! wood mu/ be prop]ly season$ & rema9 9 a prop] %op-dry condition dur+ ! entire con/ruction & f9i%+ p]iods4 ,reasons = ,/a9+4 ,wood 9 its natural tones does n usually h>monize ) textiles & wall colors4 ,! color+ (t5 br+s out unsuspect$ qualities & beauty 9 ! wood itself1 due to-- #a4 ,! reaction ( ! /a9 ^u cells ( ! m$ull>y rays2 #b4 ,its effect ^u ! mass ( wood fib]s2 & #c4 ,its great] absorption by ! op5 pores or brok5 cell cavities4 ,great] durability may be obta9$ ?r\gh use ( pres]vative /a9s4 ,classification ( ,wood ,/a9s4 ,!re are f\r classes ( /a9s1 nam$ accord+ to ! solv5ts us$ 9 mak+ !m3 #a4 ,^? soluble 9 wat]1 sometimes call$ ! acid /a9s4 #b4 ,^? soluble 9 spirits4 #c4 ,^? soluble 9 *emicals4 #d4 ,^? soluble 9 oils4 ,two o!r classes ( s-call$ /a9s are kn[n z v>ni% /a9s & wax /a9s4 ,^! /a9s are n transp>5t z !y obscure ! gra9 & leave a lay] ( pigm5t on ! surface4 ,^! f\r classes ( /a9s may be subdivid$ into two classes1 acid & alkal9e1 dep5d+ ^u _! *emical reaction ) o!r sub/ances4 ,wat]-soluble /a9s1 mo/ l>gely us$1 are (t5 made ( coal t> dyes1 :i* dissolve 9 wat]1 & c be us$ 9 an acid ba?4 ,!y are obta9$ f color sub/ances hav+ no body1 su* z walnut juice1 logwood extract1 turm]ic1 ! juice ( b]ries1 & ! b>k ( trees4 ,/a9s are appli$ by bru%+1 wip+1 spray+1 & dipp+1 ! latt] on quantity production ( *eap] grades4 ,because h>dwoods absorb /a9s m sl[ly ?an s(twoods1 ! advantages ( ! fir/ ?ree me?ods are app>5t4 ,:]e ?is /rong contra/ betwe5 sapwood & he>twood exi/s1 ! salesp]son %\ld "k ! sapwood requires m /a9 ?an ! rema9d] ( ! wood4 ,a coat ( /a9 may be appli$ to ! light /reaks & aft] x dries1 ! entire surface may be /a9$4 ,aside f color !re are poli%$ & dull f9i%es4 ,v>ni% is ! orig9al f9i%+ m$ium1 s]v+ z a protective ag5t & z a means ( build+ up a high f9i%4 ,= wood f9i%+ ! v>ni% is transp>5t1 b = o!r uses is sometimes color$1 z 9 black v>ni% or japan1 or by ! addition ( dye/uffs1 z 9 lacqu]s4 ,lacqu]s p]mitt+ a poli% f9i% are replac+ gum v>ni% f9i%es to a great ext5t because lacqu] dries 9 ab\t "o-t5? ! "t requir$ = v>ni%es1 & because lacqu] f9i%es we> well "u exposure or use4 ,*emical action ceases 9 lacqu] films aft] !y h>d54 ,fum+4 ,fum+ wood means subject+ ! wood to ! fumes ( ammonia ( full /r5g? 7specific gravity #hhj74 ,! process really comes "u ! head ( *emical /a9+4 ,x is p>ticul>ly well adapt$ to ! treatm5t ( oak = x br+s out 9 v>y+ %ades ( br[n ! rugg$ quality ( ?is wood4 ,x is p5etrat+2 x does n fade4 ,aft] ! oak has be5 fum$1 a coat ( raw l9se$ oil w h a pleasant d>k5+ effect ^u ! wood4 ,age only s]ves to d>k5 & beautify ! result4 ,enamel+4 ,enamel+ diff]s f ord9>y v>ni%+ 9 t ! mat]ial us$ is opaque4 ,= ?is reason x is folly to use x ov] exp5sive woods4 ,enamel has ! brittl5ess ( a piano v>ni% & ! brilliancy t is giv5 by a h>d res9\s gum4 ,maple1 bir*1 p9e1 & popl> are well adapt$ to ?is treatm5t1 :i* if x has be5 appli$ c>efully & 9 accordance ) approv$ me?ods1 w yield all ! lu/] & s(tness ( a high grade v>ni%4 ,manufactur]s h met ! dem&s = sev]al surface effects or types ( f9i% by produc+ enamels hav+ high gloss1 egg%ell gloss1 & flat or dull effects4 ,! t9t+ ( enamels is accompli%$ by mix+ ! prop] am\nts ( colors :i* are gr\nd ei!r 9 japan1 oil1 or special enamel-v>ni% ) ! be/ process z9c-:ite4 ,m rec5tly o!r mat]ials1 su* z li?opone 7b>ium sulphate7 & z9c oxide are us$ 9 _m ( ! *eap] enamels4 ,! decorative possibilities ( /5cils & transf]s are almo/ unlimit$ :5 us$ ^u common woods & metals f9i%$ ) good enamel4 ,?is acc\nts = ! ris+ dem& = breakfa/ room furniture1 sun p>lor furniture1 por* furniture1 & _m /eel1 pla/ic1 & wood5 novelties 9 bright designs us+ two or ?ree colors4 ,,blond ,,furniture ,,woods ,! s-call$ blond woods are ( two types--blea*$1 consi/+ ( normally brunette woods :i* h be5 artificially light5$1 & ! unblea*$ woods1 :i* h a naturally light color4 ,!y run ! gamut ( %ades & colors f :ite ?r\gh egg%ell1 cream1 /raw1 s&1 beige1 & yell[ to tan & light br[n4 ,among ! blea*$ woods1 blond walnut & blond mahogany are probably ! mo/ us$4 ,?is is true p>tially because ( _! wide acceptance z desirable cab9et woods1 & p>tially because ( a type ( beauty ( natural gra9s :i* is br\ght out effectively by ! blond treatm5t4 ,! unblea*$ blond woods include n only maple1 light oak1 asp51 & bir*1 b also a wide v>iety ( su* exotic & unusual woods z sat9wood1 myrtle burl1 zebrawood1 lacewood1 holly1 h>ewood1 & avodire1 to m5tion only a few4 ,! blond treatm5t employs a transp>5t rubb$ f9i% :i* is effective 9 br++ out ! natural patt]n ( ! gra94 ,engli% h>ewood1 "o ( ! mo/ di/9ctive1 owes its beautiful silv] grey to a dye :i* is us$ on ! light yell[ natural color ( h>ewood 7sycamore74 ,maple atta9s its w>m r$di% br[n color also by /a9+4 ,"s mo/ /rik+ & beautiful effects 9 today's furniture are a*iev$ by us+ blond woods 9 comb9ation ) trimm+ ( d>k woods4 ,! use ( blond treatm5t has result$ 9 ! creation ( light1 airy effects :i* t5d to bright5 ! room 9 :i* x is us$4 ,:ile ! pres5t tr5d is t[>d its wide/ acceptance = b$room & b\doir use1 x is be+ us$ = ! liv+ room1 d9+ room1 & occasional pieces4 ,consult ,ref]5ce ,books ,freely4 ,volumes h be5 writt5 ab\t ! furniture woods & wood-f9i%+4 ,f ! great fund ( in=mation available1 selection has be5 made ( mat]ial describ+ ! mo/ common process ( wood f9i%+4 ,^? :o desire to make exhau/ive or m se>*+ /udy ( ?is subject w d well to consult su* books z h be5 li/$ on page #ajc ( ! ,sugge/$ ,read+ ,li/4 ,,que/ions ,,& ,,ex]cises #a4 ,:at factors det]m9e selection & use ( any p>ticul> wood = a giv5 purpose8 #b4 ,if a pla9 /yle table hav+ a flat top & f\r legs 7 adv]tis$ z ,comb9ation ,mahogany f :at w\ld y believe t table 0 made8 #c4 ,:at are ! ess5tial diff]5ces betwe5 ! ,classic-,mod]n developm5t & ! ,functional-,mod]n developm5t8 #d4 ,h[ %\ld y answ] a cu/om] :o held ! view t !re 0 some?+ %oddy & false ab\t v5e]8 #e4 ,:at are ! conceal$ values 9 a l>ge uphol/]$ *air8 ,h[ may !y be/ be discuss$ ) y\r cu/om]8 #f4 ,expla9 ! foll[+3 ,kiln dry+4 ,sapwood4 ,h>dwood4 ,burls4 ,qu>t]-saw+4 ,moi/ure cont5t4 ,t5on4 ,calamus4 ,he>twood4 ,plywood4 #g4 ,:at are po9ts ( excell5ce 9 f9i%+8 #h4 ,are y famili> ) ! important facts 9 connection ) ! manufacture ( y\r furniture woods8 ,location ( ! factories4 ,s\rces ( ! pr9cipal furniture woods4 ,reasons = use ( ea* wood 9 c]ta9 situations4 ,workman%ip employ$4 ,inspection & te/+ me?ods4 ,/&>ds ma9ta9$4 #i4 ,:at are ! s-call$ real cab9et woods8 #aj4 ,if y\r cu/om] det]m9es to use pa9t$ furniture = 8 liv+ room set does x make any diff]5ce :e!r ! manufactur] has us$ an inexp5sive furniture wood8 ,,sugge/$ ,,read+ ,,li/ ,,baldw91 ,,william ,h4 ,! ,%opp+ ,book4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aibi4 ,furniture ,woods1 pp4 #ef-eh4 ,britannica1 ,encyclop$ia4 #ad? ,edition1 vol4 #bb1 pp4 #bag-bba4 ,compton's ,pictur$ ,encyclop$ia4 #aici4 vol4 #g1 pp4 #ih-ajg4 ,wood ,f9i%es1 vol4 #e1 pp4 #bai-bbb4 ,furniture ,manufacture1 vol4 #i1 pp4 #idh-iea4 ,,k\es1 ,,hel54 ,h[ to ,beautify ,y\r ,home4 ,good ,h\sekeep+1 ,new ,york1 ,n4 ,y4 #aicj4 ,f9i%es = ,natural ,wood ,furniture1 ,,xvi1 pp4 #bah-bbd4 ,,mull]1 ,,joseph ,l4 ,am]ican ,h>dwood ,plywood4 ,=e/ ,products ,division1 ,bureau ( ,=eign & ,dome/ic ,comm]ce1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 #aidj4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 ,,neubre*1 ,w4 ,,l]oy4 ,am]ican ,h>dwood--,dim5sion1 ,wall ,panel+ & ,int]ior ,trim4 ,=e/ ,products ,division1 ,bureau ( ,=eign & ,dome/ic ,comm]ce1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 #aich4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 ---- ,am]ican ,h>dwood ,floor+ & ,its ,uses4 ,=e/ ,products ,division1 ,bureau ( ,=eign & ,dome/ic ,comm]ce1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 #aich4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 ---- ,am]ican ,h>dwoods & ,_! ,uses4 ,=e/ ,products ,division1 ,bureau ( ,=eign & ,dome/ic ,comm]ce1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 #aich4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 ,,palm]1 ,,lois4 ,y\r ,h\se4 ,bo/on ,cook+ ,s*ool ,magaz9e ,co4 #aibh4 ,outl9e ,hi/ory ( ,furniture1 pp4 #afc-bjd4 ,,trill+1 ,,mabel & ,,williams1 ,,flor5ce4 ,art ,9 ,home & ,clo?+4 ,j4 ,b4 ,lipp9cott ,co41 ,new ,york1 ,n4 ,y4 #aicf4 ,good ,design 9 ,furniture1 ,,viii1 pp4 #agd-aii4 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce1 ,national ,committee on ,wood ,utilization4 ,furniture3 ,its ,selection & ,use4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 #aica4 ,mat]ials & ,con/ruction1 "p ,,ii1 pp4 #ba-gc4 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce1 ,=e/ ,products ,division1 ,=eign & ,dome/ic ,comm]ce1 ,am]ican ,d\glas ,fir ,plywood & ,its ,uses4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 #aicg4 ,wood ,f9i%+4 ,,patton1 ,,alb]t ,,brace & ,,vaughn1 ,,cl>5ce ,,lee4 ,furniture1 ,furniture ,f9i%+1 ,decoration1 & ,pat*+4 ,fr$]ick ,j4 ,drake ,co41 ,inc41 ,*icago1 ,ill4 #aica4 ,book ,,ii4 ,furniture ,f9i%+1 pp4 #aba to #acb;a4 ,,jeffrey1 ,,h>ry ,r4 ,wood ,f9i%+4 ,manual ,arts ,press1 ,peoria1 ,ill41 #aibd4 pp4 #i-aed4 ,,newell1 ,,aduah ,,clifton4 ,color+1 ,f9i%+1 & ,pa9t+ ,wood4 ,manual ,arts ,press1 ,peoria1 ,ill4 #aicj4 ,,footnotes3 #ac ,encyclop$ia ,britannica1 #ad? edition2 vol4 #bc3 ,v5e]4 #ad ,am]ican-,h>dwood ,plywood1 p4 #b1 ,=e/ ,products ,division1 ,u4 ,s4 ,dep>tm5t ( ,comm]ce4 ,unit ,,vi ,,sell+ ,,sleep ,,equipm5t ,sell ,equipm5t ,to ,meet ,cu/om]'s ,ne$s ,mattresses & ,spr+s ,pill[s ,/udio ,c\*es & ,s(a ,b$s ,illu/ration3 ,photographs by ,grignon4 ,figure #bb4--;,a new /udio divan 7,a7 :i* c be us$ 9 a v>iety ( decorative treatm5ts to provide a luxuri\s l\nge by day--com=table tw9 b$s at night 7,b7 t op5 to b$ height4 ,uphol/]$ & f9i%$ on all f\r sides1 ?is unique /udio divan c be us$ at any angle 9 ! room4 ,available 9 a v>iety ( attractive color comb9ations1 ! numb] illu/rat$ has a ri* br[n frame & ends1 & is trimm$ 9 beige moss fr+e4 ,! inn]-spr+ mattress is uphol/]$ 9 beige & fawn-color$ /rip$ tape/ry4 ,important /yle notes are ! two-height arms & ! bol/]-type s+le pill[4 ,bo? ! base unit & ! mattress are inn]-spr+ fill$ & provide extra l\ng+ & sleep+ com=t4 ,unit ,,vi4--,,sell+ ,,sleep ,,equipm5t ,,sell ,,equipm5t ,,to ,,meet ,,cu/om]',s ,,ne$s ,! retail sell+ ( sleep+ equipm5t1 9 ! op9ion ( _m /ore executives1 calls = m skill & /udy ?an almo/ any o!r l9e1 b to ! man :o really kn[s 8 m]*&ise !re is no easi] l9e to sell & few :i* (f] great] opportunities = increas$ e>n+s & p]sonal satisfaction4 ,no o!r l9e ( m]*&ise ne$s intellig5t sell+ z mu* z does sleep+ equipm5t4 ,! consum]1 ?r\gh magaz9es & newspap]s1 is le>n+ mu* ab\t /yle1 decoration1 & p]iods 9 furniture4 ,:5 %opp+ = a liv+ room suite %e ne$s ! salesman's help1 c]ta9ly1 b %e usually comes into ! /ore ) "s idea ( :at %e %\ld h4 ,b$d+1 h[ev]1 to mo/ wom5 is too (t5 some?+ to be select$ ?r\gh b>ga9 adv]tis+4 ,because ! m9d ( ! prospective pur*as] has be5 condition$ to expect b>ga9s 9 mattresses1 spr+s1 pill[s1 /udio c\*es1 & s(a b$s1 x is necess>y = y to use y\r intellig5ce & ex]t s9c]e ef=t to sell ! sleep+ equipm5t :i* ! cu/om] %\ld h4 ,! av]age cu/om] is unfamili> ) /&>ds by :i* b$d+ may be judg$2 s ! responsibility ( guid+ h] to a prop] selection re/s ) y4 ,?is is all ! m important because sleep equipm5t has an actual effect ^u "o's heal? & re/4 ,h[ well a p]son sleeps is a natural topic = conv]sation4 ,y may %irk ?is responsibility to ! physical welf>e ( ! cu/om] by mak+ quick sales ( l[-pric$ m]*&ise4 ,h[ev]1 if y want to build a cli5tele :o w recomm5d y to _! fri5ds 9 an ev]-wid5+ circle1 y w rememb] t y are sell+ sleep+ com=t--some?+ t ! cu/om] w be able to *eck e night ( ! ye>4 ,,:at ,,does ,,! ,,cu/om] ,,ne$8 ,! fir/ /ep 9 ! successful sale ( prop] b$d+ is to discov] tactfully ! pref]5ce ( ! cu/om] & ! type ( sleep+ equipm5t t is to be replac$4 ,f9d out if a cotton mattress or a curl$ hair "o or an e>ly inn]-spr+ type has be5 us$4 ,?is is important = two reasons4 ,fir/1 only ?r\gh kn[+ :at has be5 us$ c y make an hone/ recomm5dation ( bett] equipm5t &1 secondly1 ?r\gh ?is k y w be able to und]/& bett] :at ! cu/om] implies :5 %e asks = a firm or a s(t mattress4 ,! cu/om] may h be5 sleep+ on a curl$ hair or cotton felt mattress2 = example1 :i* %e *>act]izes z mu* too h>d1 & %e is1 !re=e1 ask+ = a v s(t inn] spr+4 ,future compla9ts w be avoid$ 9 ?is in/ance if y w take ! "t to po9t out t aft] us+ an unusually firm mattress1 ! great] flexibility ( an inn]-spr+ mattress may be f\nd uncom=tably s(t4 ,aft] a cu/om] has us$ a v firm mattress1 %e w view z s(t a new "o :i* is actually m$ium firm4 ,cu/om]s select _! clo!s & %oes to fit4 ,!y h ideas z to :at !y want 9 sleep equipm5t4 ,b _! descriptions ( :at !y want & ne$ may n tally ) y\r trade t]ms4 ,x is y\r duty to help !m to select exactly ! "r type ( mattress to fit _! ne$s r ?an to po9t out t :at !y t]m h>d or s(t is n :at ! indu/ry feels ab\t ^! mattresses4 ,y are ! exp]t4 ,x is y\r problem to see t y\r cu/om] f9ds exactly ! "r mattress1 spr+1 or pill[ = h] individual sleep+ ne$s4 ,:5 a cu/om] is select+ sleep+ equipm5t = ano!r p]son h] att5tion %\ld be call$ to ! v>iance ( individual ta/e1 & :]ev] possible ! requirem5ts ( ! individual :o is to use ! equipm5t %\ld be asc]ta9$4 ,to equip satisfactorily an entire family ) full cognizance ( ! requirem5ts ( individuals indicates pr(ici5cy & exp]tness 9 ! salesman4 ,,/ress ,,out/&+ ,,features ,,& ,,sell ,,bett] ,,b$d+ ,z y %[ y\r m]*&ise1 /udy y\r cu/om]1 le>n z mu* z possible ab\t h] individual ne$s & pref]5ces & discuss ! importance ( prop] re/4 ,unless y\r /ore has a def9ite & effective me?od ( trad+ up y w make m sales ( bett] equipm5t by />t+ at ! top4 ,!re is a wide m>ket = mattresses & spr+s at #ai4ge4 ,too _m cu/om]s1 h[ev]1 :o c af=d & :o %\ld h bett] quality equipm5t1 are buy+ at t price level because no salesp]son has tri$ to sell !m bett] m]*&ise4 ,if a cu/om] comes 9 ask+ to see ! promotion mattress on :i* an adv]tisem5t has be5 run1 %e mu/ be %[n t mattress4 ,h[ev]1 f ! head ( y\r dep>tm5t1 f ! manufactur]'s salesman1 & f y\r own k ( ! m]*&ise y %\ld "k 9 advance :at additional value & extra s]vice %e w receive by buy+ ! #bi4ej or #ci4ej mattress in/ead ( ! #ad4ie1 or ! #ai4ge "o4 ,because mo/ mattresses look alike1 y mu/ build up h] confid5ce 9 y & y\r recomm5dations by tell+ h] & %[+ h] facts4 ,use ! cut-out samples intellig5tly4 ,po9t out 9 an und]/&able mann] ! v>i\s features & expla9 h[ !y produce ! com=t & ! durability 9 :i* %e is int]e/$4 ,discuss features 9 t]ms ( :at %e is look+ = 9 a mattress--spr+s1 = in/ance1 n z coils ( #aj- or #ab-;foot wire1 b z ! means ( provid+ prop] resili5ce & buoyancy4 ,h] int]e/ 9 ! uphol/]y w n be 9 s _m p\nds ( cotton l9t]s1 /aple cotton1 or curl$ hair1 b 9 :at ^! ?+s mean 9 t]ms ( com=t & re/ful sleep4 ,"k ! te*nical con/ruction ( ! b$d+ (f]$ = sale1 b discuss ?is con/ruction only 9 language t is easily und]/ood4 ,,va/ ,,replacem5t ,,m>ket ,b$d+ is1 ( c\rse1 a mu/ 9 e new h\sehold z well z 9 e h\se & room :]e p sleep4 ,)\t los+ sight ( ! con/ant & trem5d\s m>ket t comes f newly creat$ homes1 a b$d+ speciali/ %\ld always keep 9 m9d ! va/ replacem5t possibilities 9 ! c\ntless families :]e b$d+ has outliv$ its useful span4 ,?is is a m>ket :i* may h to be awak5$1 "o 9 :i* natural complac5cy t5ds to dull ! ke5 edge ( spontane\s dem&4 ,accord+ to a survey conduct$ = ! ,national ,association ( ,b$d+ ,manufactur]s1 ne>ly #bj p]c5t ( ! mattresses own$ by ! h\sewives int]view$ 7 ov] #af ye>s 9 use4 ,by /ati/ical reason+ ?is might indicate t #h million mattresses 9 ! c\ntry h _h simil> use & x is at lea/ reasonable to presume t aft] #af ye>s' s]vice1 mo/ mattresses are no long] provid+ complete com=t & re/4 ,! inve/igation also %[$ t #cb p]c5t ( ! pill[s 9 use by ^! families _h be5 slept on = ov] #be ye>s4 ,?is may indicate t ov] #be million pill[s 9 ! ,unit$ ,/ates h be5 simil>ly us$ beyond ! /ate ( true com=t-giv+ usefulness4 ,tw5ty-sev5 p]c5t ( ! b$ spr+s 7 f\nd to be m ?an #af ye>s old4 ,,y ,,mu/ ,,"k ,,y\r ,,m]*&ise ,! fir/ /ep !n 9 becom+ an able salesman ( sleep+ equipm5t is to le>n ev]y?+ t y c ab\t ! mattresses1 pill[s1 spr+s1 /udio c\*es1 & s(a b$s sold 9 y\r /ore4 ,because ! consum] usually is n well in=m$1 ! salesman %\ld "k ev]y?+ ab\t ! m]*&ise :i* he recomm5ds4 ,only aft] he kn[s 8 m]*&ise1 its compon5t p>ts1 ! quality ( its manufacture1 its life expectancy1 resili5cy1 & its o!r *>act]i/ics 9 use1 c he become a successful salesman capable ( h&l+ quality m]*&ise1 r ?an an ord] tak] :o is able to move only b>ga9 promotions4 ,9 ! foll[+ pages y w f9d mu* g5]al in=mation ab\t ! v>i\s types ( sleep+ equipm5t4 ,9 a field1 h[ev]1 :]e ea* manufactur] is /ress+ individual & pat5t$ con/ructions & units1 no "o bullet9 c provide all ! in=mation y ne$4 ,y mu/ cont9u\sly /udy ! lit]ature provid$ by ! manufactur]s ( ! goods on y\r floor4 ,fur!rmore1 nev] lose an opportunity to talk to manufactur]s' salesm54 ,!y are speciali/s & c give y detail$ in=mation :i* w enable y to expla9 ! qualities ( _! m]*&ise4 ,,sell ,,! ,,importance ,,( ,,good ,,re/ ,y %\ld also "k some?+ ab\t ! physiology ( sleep4 ,talk to y\r /ore's physician1 if !re is "o1 or to y\r family doctor4 ,! m$ical pr(ession has 9 rec5t ye>s discov]$ a great _m new facts ab\t sleep & x w help y to sell quality b$d+ to "k !m4 ,y %\ld n try to pose z a m$ical au?ority1 b y c]ta9ly %\ld be able to discuss intellig5tly ! effects ( sleep on ! m9d & body1 ! ne$ = prop] re/1 & ! g5]al results ( insomnia4 ,if y\r /ore has a book dep>tm5t1 read ! v>i\s volumes on re/ & relaxation4 ,rec5t books ( ?is type include ,y ,c ,sleep ,well1 by ,edmund ,jacobson1 ,m4 ,d41 & ,sleep1 by ,ray ,giles4 ,z y le>n m ab\t sleep equipm5t1 y w discov] t ! major improvem5ts 9 b$d+ date back only a comp>atively few ye>s & t _m ( y\r cu/om]s d n appreciate h[ mu* sci5tific rese>* & manufactur+ c>e g into ! production ( ! spr+s & mattresses :i* are n[ on y\r floor4 ,^! & ! o!r int]e/+ facts t y w le>n 9 y\r read+ & conv]sation ) manufactur]s' salesm5 w conv9ce y t 9 sleep+ equipm5t y are sell+ "o ( ! mo/ important items ( m]*&ise ! av]age family ev] selects4 ,x is n[ possible = y to conduct ! b$d+ sale s t y impress on ! cu/om] 7#a7 ! importance ( ! pur*ase & 7#b7 t %e %\ld buy ! equipm5t t w give ! sleep] ! mo/ com=table re/4 ,,h[ ,,to ,,ov]come ,,price ,,objections ,except 9 r>e in/ances price w always be a factor 9 ! sale ( b$d+4 ,retail adv]tis+ 9 too _m communities is daily educat+ h\sewives to expect quality at l[ prices4 ,y\r be/ argum5t is to prove ?r\gh y\r conv]sation ab\t ! importance ( sleep & ?r\gh an actual demon/ration ( cut-out samples t ! cu/om] w receive 9 b$d+1 z 9 ev]y?+ else1 exactly :at %e pays =4 ,sell com=t & re/1 & %[ h[ ! equipm5t y are recomm5d+ w provide bo? com=t & re/4 ,!re is no bett] way to anticipate ! objection ( price4 ,9 ! op9ion ( ! be/ m]*&is+ exp]ts 9 ! c\ntry ! av]age consum] is n look+ = *eap b$d+ z su*4 ,because ( ! con/ant price promotion ( all types ( sleep+ equipm5t--mattresses1 spr+s1 pill[s1 /udio c\*es1 & s(a b$s--comp>ative prices1 h[ev]1 are an important factor4 ,y w make m sales1 sell bett] m]*&ise1 & build a p]man5t cli5tele quick] if y con/antly keep 9 m9d t y are sell+ sleep & re/1 & n m]ely s _m p\nds ( uphol/]y & /eel to be b\ght only because ! figure on ! price tag has be5 sla%$ #ej p]c5t ?is week only4 ,%[ t ! fir/ co/ is relatively unimportant--t :5 measur$ 9 ye>s ( com=table s]vice ev5 ! be/ equipm5t co/s b a few c5ts p] night4 ,impress ^u h] ! tangible b5efits ( receiv+ good sleep f prop] equipm5t ov] a reasonable numb] ( ye>s' s]vice4 ,:5ev] possible1 use tactfully ! exp]i5ce ( cu/om]s :o are pleas$ ) ! quality items select$ ) y\r assi/ance4 ,9 no o!r m]*&ise or dep>tm5t w cu/om] satisfaction br+ y s mu* additional bus9ess4 ,z a result ( conflict+ comp>ative price adv]tis+1 wom5 frequ5tly %op 9 sev]al /ores = b$d+4 ,rec5t /udies %[ t #fj p]c5t ( specialty /ore cu/om]s seem to swit* f "o /ore to ano!r ea* "t !y pur*ase4 ,reg>dless ( y\r en?usiasm = quality equipm5t--reg>dless ( y\r s9c]e desire to recomm5d only ! "r equipm5t--y w /ill he> t ,blank's h "o j z good & #aj *eap]4 ,y\r be/ def5se = ?is is to "k :at ,blank's actually are (f]+4 ,if x is a promotional item ) *eap padd+ & fancy tick+1 %[ ! cu/om] t y1 too1 h a mattress ( simil> quality b t ! "o y are recomm5d+ is sup]ior & expla9 :y x is a bett] value4 ,if1 9 spite ( y\r be/ ef=ts1 ! cu/om] walks out to %op 9 ! b$d+ dep>tm5ts ( y\r competitors1 let h] g gracefully4 ,%e is go+ to d x anyway 9 spite ( :at y say & if y impress ^u h] ! /ronge/ argum5ts = y\r goods z %e leaves1 a surpris+ly l>ge p]c5tage w return--p>ticul>ly if y h %[n h] y 7 recomm5d+ ! equipm5t t satisfi$ h] p>ticul> ne$s4 ,,mattresses ,,& ,,spr+s ,,mattresses ,! b$d+ salesman is conc]n$ pr9cipally ) ^? articles ( b$room equipm5t :i* mo/ directly det]m9e ! sleep+ com=t ( ! us]4 ,^! are mattresses1 b$spr+s1 & pill[s4 ,9 addition1 ! b$d+ dep>tm5t g5]ally includes /udio c\*es & s(a b$s into :i* mattresses & spr+s h be5 built4 ,! mattress may be consid]$ ! dep>tm5t's basic item4 ,n only are m mattresses sold ?an any o!r article1 b also a prop]ly made mattress sale frequ5tly leads to ! sale ( o!r pieces4 ,consequ5tly1 x is ( utmo/ importance = ! b$d+ salesman to be able to talk au?oritatively ab\t mattresses4 ,,mattresses ,,z ,,old ,,z ,,civilization ,! mattress dates back to e>ly ,egyptian civilization4 ,! fir/ mattress consi/$ ( l>ge bags /uff$ ) re$s1 hay1 & wool4 ,fea!r b$s 7 us$ by ! ,vik+s 9 nor!rn ,europe 9 ! eigh? c5tury4 ,_! mattresses1 /uff$ ) fea!rs1 7 simil> to ^? favor$ by our gr&p>5t4 ,?us x c be se5 t = c5turies !re 0 little progress made 9 increas+ mattress com=t4 ,! developm5t ( inn] spr+s & ! felt+ ( uphol/]y mat]ials are ( rec5t orig94 ,! mod]n mattress is a tw5tie? c5tury innovation4 ,,! ,,inn]-,,spr+ ,,mattress ,! inn]-spr+ mattress d]ives mo/ ( its resili5ce & buoyancy f a unit ( _m coil$ spr+s4 ,cov]+ ?is unit on top & bottom are lay]s ( uphol/]y4 ,9 mo/ types !re is a ?9 lay] ( protective insulation1 (t5 ( sisal 7a t\gh1 :ite vegetable fib]71 betwe5 ! spr+ unit & ! uphol/]y4 ,?is keeps ! padd+ mat]ial f be+ =c$ d[n into & betwe5 ! spr+s & prev5ts ! spr+s f pu%+ ?r\gh ! uphol/]y4 ,9 "s models ! spr+ unit is padd$ only lightly & ! uphol/]y is encas$ 9 a sep>ate pad = great] ease 9 h&l+4 ,! spr+ unit1 naturally1 is ! he>t ( ! inn]-spr+ mattress1 z x det]m9es ! s5sitivity ) :i* ! mattress con=ms to ! sleep]'s body4 ,h[ x /&s up "u use l>gely det]m9es ! we>+ age ( ! mattress4 ,^! factors are influ5c$ by ! quality1 temp]+1 & size ( ! /eel wire us$ & ! way ! coils are design$4 ,!re are s _m diff]5t types ( inn]-spr+ mattresses n[ manufactur$ t x is impossible to take up ea* individually4 ,mattress & /eel companies h devot$ a great am\nt ( rese>* to det]m9+ su* small b important details z ! %ape ( ! spirals1 ! prop] numb] ( turns ( wire t ea* spr+ %\ld be giv51 h[ ! coils %\ld be fa/5$ toge!r & ! temp] & gage ( ! wire4 ,illu/ration3 ,figure #bc4--;,cut-out mattress sample %[+ wire-ti$ inn]-spr+ unit4 ,?is exp]im5tation has produc$ ! _m diff]5t con/ruction designs4 ,^!1 ( c\rse1 are protect$ by pat5ts4 ,! b$d+ salesman %\ld famili>ize himself ?or\ghly ) ! di/9ctive features ( ! mattresses 9 8 /ore & be able to %[ ! cu/om]1 ?r\gh ! use ( cut-out samples1 j :at purposes !y accompli%4 ,9 ?is connection1 x %\ld be rememb]$ t x is ! indep5d5t action ( ! individual coils t gives support to ! v>i\s p>ts ( ! body & all[s ! muscles & n]ves to relax completely4 ,! salesman's duty1 !re=e1 is to %[ h[ 8 products give ?is support4 ,!re are two g5]al types ( inn]-spr+ mattresses2 ^? 9 :i* ! spr+s are ti$ toge!r ) metal1 & ^? 9 :i* ! individual spr+s are encas$ 9 clo? pockets4 ,,metal-,,ti$ ,,units ,9 ! metal-ti$ units ! spr+s are held toge!r by helical 7small spiral7 spr+s or metal clips4 ,z a rule1 !re are few] coils 9 ?is type ( inn]-spr+ unit1 b !y are usually l>g] & ( heavi] wire ?an ! clo?-encas$ v>iety4 ,! numb] ( spr+s 9 ?is unit may v>y f #ahj to #cfj or m 7"o model conta9s #a1jjj7 9 ! full-size models4 ,ess5tially1 h[ev]1 com=t is det]m9$ by ! quality ( ! con/ruction & n necess>ily by ! numb] ( coils4 ,illu/ration3 ,figure #bd4--;,inn]-spr+ mattress %[+ pocket$ coil con/ruction4 ,! %ape ( ! coil v>ies1 too4 ,"s are l h\rglasses1 o!rs l cyl9d]s or b>rels4 ,special m]its are claim$ = ea* design by its manufactur]s4 ,! salesman %\ld be able to expla9 :at ^! are4 ,,clo?-,,pocket$ ,,unit ,! clo?-pocket$ unit consi/s ( _m small1 light coils1 ea* ( :i* is encas$ 9 musl9 or burlap4 ,full-size units ( ?is type usually conta9 m ?an #hjj individual coils1 al?\gh ! numb] may v>y4 ,9 ?is g5]al classification are mattresses 9 :i* ! individual coils are n completely encas$ b are secur$ at bo? ends by flat horizontal pockets4 ,9 "s mattresses ( ! pocket type ! coils are ti$ toge!r2 9 o!rs !y are n4 ,,*>act]ization ,,( ,a ,,good ,,inn] ,,spr+ ,reg>dless ( its unit con/ruction1 an inn]-spr+ mattress ( good quality has c]ta9 *>act]i/ics :i* c be easily recogniz$ & describ$4 ,*ief among ^! are resili5ce & buoyancy4 ,a mattress ) ! prop] resili5cy w give readily :5 pressure is appli$ & spr+ back to its orig9al %ape :5 ?is pressure is remov$4 ,resili5ce may be ?\ght ( z pl5ty ( give4 ,buoyancy is ! p[] to support & su/a9 ! sleep]'s weight4 ,a mattress :i* is buoyant w cradle ! body com=tably )\t lett+ x s9k too deeply into ! mattress4 ,,uphol/]y ,,( ,,inn]-,,spr+ ,,mattresses ,illu/ration3 ,figure #be4--;,convolute coil design$ = inn]-spr+ mattress4 ,! uphol/]y us$ to pad ! inn]-spr+ unit & give x add$ com=t con=ms 9 g5]al to t us$ 9 solid-fill$ mattresses4 ,! mo/ widely us$ uphol/]y mat]ial is felt$ cotton4 ,9 ! bett] grade mattresses ! cotton fib] is ( good l5g?1 p]mitt+ easy felt+4 ,9 ^? ( less] quality %ort]-fib]$ cotton is us$4 ,curl$ hair makes an excell5t b m exp5sive uphol/]y mat]ial4 ,x is us$ alone1 or 9 comb9ation ) cotton or lamb's wool4 ,lamb's wool alone or 9 comb9ation ) curl$ hair is us$ 9 ! mo/ exp5sive types4 ,"s manufactur]s use lamb's wool on "o side = w9t] use & curl$ hair on ! o!r = summ]4 ,,indep5d5ce ,,( ,,action ,! purpose ( an inn]-spr+ mattress is to supply maximum resili5ce & buoyancy1 plus indep5d5ce & fre$om ( action :i* w enable ! mattress to adju/ itself imm$iately to ! v>y+ weights ( ! diff]5t p>ts ( ! body4 ,le>n :y ! coils 9 ! spr+s w n turn1 w n pu% ?r\gh ! uphol/]y1 w n collapse & entangle !mselves "o ) ano!r1 & :y !y w give s]vice = _m ye>s4 ,hav+ le>n$ ^! ?+s y\rself1 /udy ! art ( mak+ t cle> to y\r cu/om]4 ,la/+ com=t is dep5d5t ^u /ructural design1 ! quality ( con/ruction1 ! grade & temp]+ ( ! wire1 & ! /r5g? ( ! mat]ials us$4 ,! manufactur] has made c]ta9 s]vice gu>antees4 ,le>n :at ^! are4 ,be sure to make !m cle>4 ,,! ,,solid ,,mattresses ,all-,cotton ,mattresses4 ,eighty p]c5t ( solid mattresses are fill$ ) cotton4 ,^! range f inexp5sive models to ones :i* mat* inn] spr+ /yles 9 co/4 ,cotton mattresses come 9 ?ree classifications--felt$1 loose1 & comb9ation felt$ & loose4 ,illu/ration3 ,figure #bf4--;,all-cotton felt$ mattress4 ,! *eape/ cotton mattress is t 9 :i* %ort-fib]$ cotton is bl[n into ! tick+ by air pressure4 ,^! bl[n cotton mattresses are an inexp5sive product & g5]ally recogniz$ z su*4 ,!y w give adequate s]vice = a "t1 b ev5tually ! cotton w pack d[n unev5ly & =m lumps4 ,! salesman 9 fairness to 8 cu/om] %\ld refra9 f mak+ any claims = ^! mattresses o!r ?an t !y w be com=table = a limit$ p]iod ( "t4 ,9 ! be/ grade ( solid cotton mattresses a long]-fib]$ cotton is us$4 ,^! fib]s are pick$ ap>t & int]lac$ by a felt+ process into ?9 lay]s1 :i* are plac$ "o ^u ! o!r4 ,?is felt+1 plus tuft+ or quilt+1 keeps ! uphol/]y 9 place & ret>ds ! t5d5cy t[>d lump+4 ,a good felt$ mattress w give s]vice = _m ye>s1 b con/ant use ev5tually w de/roy its resili5ce & produce lumps4 ,betwe5 ! bl[n cotton & ! felt$ cotton mattresses 9 price range is f\nd a comb9ation mattress consi/+ ( top & bottom lay]s ( felt$ cotton1 ) a c5t] ( loose cotton4 ,z ! description implies1 x is bett] ?an an all-bl[n cotton mattress & inf]ior to an all-felt$ "o4 ,curl$ ,hair ,mattresses4 ,be=e ! adv5t ( ! inn]-spr+ unit1 ! curl$ hair mattress 0 ! ari/ocrat ( ! mattress field4 ,x is /ill favor$ by _m p]sons :o pref] to sleep on a comp>atively firm f\ndation4 ,animal hair1 :5 p]man5tly curl$1 has consid]able resili5ce1 z ea* hair is turn$ into a t9y spr+4 ,f\r types ( hair are us$ = mattresses4 ,9 ord] ( value1 !y are3 ,horse-tail hair1 cattle-tail hair1 horse-mane hair1 & hog hair4 ,^! types ( hair frequ5tly are mix$ to produce mattress fill+s ( v>y+ degrees ( resili5ce & s(tness4 ,!y v>y 9 price & quality accord+ to ! p]c5tage ( ea* type t is us$4 ,an advantage ( ! curl$ hair mattress is t x c be op5$ :5ev] desir$ & rebuilt1 re/or+ ! orig9al resili5ce4 ,"s new hair is usually add$ ) ea* rebuild+4 ,to give satisfactory s]vice a curl$ hair mattress %\ld be rebuilt e #e to #g ye>s4 ,kapok ,mattresses4 ,) ! exception ( cotton1 ! only vegetable fib] us$ 9 mak+ mattresses is kapok1 :i* comes f ! pod ( a tropical tree4 ,kapok mattresses are s(t1 are moi/ure & v]m9 pro(1 & are light & easy to h&le4 ,! fib]s1 h[ev]1 h a t5d5cy to pulv]ize & =m lumps4 ,?is t5d5cy may be ret>d$ by sunn+ ! mattress frequ5tly4 ,pack+ ! kapok into comp>tm5ts adds to its durability4 ,long life1 h[ev]1 %\ld n be emphasiz$ 9 sell+ a kapok mattress4 ,latex ,mattresses4 ,! latex mattress 0 introduc$ to ! g5]al public 9 #aich4 ,latex is ! milk ( ! rubb] tree4 ,x is :ipp$ into a foam-l consi/5cy & !n vulcaniz$ or heat cur$ into a mattress mold4 ,air is sometimes inject$ "u pressure4 ,! resultant mattress is honeycomb$ ) l>ge cells :i* add to its resili5cy4 ,9 its orig9al =m x 0 #c or #d in*es ?ick & m exp5sive ?an ! bett] inn]-spr+ models4 ,because ( _! comp>ative ?9ness1 ^! latex mattresses usually are sold ) special high]-?an-av]age box spr+s4 ,?is type ( mattress %\ld be ref]r$ to z latex1 n z rubb]4 ,a lat] developm5t 0 ! introduction ( inn]-spr+ units ) lay]s ( latex us$ 9 place ( ! usual uphol/]+ mat]ial4 ,,! ,,cov]+ ,,mat]ial ,mo/ ( ! features t make a really good mattress are conceal$ f ! cu/om]'s eye & mu/ be expla9$ by ! salesp]son4 ,h[ev]1 ! buy] c actually see & judge ! mattress cov]4 ,! patt]n is important1 because sup]ficially x has mo/ to d ) attractive appe>ance4 ,mattress cov]s usually are id5tifi$ ei!r z tick+ or damask4 ,tick+4 ,tick+1 usually ?\ght ( z a /rong1 twill weave1 may h a pla9 or sate5 f9i%4 ,! twill is made by weav+ diagonal l9es f "r to left on ! face ( ! fabric4 ,! patt]n may range f a traditional blue & :ite to novelties ( _m wid?s4 ,eight-ounce tick+ is consid]$ ! /&>d ( quality4 ,x is s nam$ because #b y>ds ( #cb-;in* wid? weigh #a p\nd4 ,tick+ also comes 9 #f-ounce & #d-ounce weights4 ,^! less] weights may be adequate = c]ta9 uses b x is obvi\s t !y w give s]vice only 9 proportion to _! /r5g?4 ,tick+s :i* are moi/ure & bact]ia repell5t are n[ be+ ext5sively adv]tis$4 ,damask4 ,damask is wov5 on a jacqu>d loom 9 _m diff]5t patt]ns4 ,m]c]iz$ cotton & rayon (t5 are us$ to add effectiv5ess to ! patt]ns4 ,damask 9 good grades w give satisfactory s]vice ?\gh its we>+ quality is n equal to #h-ounce tick+4 ,t "p ( ! mattress :i* cov]s ! sides & jo9s ! top & bottom mattress cov]s is kn[n z ! bord]4 ,bord]s %\ld be /rong & firm en\gh to keep ! sides 9 %ape & ! edge /raight4 ,to accompli% ?is1 bord]s are embroid]$1 quilt$1 & o!rwise re9=c$ = add$ /r5g?4 ,,uphol/]+ ,,& ,,tailor+ ,,details ,prebuilt bord] is "o 9 :i* ! cov] clo?1 a lay] ( cotton felt1 & a l9+ are /it*$1 embroid]$1 or o!rwise sew$ toge!r1 ) eyelets or v5tilators prop]ly plac$4 ,an inn]-roll bord] frequ5tly is us$ on ! bett] type ( mattress4 ,a re9=c+ roll ( cotton felt is turn$ 91 close aga9/ ! padd+ ( ! inn]-spr+ unit1 bo? top & bottom1 to give a neat1 well-def9$ edge4 ,! out]-roll edge 0 ! orig9al me?od ( f9i%+ a mattress4 ,x has a roll on ! outside ( ! top & bottom ( ! mattress4 ,?is is n extra padd+1 b results f ! outside /it*+ ( ! regul> uphol/]y4 ,x /r5g!ns ! edge ( ! mattress )\t giv+ x ! smoo? edge ( ! inn]-roll4 ,"o disadvantage is t x is likely to cat* m du/4 ,tuft+ is ! process ( runn+ tw9e or tape ?r\gh ! mattresses at v>i\s po9ts1 ! out] end be+ secur$ ) buttons or clips4 ,^! tufts s]ve to keep ! inn] mat]ials 9 place & prev5t %ift+4 ,! tuft+ mat]ial %\ld be /rong en\gh to la/ ! lifetime ( ! mattress & ! buttons %\ld be firmly atta*$4 ,fa/5]s su* z rubb]1 pla/ics1 metal1 & ! l are usually employ$ in/ead ( ! cotton & lea!r tufts :i* 7 =m]ly us$4 ,tuft-less mattresses are ^? 9 :i* ! uphol/]y is held 9 place by /it*+ or quilt+ ! lay]s or by plac+ x 9 comp>tm5ts or betwe5 musl94 ,v5tilators1 :i* range 9 size f eyelets to holes in* 9 diamet]1 are necess>y to p]mit ! passage ( air ?r\gh ! int]ior ( ! mattress4 ,! l>g] op5+s are scre5$4 ,! bord]s 9 good mattresses are built s t ! v5tilators are left op54 ,,b$spr+s ,! anci5t ,greeks are said to h be5 ! fir/ to discov] t x is m com=table to sleep on a f\ndation :i* gives ) ! sleep]'s movem5ts ?an on solid wood4 ,!y ran braid$ ?ongs ( /\t lea!r f "o side ( ! b$ to ! o!r4 ,^! 7 ! fir/ b$spr+s & 7 ! only type kn[n until ab\t #hj ye>s ago4 ,?is type ( spr+1 ) rope sub/itut$ = lea!r1 0 9 g5]al use 9 ,am]ica until a few g5]ations ago4 ,! metal b$spr+ z kn[n today dates back to ab\t ! "t ( ! ,w> betwe5 ! ,/ates4 ,x 0 inv5t$ by ,james ,liddy1 ( ,wat]t[n1 ,n4 ,y41 :o s enjoy$ a nap on a spr+$ buggy seat t he pur*as$ a supply ( buggy spr+s & put !m on 8 b$4 ,! salesp]son %\ld rememb] t ! b$spr+ is ! f\ndation ( ! b$ & %>es ) ! mattress ! job ( supply+ complete sleep+ com=t4 ,to function p]fectly1 spr+s & mattress %\ld be mat*$ c>efully4 ,!re are f\r g5]al types ( b$spr+s3 ,metal-fabric1 op5-coil1 plat=m-top or convolute-coil1 & box spr+s4 ,metal-,fabric ,spr+s4 ,! lea/ exp5sive1 & ! lea/ s]viceable1 are ! fabric spr+s4 ,!y consi/ ( a flat lay] ( cross$ or me%$ wires :i* are fa/5$ to ! frame ) helical spr+s4 ,z !y are subject$ to cont9u\s d[nw>d pressure !y w soon develop a sag4 ,^! %\ld be us$ only ) solid-fill$ mattresses4 ,ano!r type ( fabric spr+s consi/s ( /eel b&s fa/5$ to ! ends ( ! frame by helical spr+s & to ea* o!r by %ort helical cross ties or wire locks4 ,! high] pric$ models ( ?is type provide a good f\ndation = an inn]-spr+ mattress4 ,illu/ration3 ,figure #bg4--7,upp] view7 ,plat=m-top coil spr+4 ,illu/ration3 ,figure #bg;a4--7,l[] view7 ,op5-coil spr+ to be us$ ) solid mattress4 ,op5-,coil ,spr+s4 ,! op5-coil spr+s are built to provide flexibility & are p>ticul>ly design$ = use ) solid-fill$ mattresses4 ,!y consi/ ( spiral coils1 l>g] & /rong] ?an ^? us$ 9 inn]-spr+ mattresses1 set into a metal frame4 ,ea* coil usually is held to its neighbor by f\r small helical spr+s4 ,! coils are support$ at ! bottom by metal /rips runn+ f "o side ( ! frame to ! o!r4 ,plat=m-,top & ,convolute-,coil ,types4 ,! convolute-coil or plat=m-top spr+s are simil> to ! op5-coil type except t additional features are add$ to provide a firm] re/+ surface = ! mattress4 ,9 ! plat=m type1 ! op5 spaces 9 ! top ( ! spr+ are p>tly cov]$ by flexible metal b&s runn+ bo? ! l5g? & bread? ( ! spr+s4 ,! convolute coils h sev]al extra turns ( wire z ea* coil approa*es ! top ( its spiral4 ,:5 slightly compress$ ^! turns flatt5 out 9 ! same plane1 provid+ a broad] support+ area4 ,! plat=m-top & convolute-coil spr+s are design$ specifically z a f\ndation = inn]-spr+ mattresses4 ,if an inn]-spr+ mattress is us$ ) an ord9>y op5-coil spr+ ! small] spr+s ( ! mattress are likely to =ce _! way d[n into or betwe5 ! l>g] spr+ coils1 ) a resultant premature breakd[n ( ! mattress4 ,! plat=m-top & convolute-coil types close up ! op5 spaces & elim9ate ?is haz>d4 ,bett] grade spr+s1 :e!r ( op5-or clos$-coil type1 usually are ( d\ble-deck con/ruction4 ,betwe5 ! top & bottom ( ! frame !re is a c5t] wire ) support+ b&s runn+ bo? ! l5g? & bread? ( ! spr+s4 ,?is support makes possible ! use ( a long] coil1 :i* acts z a d\ble spr+4 ,! l[] half ( ! coil is m tightly w\nd & is /iff] = ! support ( ! sleep]'s weight4 ,! upp] half !n contributes ! resili5ce4 ,ano!r m>k ( a good spr+ is ! use ( two or m /eel braces1 kn[n z /abiliz]s1 :i* prev5t sidesway & bord] sagg+4 ,box ,spr+s4 ,box spr+s consi/ ( spiral spr+s atta*$ to a f\ndation1 usually ( wood1 & cu%ion$ ) a lay] ( uphol/]y4 ,! coils are l>g] & heavi] ?an ! usual op5-coil spr+s4 ,! entire unit is enclos$ 9 a box-l frame & cov]$ ) tick+4 ,box spr+s orig9ally 7 design$ to give mu* resili5cy s t !y c\ld be us$ ) solid-fill$ mattresses ( hair or cotton4 ,mo/ box spr+s today1 h[ev]1 are con/ruct$ ) ! firm tops :i* are necess>y = use ) inn]-spr+ mattresses4 ,ea* coil 9 ! box spr+ is set into a slat ( wood or /eel4 ,! coils are held upright by be+ ti$ "o to ano!r1 to ! bord]1 & to ! f\ndation4 ,! bord]s usually are ( wire or rattan4 ,9 ! bett] types1 ! spr+s are h&-ti$ ) a special tw9e4 ,a wire-ti$-spr+ unit is us$ 9 ! *eap] models4 ,box spr+s usually are sold ) cov]s :i* mat* c]ta9 mattresses 9 ! same price range4 ,?is p]mits ! sale ( mattress & box spr+s z a s+le unit4 ,,sugge/ions ,,= ,,! ,,salesp]son ,illu/ration3 ,figure #bh4--;,box-spr+ con/ruction4 ,let u suppose y h suffici5tly impress$ ! cu/om] ) ! importance ( buy+ quality sleep+ equipm5t & ) y\r s9c]ity 9 recomm5d+ :at %e %\ld h4 ,y h %[n h] sev]al mattresses & spr+s &1 aft] elim9at+ ^? to :i* %e voic$ objections or paid little att5tion1 y are n[ ready to conc5trate on ! "o or two models 9 :i* %e express$ int]e/4 ,po9t out t ! mattress w be us$ #h h\rs e night & t = h] satisfaction %e %\ld buy only ! "o c>efully select$ to give ! com=t & we> t %e desires4 ,%e %\ld nev] consid] b$d+ )\t hav+ satisfi$ h]self z to its qualities & its ability to s]ve h] & h] family correctly4 ,%e %\ld be enc\rag$ to make :atev] te/ %e likes & %\ld be made aw>e ( ! /ore's policy p]mitt+ h] to d s4 ,if %e has become conv9c$ t %e %\ld pur*ase "o ( y\r mattresses2 if = in/ance y h sold h] quality & com=t1 y %\ld %[ h] h[ spr+s & pill[s w complem5t :at %e has already b\ght4 ,if y fail to d ?is1 mu* ( ! sales ef=t :i* y h inve/$ w h be5 d5i$ its opportunity to s]ve y 9 mak+ a sale ( ^! alli$ goods4 ,! reason t p]suad$ y\r cu/om] to buy a good mattress %\ld lead h] to seek complete sleep+ equipm5t4 ,x is almo/ impossible to sell a good mattress prop]ly )\t discuss+ spr+s because ! resili5cy ( ! "o dep5ds consid]ably ^u t ( ! o!r4 ,a s(t mattress on v s(t spr+s may unduly emphasize ?is quality to ! cu/om]'s ultimate dissatisfaction4 ,consequ5tly1 9 %[+ v>i\s mattresses1 y %\ld expla9 ! k9d ( b$ spr+s to :i* ea* is adapt$4 ,:5 ! mattress has be5 select$1 x is "t = y to emphasize ! importance ( ! spr+s4 ,! beauty ( mat*$ units ) box spr+s1 design$ specially to g ) ! mattress is some?+ y %\ld /ress4 ,b if ! cu/om] is n box spr+ consci\s & _m are n1 %[ h] ! new] models ( coil spr+s & expla9 _! *>act]i/ics1 _! protection ( ! mattress aga9/ we>1 _! con/ruction to avoid sidesway1 & simil> int]e/+ features4 ,(t5 y w he>1 ,our old spr+s w be satisfactory4 ,) su* a cu/om]1 to insure t ! new mattress w give satisfaction1 y mu/ le>n :at type ( old spr+ is go+ to be us$4 ,x w usually be a resili5t op5-coil spr+1 probably satisfactory :5 us$ ) an all-cotton or all-hair mattress1 b unsuitable z a f\ndation = an inn] spr+4 ,avoid future compla9ts ( premature mattress breakd[n & uncom=table sleep by %[+ h[ ! small coils & ! uphol/]y ( ! inn]-spr+ mattress pu% d[n into ! l>g] op5+s ( old coil spr+s4 ,demon/rate ! increas$ resili5cy ( spr+s design$ = cotton mattresses & :y inn]-spr+ models ne$ a full] base4 ,?\s&s ( spr+ sales h be5 neglect$ m]ely because ! salesman 0 satisfi$ ) ! mattress ord]4 ,_m cu/om]s1 too1 h become dissatisfi$ ) _! new mattresses solely because ! salesman fail$ to expla9 ! importance ( spr+s4 ,take advantage ( ?is attitude always to complete ! sale by sell+ ! "r spr+4 ,,pill[s ,( all articles ( b$d+1 pill[s %\ld be ! easie/ to pres5t 9 ! light ( _! di/9ctive features4 ,!y conta9 no coils or pat5t$ me*anism4 ,yet !re is a trem5d\s diff]5ce betwe5 a poor pill[ & a good "o4 ,c]ta9ly _m use pill[s too old to h reta9$ _! resili5cy & complete com=t4 ,good pill[s are a "p ( beautiful & satisfactorily equipp$ b$d+ ensembles4 ,d n dim9i% y\r s]vice by fail+ to speak ( ?is4 ,_m ( y\r cu/om]s :o are actually 9 ! m>ket = !m d n realize t ! furniture /ore sells pill[s4 ,!re=e1 x is a di/9ct s]vice to !m & an add$ sale to y if y ask ! privilege ( %[+ y\r /ock4 ,unless y "k & c expla9 ! value ( quality pill[s1 _m ( y\r cu/om]s w surely buy less satisfactory ones4 ,"o reason :y pill[s g5]ally are us$ too long c be trac$ to ! un=tunate belief ( _m h\sewives t good fea!rs are an heirloom to be h&$ d[n f "o g5]ation to ano!r4 ,9 reality fea!rs are delicate & p]i%able4 ,aft] ye>s ( con/ant use !y lose resili5cy & c no long] prop]ly support ! neck muscles4 ,,types ,,( ,,pill[s ,! be/ fill+ = pill[s is ! d[n & fea!rs ( wat]f[l4 ,less satisfactory are l&-f[l fea!rs4 ,! quality ( ! pill[ dep5ds ^u ! p]c5tage ( ea* k9d ( mat]ial t is us$ 9 ! fill+4 ,d[n4 ,natural d[n is a s(t und]coat+ t gr[s on adult wat]f[l4 ,its fib]s are s(t & fluffy & emanate f a c5t] po9t4 ,!re is no quill %aft4 ,d[n-fill$ pill[s are a luxury item & are ! s(te/ & lighte/ available4 ,!y are ideal = p]sons :o pref] an extremely s(t pill[4 ,goose ,fea!rs4 ,goose fea!rs make ! f9e/ fea!r fill+4 ,!y are resili5t & h a curv$ quill :i* itself is buoyant4 ,! fea!r fib]s are full & fluffy4 ,contr>y to common belief1 !re is no diff]5ce 9 ! fill+ quality ( grey & ( :ite goose fea!rs4 ,! :ite fea!rs1 h[ev]1 are 9 great] dem& & are m exp5sive4 ,goose fea!rs v>y consid]ably 9 quality4 ,dome/ic & ,european goose fea!rs are g5]ally consid]$ bett] ?an ^? f ,ea/]n c\ntries4 ,a good grade ( goose fea!r pill[ is slightly firm] & m buoyant ?an a d[n pill[4 ,duck ,fea!rs4 ,duck fea!rs rate next 9 quality to goose fea!rs4 ,!y are m sl5d] & h weak] & less ar*$ quills4 ,!y c be di/+ui%$ f goose fea!rs by _! po9t$ tips & by ! pres5ce ( few] fluffy fib]s at ! base4 ,a duck fea!r pill[ is firm] & heavi] ?an a goose fea!r pill[ & is less resili5t & buoyant4 ,turkey ,fea!rs4 ,turkey fea!rs are inf]ior to wat]f[l fea!rs b are some:at m buoyant ?an *ick5 fea!rs4 ,! quills are /raight & ! fea!r fib]s are n z fluffy z ^? ( ! duck & ! goose4 ,! %afts mu/ be artificially curl$ to give !m spr+9ess & ?is curl is lo/ aft] a few ye>s' s]vice4 ,*ick5 ,fea!rs4 ,*ick5 fea!rs are ! lea/ exp5sive & make ! poore/ fill+4 ,l ! turkey fea!rs1 !y h /raight %afts :i* mu/ be artificially curl$4 ,*ick5 & turkey fea!rs make pill[s :i* are heavi] & less resili5t ?an wat]f[l pill[s4 ,!y are us$ 9 price m]*&ise & w n give long s]vice4 ,! salesp]son %\ld talk ) manufactur]s' salesm5 & acquire facts necess>y to expla9 conv9c+ly ! importance ( ! ar* 9 ! /em ( goose & duck fea!rs z contra/$ to ! /iff /raightness ( ! *ick5 or turkey fea!r4 ,kapok4 ,kapok1 a vegetable fib]1 sometimes is us$ z fill+ = pill[s4 ,:5 new x is s(t & fluffy4 ,x is n durable1 z ! fib]s pulv]ize into h>d lumps ) we>4 ,frequ5t sunn+s & air+s w ret>d ?is pulv]ization4 ,*>act]i/ics ( a ,good ,pill[4 ,a good pill[ c be judg$ by its lightness 9 comp>ison to its bulk4 ,pill[s %\ld be well fill$ 9 ord] to reta9 _! resili5ce & plump appe>ance4 ,a d[n-fill$ pill[ ( /&>d #ba- by #bg-;in* size w weigh approximately #a p\nds4 ,! same pill[ fill$ ) goose fea!rs w weigh ab\t #b p\nds4 ,if fill$ ) *ick5 or turkey fea!rs ?is pill[ w weigh ab\t a p\nd m4 ,to te/ a pill[ = resili5ce1 lay ! pill[ flat & press d[n ! c5t] ) y\r h&4 ,! quick] & m completely x spr+s back to its orig9al %ape ! bett] is ! grade ( fea!rs4 ,buoyancy also is important4 ,if ! pill[ is prop]ly buoyant1 x w support weight s t ! head is held com=tably )\t s9k+ too f> into ! pill[4 ,a good pill[ %\ld conta9 no du/1 /iff fea!rs1 or lumps4 ,! pres5ce ( du/ c be det]m9$ by p\nd+ ! pill[4 ,/iff quills & matt$ fea!rs c be detect$ by press+ ! pill[ betwe5 ! h&s4 ,! selection ( a pill[ ( ! prop] firmness dep5ds entirely ^u ! pref]5ce ( ! us]4 ,always m5tion ! degree ( firmness or s(tness 9 addition to ! type ( fea!r & quality ( tick+ 9 ea* pill[ t y %[4 ,pill[ sizes ord9>ily ref] to ! dim5sions ( ! f9i%$ product1 n ! cut size ( ! tick+4 ,! mo/ common sizes are #bj by #bf & #ba by #bg4 ,increas+ly popul> is a #bj- by #cf-;in* size4 ,! pill[ case %\ld be ( tightly wov5 cotton :i* is fea!r-pro( & d[n-pro(4 ,eight-ounce blue-/rip$ tick+ is consid]$ a /&>d ( quality4 ,eight-ounce w>p sate5s also give good s]vice4 ,lightweight1 closely wov51 l95-f9i%$ tick+ is ano!r popul> fabric4 ,,/udio ,,c\*es ,,& ,,s(a ,,b$s ,! mod]n tr5d t[>d small h\ses & effici5cy ap>tm5ts has creat$ a dem& = furniture :i* c be conv]t$ f ord9>y daytime uses into b$s at night4 ,by f> ! mo/ popul> 9 ?is field are /udio c\*es & s(a b$s4 7,see figs4 #bb;,a & #bb;,b1 page #ajf47 ,,! ,,/udio ,,c\* ,! /udio c\* = _m ye>s has be5 a /&>d auxili>y b$4 ,9 its simple/ =m x consi/s ( two p>ts1 "o on top ( ! o!r & ea* conta9+ uphol/]$ spr+s4 ,^! two p>ts :5 plac$ side by side make a full-siz$ b$4 ,mod]n /udio c\*es are available 9 _m p]iod /yles & are us$ to complem5t ! decoration plan = ! liv+ room1 libr>y1 recreation room1 sunroom1 b$room1 or ev5 entrance hall4 ,,s(a ,,b$s ,! s(a b$ is a lat] developm5t4 ,x equals 9 beauty & quality ( workman%ip ! articles ( furniture f :i* x d]ives its "n4 ,yet x conta9s an +5i\sly conceal$ sleep+ unit4 ,good s(a b$s are made 9 au!ntic /yles & are cov]$ 9 ri* sat91 lea!r1 & tape/ry uphol/]y t make !m z attractive z any piece ( s+le-purpose furniture 9 ! liv+ room4 ,:5 only occasional sleep+ use w be requir$1 ! attractive appe>ance & seat+ com=t ( ! s(a b$ %\ld be /ress$4 ,,que/ions #a4 ,:at is ! fir/ /ep 9 becom+ a bett] b$d+ salesman8 #b4 ,"u :at circum/ances may cut-out samples be us$ to ! be/ advantage8 #c4 ,:at in=mation d y ne$ f ! cu/om] 9 ord] to recomm5d intellig5tly ! "r mattress & b$spr+8 #d4 ,:at reasons c y give ! cu/om] to conv9ce h] t %e %\ld buy quality sleep+ equipm5t8 #e4 ,h[ d y ov]come ! cu/om]'s objection t competitors' /ores are sell+ mattresses #aj *eap]8 #f4 ,:y %\ld y /ress ! pur*ase ( a new spr+ ) ea* new mattress8 #g4 ,:at are ! be/ sell+ features ( 7a7 box spr+s & 7b7 convolute & plat=m-top coil spr+s8 #h4 ,:y are wat]f[l fea!rs sup]ior to l& f[l fea!rs 9 pill[s8 #i4 ,h[ c y prove to a cu/om] t h] pill[s %\ld be replac$8 #aj4 ,:at features d y /ress 9 sell+ s(a b$s & /udio c\*es8 ,,sugge/$ ,,read+ ,,li/ ,furniture ,record1 ,b$d+ ,articles1 ,janu>y #ae1 #aidj4 ,,giles1 ,,ray4 ,sleep4 ,bobbs-,m]rill ,co41 ,indianapolis1 ,ind4 #aich4 ,bullet9 #bf1 ,basic ,sell+ ,facts = ,b$d+1 ,mattresses1 ,b$ ,spr+s1 & ,pill[s--,good ,h\sekeep+1 ,dep>tm5t ( ,m]*&ise ,education1 ,fifty-sev5? ,/reet at ,eigh? ,av5ue1 ,new ,york1 ,n4 ,y4 ,bullet9 entitl$--,consum] ,inve/igation1 issu$ = ! ,national ,association ( ,b$d+ ,manufactur]s by ! ,lawr5ce ,h4 ,selz ,organization1 ,m]*&ise ,m>t1 ,*icago1 ,ill4 ,bullet9 #aj1 ,fea!rs & ,d[n--,p5nsylvania ,dep>tm5t ( ,labor & ,indu/ry1 ,h>risburg1 ,pa4 ,,jacobson1 ,,edmund1 ,m4 ,d4 ,y ,c ,sleep ,well4 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y4 ---- ,y ,mu/ ,relax4 ,,mccolli/]1 ,,fri]4 ,sell+ ,sleep1 ,national ,retail ,dry ,goods ,association1 ,! ,bullet91 ,novemb] #aici4 ,national ,furniture ,review1 #fff ,lake ,%ore ,drive1 ,*icago1 ,ill4 ,m>* #aidj4 ,b$d+ ,section4 ,,palm]1 ,,lois4 ,y\r ,h\se4 ,bo/on ,cook+ ,s*ool ,magaz9e ,co4 #aibh4 ,! ,b$rooms1 pp4 #gh-ia4 ,,seal1 ,,e!l ,,davis4 ,furni%+ ! ,little ,h\se--,c5tury ,co41 ,new ,york1 ,n4 ,y4 ,! ,b$rooms1 pp4 #aee-afh4 ,magaz9e ,articles4 ,am]ican ,home1 ,novemb] #aici1 ,we're ,campaign+ = ,bett] ,sleep4 ,good ,h\sekeep+1 ,novemb] #aici1 ,buy ! ,mattress ,t ,suits ,y4 ,h\se & ,g>d51 ,octob] #aici1 ,:5 ,y ,select ,b$d+4 ,h\se & ,g>d51 ,april #aida1 ,h[ to ,buy ,b$d+4 ,h\se ,beautiful1 ,april #ae1 #aidj1 ,good ,nights4 ,mc,call's1 ,april #aici1 ,h[ to ,buy a ,mattress4 ,p>5ts'1 ,octob] #aici1 ,b$ = ! ,baby4 ,p>5ts'1 ,septemb] #aidj1 ,a ,s\nd ,b$time ,/ory4 ,practical ,home ,economics1 ,april #aida1 ,an ,outl9e ( ,sleep+ ,equipm5t4 ,! ,bride's ,magaz9e1 ,spr+ ,issue1 #aidj1 ,to ,sleep4 ,! ,bride's ,magaz9e1 ,spr+ ,issue1 #aida1 ,*oos+ ,y\r ,b$d+4 ,woman's ,home ,companion1 ,april #aida1 ,h[ ,ab\t ,y\r ,gue/ ,room8 ,unit ,,vii ,,an ,,introduction ,,to ,,! ,,art ,,( ,,int]ior ,,decoration ,int]ior ,decoration z a ,sell+ ,me?od ,emotional ,values ( ,light1 ,color1 ,l9e1 & ,proportions ,color ,managem5t 9 ,decoration ,pr9ciples ( ,furniture ,arrangem5t ,illu/ration3 ,photograph by ,grignon4 ,figure #bi4--,?is f]n]y s]v]1 "p ( a new eighte5? c5tury d9+-room suite1 gives ! new int]pretation to functional pieces 9 p]iod design4 ,! attractive s]v] ) comp>tm5t = glasses & a s]vice %elf = plates1 cups1 & ! l1 is equipp$ ) two metal plant conta9]s4 ,! rug is an all-ov] textur$ olive gre5 ,axm9/]4 ,unit ,,vii4--,,an ,,introduction ,,to ,,! ,,art ,,( ,,int]ior ,,decoration ,,int]ior ,,decoration ,,z ,a ,,sell+ ,,me?od ,! art ( int]ior decoration is ! skillful use ( furni%+s 9 keep+ ) ! ar*itectural factors ( a room to create a h>moni\s sett+ adaptable to ! social1 economic1 & p]sonal use ( ! occupants4 ,a room may be said to be beautiful if x gracefully1 effectively1 & adequately fills ! purpose = :i* x is int5d$ & takes into consid]ation ! habits ( all memb]s ( ! family us+ x4 ,! salesman :o creates a room :i* adequately & h>moni\sly fills ! purpose = :i* x is int5d$--tak+ into consid]ation all ( ! p]sonal & ar*itectural factors--may be satisfi$ t he has done a good job ( int]ior decorat+4 ,com=t & beauty4--,com=t c be creat$ ?r\gh prop] ex]cise ( c>e & common s5se4 ,ev]yone kn[s :at com=t means1 & is able to recognize x4 ,b 9 ! case ( beauty1 no "o kn[s precisely :at x means & _m p are unable to recognize x4 ,! facts are t1 al?\gh beauty is beyond def9ition1 x w appe> 9 ! pres5ce ( c]ta9 conditions2 t ^! conditions may be def9$ & controll$ & discuss$ intellig5tly & conv9c+ly ) cu/om]s4 ,:at ^! conditions are1 & h[ _! pres5ce may be insur$ by means ( ! m]*&ise1 w be set =? 9 ?is unit & 9 ! f\r units :i* foll[4 ,= our pres5t purpose x is en\gh to say t "o ( ! conditions ( beauty is h>mony1 & t any room w h a consid]able measure ( beauty if its furni%+s are h>moni\s4 ,a well-furni%$ & decorat$ room w h colors1 cont\rs1 & gr\p+s t fit into ! ar*itectural backgr\nd z ?\gh all 7 conceiv$ & execut$ simultane\sly4 ,! salesp]son %\ld gu>d aga9/ ! cu/om]'s r natural feel+ t !re is inequity betwe5 co/ & ! *>act]i/ics & qualities :i* give h>mony & beauty to home furni%+s4 ,9 h&l+ a sale at ?is po9t1 ! salesman w develop conv9c+ly ! idea t home decoration1 al?\gh x is ! di/+ui%+ m>k ( all lovely homes1 actually is n dep5d5t on lavi% exp5diture4 ,p]sonal com=t1 reflection ( individuality1 dom9ant unity1 & h>moni\s gr\p+s result f c>eful plann+ & educat$ ta/es r ?an f loos5+ ! /r+s ( a heavy purse4 ,aft] all1 ! basic consid]ation is suitability1 n decoration4 ,! salesman :o w assemble a h>moni\s gr\p+ quickly & keep x )9 ! cu/om]'s price range w accompli% two important ?+s3 #a4 ,focus att5tion ^u beauty & satisfaction ( h>moniz$ gr\ps in/ead ( direct+ worry t[>d price & m9or details4 #b4 ,increase respect = 8 judgm5t & und]/&+ ( h] problem4 ,suitability means com=t fir/4--,e well plann$ sale ( home furni%+ mat]ials />ts ) ! assumption t ! buy] is always ?9k+ 9 t]ms ( h] own int]e/s4 ,%e has little or no conc]n ) ! con/ruction1 design1 /yle1 pre/ige value1 or price ( any article unless %e believes t h] own int]e/s w 9 "s way be affect$ by x4 ,suppose = in/ance %e has read sev]al ( _m articles :i* appe> f mon? to mon? 9 magaz9es cov]+ ! home-furni%+s field1 & t %e has att5d$ lectures on home decoration4 ,%e may ev5 h discuss$ p>ticul> problems intimately ) sev]al int]ior decorators4 ,%e und]/&s t %e %\ld nev] buy j = ! pres5t ) ! idea ( mak+ replacem5ts lat]4 ,%e long s9ce has giv5 ov] ! idea ( wond]+ :at ! neighbors w ?9k ( h] selections4 ,be=e %e faces ! bewild]+ walk d[n aisles flank$ ) s(a b$s1 light+ fixtures1 tables1 *airs1 b$s1 drap]ies1 consoles1 c>pets1 rugs1 & *aise l\nges1 %e has plann$ h] room on pap] & has visualiz$ ! picture 9 t]ms ( color & (t5 has decid$ on a color s*eme4 ,furniture has be5 giv5 a diagram placem5t on pap] to con=m to wall spaces & w9d[s4 ,rugs1 drap]ies1 & accessories h be5 subject$ to te/s ( suitability = ! purposes = :i* !y are to be us$4 ,:5 ! salesman f9ally faces h] 9 ! fir/ vital mom5ts ( ?is sales ef=t he quickly w realize t %e kn[s :at ?+s %e wants to see1 _! /yles1 %apes1 sizes1 & ev5 _! colors4 ,)\t k ( at lea/ elem5t>y pr9ciples 9 ! art ( int]ior decoration he is c]ta9 to feel a s5se ( inadequacy1 ev5 ( humiliation4 ,ev5 ) ! requisite basic in=mation1 normally x w be a %e] wa/e ( "t to assure h] t any article is h&some1 f9ely made1 fa%ionable1 or ev5 t x is a wond]ful value until he is sure t %e consid]s ?is piece adapt$ to h] own situation & ne$s4 ,innum]able sales g on ! rocks at ?is po9t4 ,int]ior decoration z a sell+ me?od beg9s "r "h ) ! revelation ( ! cu/om]'s situation & ne$s4 ,if %e has ideas :i* are 9 ! hazy1 sket*y1 & by no means c]ta9 /ages1 !n ! salesman mu/ proce$ to secure ! in=mation he mu/ h 9 advance ( any intellig5t sell+ he may hope to d4 ,usually ^! cu/om] situations & ne$s w dep5d on two factors1 ! "o p]sonal & ! o!r ar*itectural4 ,! p]sonal factor involves su* consid]ations z ! age1 sex1 size1 ta/es1 & habits ( ! memb]s ( ! family2 ! am\nt & "* ( ent]ta9+ = :i* provision mu/ be made2 & ! am\nt ( money or cr$it available = new furni%+s4 ,! ar*itectural factor includes su* details z ! use1 size1 /yle1 & situation ( ! room2 its woodwork1 floor1 walls1 ceil+1 & light+2 its relation%ips ) connect+ rooms2 & ! size1 /yle1 & color+ ( ! furni%+s already 9 use4 ,9 employ+ ?is me?od1 ev5 9 ! simple sale involv+ ! pur*ase ( a s+le piece1 ! compet5t salesman w h ?ree purposes 9 m9d4 ,! fir/ is to insure t ?is new piece w fit ! p :o are to use x2 ! second1 to insure t x w fit ! room 9 :i* x is to be us$2 & ! ?ird1 to insure t x w comb9e ) ev]y?+ else 9 ! same room to =m an agreeable h>mony4 ,9 o!r words1 he mu/ use 8 m]*&ise to secure com=t ?r\gh fitness or suitability to purpose & use1 & to create beauty ?r\gh h>mony4 ,correct room arrangem5t is ess5tial to bo?4 ,,emotional ,,values ,,( ,,light1 ,,color1 ,,l9e1 ,,& ,,proportions ,ev]y?+ us$ 9 furni%+ a room may be resolv$ into its elem5ts ( light1 color1 l9e1 & proportion4 ,psy*ologi/s h %[n t colors influ5ce ! mood ( an individual1 & create emotional values :i* may be /at$ z foll[s3 ,,light ,,& ,,%ade ,to und]/& & correctly use light & %ade1 "o mu/ h a basic und]/&+ ( values & "k h[ by us+ ^! values diff]5t effects may be a*iev$4 ,us+ z a key a scale ( n9e values 7be>+ 9 m9d t ! t]m value means degree ( lightness or d>kness )\t reg>d to any p>ticul> color7 rang+ f black to :ite1 "o f9ds t ! grey tones t[>d ! :ite end ( ! scale are light values & %ade t[>d :ite2 ^? t[>d ! black end ( ! scale are d>k values & %ade t[>d black2 9 ! c5t] is a m$ium grey tone4 ,us+ ^! values 9 t]ms ( room colors1 x has be5 e/abli%$ t light values are *e]ful & gay because !y reflect light4 ,:5 us$ 9 pa/el tones !y are fem99e & fri5dly4 ,on ! o!r h&1 d>k values are sombre1 heavy1 & mascul9e 9 feel+ s9ce !y absorb light & h a d>k5+ effect4 ,! middle tones are a happy balance & comb9e ess5tials ( bo? values4 ,?us1 kit*5s1 breakfa/ rooms1 nurs]ies1 playrooms1 & b\doirs %\ld be done 9 light values2 libr>ies1 m5's rooms1 or l\nges 9 d>k values & liv+ rooms & d9+ rooms 9 m$ium values1 us+ bo? d>k & light4 ,,color ,,t]ms ,al?\gh !re are _m te*nical color t]ms us$ by advanc$ colori/s to di/+ui% v>iations 9 colors1 !re are j a few basic facts to rememb] to help y und]/& & use color to ! be/ advantage 9 int]ior decoration4 ,hue is ! pure color nei!r mix$ ) :ite1 black1 nor a complem5t>y color4 ,a hue may be a prim>y color1 second>y color1 or t]ti>y color 9 its true value4 ,:5 y mix a hue ) :ite x becomes a t9t2 :5 mix$ ) black x becomes a %ade2 & :5 grey$ ) a complem5t x becomes a tone4 ,s9ce walls %\ld be light] ?an ! floor cov]+1 walls are usually done 9 a t9t2 floor cov]+s 9 a %ade or tone or a p>ticul> hue1 & furni%+s ei!r 9 ! pure hues 9 adjac5t or complem5t>y colors or 9 tones1 t9ts1 or %ades ( ^! hues4 ,prim>y1 second>y1 & t]ti>y colors4--,prim>y colors are ! ?ree basic colors kn[n to man :i* _c be produc$ by comb9+ any o!r colors1 b :i*1 :5 comb9$ 9 prop] proportion1 c produce e color kn[n to man4 ,^! colors are r$1 blue1 & yell[4 ,second>y colors are hues obta9$ by admixture ( ! prim>ies & consi/ ( violet 7r$ & blue72 gre5 7yell[ & blue72 & orange 7r$ & yell[74 ,t]ti>y colors4--,^! are hues obta9$ by admixture ( ! second>y colors ) ! prim>y colors & consi/ ( r$-violet or plum2 blue-violet or a deep1 m>9e-type blue2 blue-gre5 or aqua-m>9e2 yell[-gre5 or *>treuse2 yell[-orange or tang]9e1 & r$-yell[ or a w>m r$ or v]milion color4 ,complem5t>y & adjac5t colors4--,complem5t>y colors are ! colors directly opposite ea* o!r on a color *>t made up ( ! prim>y1 second>y1 & t]ti>y colors1 & :5 us$ 9 pairs !y int5sify ea* o!r4 ,adjac5t colors are ! colors :i* foll[ ea* o!r 9 a color *>t made up ( ! prim>y1 second>y1 & t]ti>y colors & !y may be us$ toge!r ) an acc5t ( a complem5t>y color4 ,elem5t>y color *>t4--,to prop]ly und]/& ^! t]ms & impr9t ^! color comb9ations 9 y\r m9d make ?is simple color *>t 9 color us+ ! ?ree prim>y colors4 ,?is *>t also may be work$ out 9 p5cil 9 a few m9utes "t & ref]r$ to :5 mak+ color sugge/ions3 ,illu/ration3 ,figure #cj4--;,color *>t4 ,numb]s indicate3 #a1 prim>y colors4 #b1 second>y colors4 #c1 t]ti>y colors4 ,draw a circle #d in*es 9 diamet]4 ,divide ! circle into ?ree equal p>ts by l9es radiat+ f ! c5t]4 ,label ^! ?ree l9es1 r$1 blue1 & yell[2 !y are y\r prim>y colors4 ,^! l9es repres5t ! admixture ( ! prim>y colors & repres5t violet1 gre51 & orange4 7,see *>t47 ,n[ fill 9 ! t]ti>y colors4 7,see *>t47 ,:5 do+ ^! 9 colors y w see ! colors *ange & bl5d into ea* o!r z !y are appli$4 ,f ! above color *>t y c make any h>moni\s room comb9ation4 ,= any true h>mony all ?ree ( ! prim>y colors %\ld be pres5t4 ,x is n necess>y1 h[ev]1 to h ?ree colors2 a second>y color 7made by bl5d+ two prim>y colors7 w\ld use ! ?ird prim>y z a complem5t4 ,look at ! *>t2 y w note t gre5 7made by mix+ blue & yell[7 has r$ z its complem5t4 ,a ?ird color 9 ! room might be yell[ or blue1 yell[i%-gre51 or blue-gre54 ,?is is t]m$ a complem5t>y color s*eme4 ,:5 us+ an adjac5t1 or mono*romatic color s*eme1 any s]ies on ! color *>t may be foll[$2 = example1 gre51 blue-gre51 blue1 blue-violet1 & violet4 ,! complem5t or acc5t to ?is color s*eme w\ld be ! complem5t>y colors1 orange1 yell[-orange1 r$-orange1 etc4 ,be=e apply+ ^! pr9ciples to room s*emes1 !re is "o m rule to be> 9 m9d4 ,all colors 9 :i* r$ or yell[ pr$om9ate are kn[n z w>m colors & colors 9 :i* blue & gre5 pr$om9ate are kn[n z cool colors4 ,s9ce w>m colors are m int5se & t5d to be excit+1 !y mu/ be (fset by cool colors1 usually 9 ! ratio ( two to "o1 s9ce x (t5 takes two cool colors to balance "o w>m color4 ,x is also well to rememb] t deep colors advance & light colors rec$e4 ,an oblong room c be made to look m squ>e by do+ ! %ort walls 9 a deep gre51 ! long walls 9 a light gre54 ,prim>y & second>y colors are m int5se ?an t]ti>y colors--colors rec$+ & light5+ ) ! admixture ( additional hues4 ,build+ a room s*eme4--,tak+ all ( ! above facts into consid]ation1 x may be int]e/+ to "w out a few simple color s*emes = a liv+ room4 ,assume t "o wi%es to d a blue room4 ,! pr$om9at+ color 9 ! room w1 ( c\rse1 be blue4 ,h[ev]1 let u suppose we d n p>ticul>ly c>e = a blue rug4 ,s9ce ! second l>ge/ piece 9 ! room is ! s(a1 we h decid$ to use a blue s(a4 ,we h two def9ite *oices = a rug2 x may be a grey$ tone ( r$ or w9e color1 or a grey$ tone ( yell[ 7beige or light br[n74 ,if we select ! r$-tone rug1 we mu/ ?9k ab\t our yell[ tone = ! complem5t>y *air4 ,let u suppose we decide ^u a t9t ( yell[ or beige4 ,a ?ird *air n[ may be a second>y1 or t]ti>y1 ( ^! ?ree colors1 & s9ce our room is pr$om9antly blue1 we select a blue-r$ or violet color4 ,violet1 y w notice1 is a p]fect complem5t to yell[4 ,we might h us$ a %ade ( r$ or w9e color z a complem5t b x w\ld h giv5 a r$ tone to ! room4 ,= drap]ies we h sev]al colors f :i* to *oose b we mu/ take into consid]ation ! wallpap]4 ,we may use a t9t ( ! floor cov]+1 or ! s(a1 or may br+ 9 ! ?ird prim>y color4 ,let u suppose we _h decid$ to use a t9t ( ! floor cov]+ or a s(t p9k tone4 ,our drap]ies n[ may be blue1 blue-violet1 or r$-violet4 ,acc5ts necess>ily w\ld !n be r$ or orange4 ,if w9e-color$ drap]ies 7 us$1 we w\ld h practically an equal balance betwe5 r$ & blue1 & our accessories w\ld be yell[4 ,ano!r popul> me?od ( color coord9ation is to repeat ! colors f\nd 9 "o piece ) pla9 colors or novelty weaves emphasiz+ ! colors ( ! figur$ fabric2 = example1 a room may h a blue s(a ) a t9y p9k figure work$ into ! tape/ry4 ,"o ( ! *airs1 !n1 c\ld be p9k 9 ! same tone z ! small figure2 ! o!r *air w\ld !n be "o ( ! yell[ tones1 & c\ld be ei!r beige1 or br[n4 ,"s decorators repeat ! floral colors ( pr9t$ drap]ies 9 ! room sett+4 ,"s comb9e ! pla9 colors ( ! s(a & *air 9 a figur$ ?ird *air :i* has a neutral backgr\nd & picks up ! colors ( ! o!r two pieces4 ,x is well to mix ! patt]ns 9 a room1 a /ripe comb9+ nicely ) a pla9 color1 & a small figur$ mixture c>ry+ out ! ?ird color & bl5d+ ! /rip$ & pla9 tones4 ,by ref]r+ to y\r *>t y w discov] _m int]e/+ color comb9ations4 ,j rememb] t adjac5t colors take ! opposite complem5t z acc5t4 ,complem5t>y colors may be us$ ) adjac5t or ) a ?ird prim>y color1 or ) a comb9ation ( two prim>ies on a neutral backgr\nd ( ! ?ird color4 ,,l9e ,,& ,,=m ,/raight l9es create an effect ( /r5g?1 virility1 & s]i\sness1 &1 if exclusively employ$1 ( au/]ity or h>dness2 :ile curv$ l9es create an effect ( flexibility & joy\sness1 &1 if1 exclusively employ$1 ! effect is "o ( weakness4 ,horizontal l9es & %apes ar\se a s5se ( calmness & repose2 v]tical l9es & %apes1 ( activity & life2 diagonal l9es & %apes1 ( movem5t4 ,long /raight l9es create an effect ( dignity4 ,:5 two colors are us$ toge!r a l9e is creat$ & ^! l9es h a di/9ct effect ^u ! room 9 :i* !y are us$4 ,,proportion ,proportion1 :i* is simply ! relation ( "o dim5sion to ano!r1 applies ?r\gh\t ! h\se to walls1 floors1 ceil+s1 doors1 w9d[s1 *airs1 bookcases1 tables1 & o!r furni%+s4 ,good proportions are nev] top-heavy1 squatty1 or un9t]e/+4 ,l>ge size & ?ick proportions sugge/ /r5g?1 weight1 p]man5ce1 & dignity2 small size & sl5d] proportions ar\se ! idea ( delicacy1 lightness1 & grace4 ,x is well = ! furniture salesman to und]/& a few simple facts :i* e good int]ior decorator kn[s4 ,walls & floors1 plus ceil+s1 det]m9e ! proportions ( a room z a :ole4 ,suppose a badly proportion$ room is too n>r[ = its l5g? & height--some?+ common1 = in/ance1 to halls & d9+ rooms4 ,! app>5t wid? ( ?is too n>r[ room may be increas$ by-- #a4 ,hang+ a mirror1 or us+ a picture 9 :i* ! p]spective is su* t ! eye foll[s a /ream or broad expanse into ! di/ance4 #b4 ,us+ sc5]y wallpap]s4 ,9 well-proportion$ rooms ! wall decorations are light] ?an ! floor & ! ceil+ decorations are light] ?an ^? ( ! walls4 ,,s\rces ,,( ,,inspiration ,!re are _m av5ues ( /udy available to anyone :o seeks ! real enjoym5t :i* comes ) plann+ 8 own environm5t4 ,fa%ion ev] has be5 a keynote 9 ! pur*ase ( home furni%+s4 ,! key1 h[ev]1 /ill rema9s 9 ! cu/ody ( ! own]4 ,:5 %e int5ds to buy a new g[n1 coat1 or hat1 %e reads magaz9es & newspap]s1 %ops ar\nd1 /udies /yles & tr5ds1 ?9ks ( uses & requirem5ts = ! g[ns or coats "u consid]ation4 ,probably %e ne$s to und]/& t %e may use z mu* consci\s discrim9ation ) furniture z ) coats if only %e w use ! same s\rces ( inspiration & in=mation4 ,%e %\ld try any "o or all ( ^!3 #a4 ,mon?ly magaz9es ) _! sup]b color features1 illu/rat+ articles ( great div]sity4 #b4 ,books f ! public or f a r5tal libr>y4 #c4 ,model rooms set up 9 dep>tm5t & furniture /ores1 & 9 furniture %[s4 #d4 ,museums conta9+ replica rooms done 9 ! hi/orical p]iods4 #e4 ,pa9t+s1 z guid+ "o's ?\ghts = color s*emes4 #f4 ,newspap]s :i* record /yle tr5ds 9 attractive m]*&ise pric$ to meet ! family budget4 ,if ^! /udies are good = ! prospective cu/om]1 h[ mu* m valuable !y are = ! progressive salesman :o seeks to und]/& cu/om] ne$s & desires 9 t]ms ( human satisfactions4 ,,summ>y ,! results ( /udies ( emotional values may be summ>iz$ z foll[s3 #a4 ,v>iations 9 light1 color1 l9e1 %ape1 & size affect ! m9d 9 c]ta9 fairly def9ite ways4 ,:5 ^! v>iations are und]/ood & controll$ a gr\p or a room may be giv5 atmosph]e :i* n only adds to its beauty1 b also greatly helps 9 arrang+ x to meet ! ne$s ( ! p :o use x4 #b4 ,^! emotional values ( light1 color1 l9e1 %ape1 proportion1 & texture mu/ be employ$ 9 su* a way t ! effect ( ea* is increas$ by ! effects ( all3 ,effects ( re/fulness & tranquillity result :5-- a4 ,! am\nt & int5sity ( illum9ation are r$uc$4 b4 ,! tone ( all colors is l[]$4 c4 ,horizontal l9es are pr$om9ant4 d4 ,l>ge size is emphasiz$4 ,effects ( animation & activity result :5-- a4 ,! am\nt & brilliance ( illum9ation are increas$4 b4 ,! tone ( all colors is rais$4 c4 ,v]tical l9es are pr$om9ant4 d4 ,small size is emphasiz$4 ,,color ,,managem5t ,,9 ,,decoration ,! mom5t anyone und]takes to furni% a home1 t mom5t he beg9s to use color4 ,ross ,crane1 :5 conduct+ exp]im5ts 9 :i* color s*emes = complete rooms 7 plann$ & execut$ /ep & /ep1 det]m9$ t !re are only f\r /eps to take 9 build+ a color s*eme4#ae ,^! f\r /eps are3 #a4 ,decide on a dom9ant or controll+ color4 #b4 ,decide on ! colors to g ) x4 #c4 ,br+ ^! colors into ! room 9 ev]y?+4 #d4 ,acc5t ! s*eme by means ( small objects 7fl[] b[l & fl[]s1 lamps1 pictures1 smok+ trays7 9 high int5sities ( ! lead+ color4 ,^! are ! high lights t produce life & sp>kle4 ,ano!r writ] puts x ?is way3 ,9 decid+ on a color s*eme = a :ole room1 fix on "s f\ndation color1 & !n introduce relief & contra/4#af ,,plann$ ,,proc$ure ,,= ,,! ,,salesp]son ,) ?is in=mation well 9 m9d ! home furni%+s salesman w d well to leave le>n$ & sci5tific discussion ( color managem5t to ! sci5ti/s & conc5trate on a few pr9cipal facts :i* w be dom9ant ?r\gh\t ! sales proc$ure4 ,he may be assur$ t 8 cu/om]'s decisions to buy furni%+s = a complete room1 a few pieces only1 or none at all1 w be condition$ by h] likes1 by ! family budget1 by ! size & use to be made ( ! room1 & by ! necessity to use left-ov]s4 ,he c]ta9ly w pr(it by hav+ a r def9ite k ( *romatic scales1 complem5t>y colors1 adjac5t colors1 nuances1 & conc5tric circles z devices :i* he may use to %[ h[ we get ! _m v>i$ colors4 ,x is ! op9ion ( lead+ exp]ts t ! av]age salesman w f9d x f> easi] & m satisfactory to talk conv9c+ly ( color managem5t = any giv5 room or comb9ation ( rooms by us+ a simple color /ory :i* />ts ) ! six basic colors1 & :i* may be und]/ood easily by ! cu/om]4 ,if a simple color *>t is close at h& & ready = use at any "t1 ! sales talk w deal ) facts1 n g5]alities4 ,he mu/ be able to take an inv5tory1 by p]sonal inspection or ?r\gh que/ions1 ( ! color possibilities 9 ! decoration problem pres5t$ by ! cu/om]4 ,su* facts z room exposure1 size & type1 wall color1 floor cov]+1 furniture already 9 ! room2 use to be made ( ! room1 numb]1 sex1 & *>act]i/ic traits ( ^? :o w live1 eat1 "w1 or sleep 9 ! room2 & approximate price ranges mu/ be kn[n if real help is to be giv54 ,he mu/ "k ! /ock s ?or\ghly t )9 ! giv5 price range1 ! designation ( ! prop] color s*emes w be comp>atively easy4 ,he mu/ use 8 k ( color ?r\gh ! furni%+s1 to int]pret1 z ne$$1 two diff]5t sets ( ideas3 #a4 ,"o 9 :i* ! color s*eme is d>+1 ) unusual comb9ations1 />tl+1 gay1 & sophi/icat$4 #b4 ,! o!r1 ) a color s*eme recogniz$ z g5tle1 re/ful1 & nev] monoton\s4 ,if he has a feel+ ( intimacy ) bo? & w use 8 k consci\sly to produce def9ite emotional effects1 9 a progressive s]ies1 he w see sales come z a rew>d = 8 ef=t4 ,,! ,,salesp]son ,,z ,,int]pret] ,,( ,,appreciations ,:5 next y f9d a room 9 ! home ( a fri5d1 9 a model h\se1 or illu/rat$ 9 a magaz9e t awak5s a response ( pleasure :5 y fir/ see x1 /ay ) x long en\gh to f9d out :y4 ,/udy ! h&l+ ( color 9 curta9s1 rugs1 *air uphol/]y1 lamps1 & bits ( pott]y2 ask y\rself :]e ! abid+ int]e/ ( ! room is c5t]$4 ,seek to uncov] ! secret ( ! spell ?is room ca/s ov] y\r s5ses4 ,unconsci\sly1 y ?rill to ! ?\ght t y1 y\rself1 w\ld nev] tire ( su* a room4 ,x is ! ultimate 9 color managem5t4 ,?is glori\s adv5ture mu/ be exp]i5c$ by y1 y\rself4 ,to y is giv5 a p[] to enri* y\r appreciation ( lovely ?+s1 & 9 turn to convey simil> appreciations to y\r cu/om]s4 ,! salesman :o has le>n$ to ex]cise ?is p[] is f> f be+ an ord] tak] or ev5 an ord] solicitor4 ,lit]ally1 he is c\nselor & guide--an int]pret] ( ! /ore s]vices :i* exi/ to help ! cu/om]1 & ! "o to %[ ! /ore managem5t ! ne$ = exp]t cu/om] guidance 9 color managem5t4 ,if once1 y1 ! salesman1 h exp]i5c$ ! p]sonal satisfactions ( /udy+ a room :i* has unmi/akable di/9ction1 :i* lit]ally gl[s ) ! light ( a p]sonality reflect$ aga9/ a backgr\nd ( culture1 und]/&+1 & sympa?y1 y 9 turn w seek eag]ly to %>e y\r adv5tures 9 color managem5t ) ^? :o come to y seek+ to express _! desires & aspirations 9 t]ms ( usable1 lovely surr\nd+s4 ,difficult8 ,! difficulty is 9 decid+ to make ! ef=t4 ,,pr9ciples ,,( ,,furniture ,,arrangem5t ,next 9 importance to ! actual selection ( furniture & accessories is a skillful & s5sible arrangem5t ( x all 9 a room4 ,e salesman %\ld und]/& t 9 ! plac+ ( ! furniture y may make a small room appe> m spaci\s2 a l>ge b>n-l "o seem m cozy2 express ! idea ( =mality or in=mality2 quiet re/fulness or agitat$ confusion1 s$at5ess or gayety1 ord] or disord]4#ag ,"o secret ( gett+ a homelike quality 9 ! arrangem5t ( furniture is to assemble x 9 small gr\ps or units :i* sugge/ specific uses1 z = in/ance a read+ gr\p1 a writ+ or bus9ess nook1 a re/ corn]1 or a music section4 ,,get ,a ,,c5t] ,,( ,,int]e/ ,,fir/ ,if y are arrang+ furniture 9 ! liv+ room1 decide on a c5tral int]e/4 ,(t5 ?is is call$ a built-up composition--table1 be gr\p$4 ,a fireplace ) its *e]ful fire-gl[ may well be a natural c5t] ( int]e/4 7,see fig4 #ca47 ,a w9d[ or gr\p ( w9d[s op5+ ^u a lovely vi/a may s]ve equally well4 ,if ! family is musical1 ! gr& piano may be s plac$ z to become ! pivotal po9t ( int]e/4 ,second>y c5t]s ( int]e/ naturally are creat$ once ! fireplace1 a w9d[1 or ! gr& piano is assign$ to ! major role4 ,!re may well be m ?an "o ( ^! second>y c5t]s1 i4 e41 a writ+ corn]1 & a read+ gr\p4 ,objects ( c5tral int]e/4--,e wall %\ld h an object ( c5tral int]e/4 ,(t5 ?is is call$ a built-up composition--table1 desk1 cab9et1 or c\* /&+ aga9/ ! wall--)1 9 ea* case1 a picture1 mirror1 hang+ bookcase1 or tape/ry above4 ,! focal po9t may be a s+le tall piece ( furniture su* z a secret>y or highboy4 ,! pictures1 mirrors1 or tape/ry hang+s t5d to build up a k9d ( skyl9e & ! furniture is unit$ ) ^! wall decorations to create ! necess>y feel+ ( ord]ly /ability :i* prop] balance & color h>mony c give4 ,,balance ,,& ,,color ,,h>mony ,an effect ( balance 9 ! arrangem5t ( ! furniture is z ess5tial to ! com=t ( ! occupants ( ! room z prop] light+1 easy *airs1 or unobtrusive ord]l9ess4 ,9 fact1 x is a species ( ord]4 ,x gives a feel+ ( repose4 ,illu/ration3 ,c\rtesy ,am]ican ,walnut ,manufactur]s ,association4 ,figure #ca4--,liv+ room %[+ h>moni\s arrangem5t4 ,view f liv+ room to hall 9 a city ap>tm5t4 ,int]ior woodwork1 mantel1 & furniture are ( wood 9 tones :i* range f ! d>k *e/ to ! blond *air4 ,a room1 or a gr\p1 is 9 balance :5 x appe>s to be at re/2 t is :5 ! total imag9>y weight1 or pull1 on ! att5tion1 ( ev]y?+ on "o side ( a c5t] appe>s to ! m9d to equal ! total weight ( ev]y?+ on ! o!r side4 ,an accurate feel+ = balance c be acquir$ easily by exp]im5t & practice4 ,!re are two k9ds ( balance3 ,ev5 or =mal1 kn[n z bisymmetric balance2 & unev5 or (f c5t] kn[n z occult balance4 ,=mal or bisymmetric balance4--,! simple/ =m ( balance is produc$ by plac+ two ?+s exactly alike on ei!r side ( a c5t] & at exactly ! same di/ance f x4 ,?is is call$ ei!r bisymmetric 7d\ble symmetrical7 or =mal balance--usually ! latt] because su* an arrangem5t is some:at /iff & precise 9 its effect ^u ! m9d4 ,to te/ x1 exactly 9 ! c5t] ( a piece ( pap] draw a rectangle #a in* long & "o-half in* wide4 ,imag9e ?is to be a console table4 ,equidi/ant f ?is rectangle1 9 a /raight l9e1 draw two small squ>es 7"o on ea* side ( ! rectangle7 to repres5t a pair ( *airs4 ,if y successively place a circle ov] ! rectangle to repres5t a mirror1 y w cle>ly see ! bisymmetric balance4 ,! effect ( =mality becomes m m>k$ z y add m units to ! gr\p4 ,:ile too _m =mal gr\p+s w make ! room seem /iff & unlivable1 at lea/ "o =mal gr\p+ may be desirable 9 e room s9ce =mal balance affects ! m9d ) a s5se ( /ability & repose4 ,if ! motive ( =mality is to be emphasiz$1 ! numb] & importance ( =mal gr\p+s %\ld be emphasiz$2 if in=mality is desir$1 ! use ( =mal balance %\ld be limit$4 ,(f c5t] or ,occult balance4--,!re is ano!r k9d ( balance1 usually call$ occult because x is less easy to see or to create4 ,x is produc$ by arrang+ a numb] ( unlike ?+s ) ref]5ce to a c5t] on ! basis ( ! me*anical =mula t ! weight ( ea* w increase directly ) its di/ance f ! c5t]4 ,z an exp]im5t 9 occult balance1 draw a rectangle #b in*es long & #a in* wide to repres5t an imag9>y fireplace4 ,"o-f\r? in* to ! left ( ! exact c5t]1 & at "r angles to ! fireplace1 draw a small rectangle #a in* long & "o-f\r? in* wide to repres5t a love seat4 ,n[1 "o-f\r? in* to ! "r ( ! c5t]1 & at "r angles to ! fireplace draw two -in* squ>es to repres5t two *airs4 ,toge!r ! *airs w seem to ! m9d to weigh ab\t ! same z ! love seat1 & ! :ole gr\p w be sub/antially 9 occult balance4 ,n[ erase ! love seat & exactly 9 ! same position draw a rectangle ?ree-f\r?s in* 9 l5g? to repres5t a s(a4 ,y w notice ! balance has be5 de/roy$4 ,x may be improv$ ei!r by mov+ ! s(a clos] to ! c5t]1 :i* w make x weigh less2 or by mov+ ! *airs f>!r away f ! c5t]1 :i* w make !m weigh m4 ,9 ord] to create a p]fect balance1 h[ev]1 ! *airs %\ld be sep>at$ & a small rectangle plac$ betwe5 !m to repres5t a table & lamp4 ,! salesman1 if he is wise1 w sugge/ pieces :i*1 aft] suitable arrangem5t1 meet ! real ne$s & ta/es ( ! family :e!r ^? ne$s be musical gr\p+s1 game-corn] gr\p+s1 or conv]sational gr\p+s4 ,x may mean ! sacrifice ( "s rule ( decoration to make or keep a place = a favorite rock]1 a gr&fa!r's clock1 or a treasur$ piece1 b c>eful plann+ c make su* a piece ei!r a featur$ asset1 or an unobtrusive addition if appropriately arrang$ 9 a prop] sett+4 ,! ma/] rule = furniture gr\p+4--,!re is "o all-inclusive rule = gr\p+ furniture3 ,br+ toge!r 9 a conv5i5t place1 ^? objects :i* w be us$ toge!r4#ah ,s _m rooms become m]e collections ( furniture t along ) ?is ma/] rule = furniture gr\p+ is plac$ ,william ,morris' little rule1 ,h no?+ 9 y\r home t y d n "k to be useful or believe to be beautiful4 ,if a read+ *air is plac$ 9 a room1 make sure adequate light+ provisions are made1 ei!r by ! addition ( a small table lamp or a /&+ lamp4 ,if possible1 a table %\ld be provid$ = smok+ accessories1 c&y1 or a b[l ( fruit4 ,if a quiet corn] is desir$1 select "o away f g5]al room traffic4 ,if ! radio is a feature ( ! room1 & ! occupant likes to l\nge 9 an easy *air :ile li/5+1 place a com=table *air ne> ! radio4 ,rememb] t ! *air also may be us$ = read+1 s be c]ta9 to provide adequate light4 ,conv]sational gr\p+s require two or m *airs plac$ close toge!r ) a table = refre%m5ts4 ,,physical ,,& ,,emotional ,,h>mony ,speak+ 9 g5]al t]ms1 x may be said t ?+s h>monize1 or g well toge!r :5 !y are m or less alike1 & t !y may be alike ei!r because !y look alike or because !y affect ! m9d 9 ! same way4 ,= example1 if y cov] a ,%]aton sat9wood b$ ) a f9e silk taffeta spread 9 apricot1 ! two units w be h>moni\s because bo? wood & taffeta are 9 colors :i* conta9 a l>ge admixture ( ! same hue1 namely yell[4 ,moreov]1 !y also w be h>moni\s because ! f9e l9es & sl5d] proportions ( ! b$ affect ! m9d ) a s5se ( delicacy & da9t9ess1 & ! f9e texture1 silk5 lu/]1 & pale color+ ( ! taffeta affect x 9 precisely ! same way4 ,we c call ! fir/ type ( h>mony physical1 & ! second type emotional4 ,bo? are basically important 9 ! art ( int]ior decoration1 & make surpris+ly p[]ful sales lev]s 9 deal+ ) t #fj p]c5t ( pot5tial buy]s ^: prim>y int]e/ 9 furniture lies 9 :at x w d to make _! homes m attractive4 ,te/s = physical h>mony4--,!re are num]\s te/s :i* might be made by a salesman on ! floor su* z plac+ a squ>e :ite h&k]*ief on a mahogany gate-leg table & plac+ "u x a pe>l grey rug to illu/rate inh>moni\s effect result+ f ! fact t ! ?ree elem5ts are unlike 9 hue1 tone 7degree ( light & d>k71 def9+ l9es1 %ape1 & texture4 ,a mu* simpl] me?od is to comp>e room h>mony ) ladies we>+ app>el4 ,let u suppose a woman put on a br[n dress1 :ite belt1 & pe>l-grey %oes4 ,( c\rse1 ! effect w\ld be mo/ inh>moni\s4 ,on ! o!r h&1 suppose %e sub/itut$ a gold belt & br[n %oes4 ,a h>moni\s effect w\ld be a*iev$ z 0 done 9 ! in/ance previ\sly ref]r$ to1 9 :i* a dull gold velvet or sat91 fold$ to ! same wid? z ! table1 0 laid on ! table & a deep w>m taupe or mahogany-color$ rug sub/itut$ = ! pe>l-grey c>pet4 ,good rules to foll[ = h>moni\s physical h>mony are3 #a4 ,all elem5ts ( a gr\p+ %\ld be unit$ by a common /ra9 ( color reg>dless ( :e!r t common /ra9 is a w>m or cool color4 #b4 ,all elem5ts ( a gr\p+ %\ld resemble ea* o!r 9 a textural effect4 #c4 ,accessories %\ld resemble ! piece ) :i* !y are us$ 9 correct proportion to ! :ole4 ,te/s = emotional h>mony4--,important po9ts to rememb] :5 mak+ te/s = emotional h>mony are3 #a4 ,l[ illum9ation ) areas ( %ad[ is re/ful1 b high illum9ation is /imulat+4 #b4 ,horizontal l9es & long1 l[ %apes ar\se a s5se ( repose1 b v]tical l9es & tall n>r[ %apes h ! opposite effect4 #c4 ,d>k colors 7l l[ illum9ation & horizontal ext5sion7 affect ! m9d ) a s5se ( repose1 b pale colors 7l brilliant light & v]tical ext5sion7 affect x ) a s5se ( animation & activity4 #d4 ,l>ge1 heavy objects give a s5se ( repose1 b any?+ small & light produces ! opposite effect4 ,be>+ 9 m9d ^! facts1 turn on ! ceil+ lights 9 a room & notice ! /imulat+ effect4 ,n[ turn (f ! ceil+ lights & light ! lamps 9 ! room4 ,/udy ! effect & y w see t ! lamp-light$ room is m invit+4 ,9 l mann]1 te/s may be made to illu/rate ea* ( ^! po9ts1 su* z sub/itut+ two high-back *airs 9 a room = ! s(a4 ,y w notice imm$iately t ! room is less re/ful4 ,illu/ration3 ---------------------------------------- --------------------------------- ,! scale ( h>mony ---------------------------------------- ------------------------------- ,bl5ds h>moni\sly )-- ,pref]r$ ,contra/s pleas+ly color-- )-- ---------------------------------------- ------------------------------- ,light blue1 navy1 light ,blue ,olive1 yell[1 orange1 gre51 gre51 heliotrope1 cream1 tan1 br[n1 & d>k purple1 lav5d]1 & gray4 br[n4 ,blue1 navy1 myrtle1 light ,light blue ,olive1 p9k1 cream1 & tan4 gre51 lav5d]1 & gray4 ,light blue1 blue1 navy1 ,lav5d] ,olive1 yell[1 cream1 & light gre51 gre51 p9k1 tan4 purple1 gray1 & br[n4 ,blue1 navy1 myrtle gre51 ,purple ,yell[1 orange1 cream1 & light gre51 gre51 p9k1 tan4 m>oon1 heliotrope1 gray1 br[n1 & d>k br[n4 ,blue1 p9k1 r$1 m>oon1 ,heliotrope ,navy1 myrtle gre51 light purple1 gray-br[n1 & gre51 gre51 yell[1 orange1 d>k br[n4 & cream tan4 ,p9k1 r$1 heliotrope1 ,m>oon or ,navy1 light gre51 gre51 purple1 br[n1 & d>k w9e olive1 yell[1 gray1 cream1 br[n4 & tan4 ,orange1 p9k1 m>oon1 ,r$ ,navy1 myrtle gre51 light heliotrope1 br[n1 & gre51 gre51 olive1 yell[1 d>k br[n4 gray1 & cream4 ,r$1 m>oon1 heliotrope1 ,p9k ,light blue1 light gre51 purple1 lav5d]1 & gre51 olive1 & gray4 cream4 ,olive1 yell[1 r$1 cream1 ,orange ,blue1 navy1 light gre51 tan1 br[n1 & d>k br[n4 gre51 heliotrope1 & purple4 ,light gre51 gre51 olive1 ,yell[ ,blue1 navy1 myrtle1 gre51 orange1 cream1 tan1 br[n1 r$1 m>oon1 purple1 & d>k br[n4 heliotrope1 lav5d]1 & gray4 ,yell[1 orange1 p9k1 gray1 ,cream ,light blue1 blue1 navy1 myrtle tan1 br[n1 & d>k br[n4 gre51 light gre51 gre51 olive1 r$1 heliotrope1 purple1 & lav5d]4 ,olive1 yell[1 cream1 ,tan ,light blue1 blue1 navy1 myrtle br[n1 & d>k br[n4 gre51 light gre51 gre51 m>oon1 heliotrope1 purple1 & lav5d]4 ,olive1 yell[1 orange1 ,br[n ,blue1 navy1 light gre51 & r$1 m>oon1 heliotrope1 gre54 purple1 lav5d]1 cream1 tan1 & d>k br[n4 ,navy1 gre51 yell[1 ,myrtle ,r$1 heliotrope1 cream1 & purple1 & gray4 tan4 ,light blue1 blue1 navy1 ,light gre5 ,orange1 p9k1 r$1 m>oon1 myrtle gre51 gre51 olive1 heliotrope1 purple1 cream1 tan1 yell[1 lav5d]1 & gray4 br[n1 & d>k br[n4 ,blue1 navy1 myrtle gre51 ,gre5 ,orange1 p9k1 r$1 m>oon1 light gre51 olive1 yell[1 heliotrope1 purple1 cream1 lav5d]1 & gray4 tan1 br[n1 & d>k br[n4 ,myrtle gre51 light gre51 ,olive ,light blue1 blue1 p9k1 r$1 gre51 yell[1 orange1 tan1 lav5d]1 & cream4 br[n1 & d>k br[n4 ,light blue1 blue1 navy1 ,gray ,yell[1 orange1 p9k1 r$1 myrtle gre51 light gre51 & m>oon4 gre51 heliotrope1 purple1 lav5d]1 & cream4 ---------------------------------------- ------------------------------- ,figure #cb4--;,*>t ( color comb9ations4#ai ,,sugge/ions ,,= ,,room ,,composition ,consid]ation ( use w guide "o to desirable gr\p+s ( v>i\s pieces4 ,consid]ation ( balance w prev5t placem5t ( ! pieces ( heavy furniture on "o side or "o end ( ! room4 ,gr\p+s ( *airs & _! accessories ( lamps & /&s %\ld be made s z to fo/] social am5ities4 ,! foll[+ sugge/ions = room composition h be5 (f]$ by "o speciali/ 9 ! field ( int]ior decoration3#bj #a4 ,furniture %\ld always be arrang$ ) ! purpose ( ! room upp]mo/ 9 ?\ght4 #b4 ,ea* individual piece %\ld be plac$ s t x is conv5i5t1 s t its use is obvi\s1 & s t x is n int]f]$ ) by o!r pieces ne>by4 #c4 ,pieces %\ld be di/ribut$ s t circulation is n int]f]$ )4 ,keep furniture away f door op5+s or passageways4 #d4 ,furniture %\ld be practically plac$ 9 its relation to ! ar*itectural or me*anical features1 s t !re is no int]f]5ce ) ! use ( su* features4 ,p>ticul> att5tion %\ld be giv5 to ! sw+ ( doors1 ! op5+ ( w9d[s1 & ! op]ation ( electrical or heat+ devices4 #e4 ,! location ( movable pieces ( furniture %\ld be c>efully /udi$ = _! compositional relation%ip to ! fix$ ar*itectural features--doors1 w9d[s1 built-9 furniture1 alcoves1 ni*es1 mantels1 panel+1 etc4 #f4 ,an agreeable balance ( high & l[ pieces ( furniture %\ld be introduc$4 ,high curta9$ w9d[s & doors may be sub/itut$ = high pieces ( furniture 9 a composition4 #g4 ,! quantity ( furniture us$ %\ld n give ! effect ( ei!r "u-furni%+ or ov]cr[d+4 #h4 ,! di/ribution ( ! pieces %\ld be relatively ev54 ,9 a long room1 "o end %\ld n appe> cr[d$ & ! o!r end b>e1 nor %\ld "o wall appe> m cr[d$ ?an ! "o opposite4 #i4 ,opposite walls %\ld h simil> gr\p+s1 or1 if ?is is n possible1 !y %\ld appe> ev5ly balanc$ 9 quantity & arrangem5t4 #aj4 ,pictorial wall surfaces 7sc5ic pap]s1 mural decoration1 tape/ries1 & l>ge hang+ pictures7 %\ld n be hidd5 by furniture or o!r objects to su* a po9t t _! visibility is m>r$4 #aa4 ,furniture %\ld be relat$ 9 scale to ! size ( ! room4 ,l>ge pieces ( furniture creat+ heavy %ad[s or d>k spots are inadvisable except 9 l>ge rooms4 #ab4 ,furniture plac$ ) l9es p>allel to ! walls gives a great] effect ( unity 9 a room ?an :5 plac$ 9 diagonal positions4 ,,que/ions #a4 ,a cu/om] asks3 ,is x absolutely necess>y to h a pair ( ^! tables8 ,or c ,i get a balanc$ effect )\t hav+ ev]y?+ j l soldi]s l9$ up precisely8 ,h[ w\ld y demon/rate an answ]8 #b4 ,:at phrases or words h y f\nd :i* seem to make a favorable impression on a typical cu/om]1 )\t ov]do+ ! decorative approa*8 #c4 ,h[ w\ld y employ color to make a small room seem l>g]8 #d4 ,expla9 ! emotional appeal ( color4 ,"u :at conditions w\ld y employ violet8 ,yell[8 ,gray8 #e4 ,:at color s*eme w\ld y sugge/ = pa9t+ or pap]+ ! walls ( a room :i* has a nor!rn exposure8 #f4 ,9 ! liv+ room1 family life %\ld c5t]1 99 99 99 & gue/s f9d fri5dly greet+4 ,to ! int]ior decorator z to ! furniture salesman1 ?is means gr\p+4 ,:at gr\ps %\ld a liv+ room h8 #g4 ,h[ _m ( ! common color names are important 9 sell+ goods 9 y\r /ore at ?is "t & h[ may y le>n & apply !m to y\r m]*&ise8 #h4 ,discuss ! proposition t y are n prop]ly equipp$ to meet special color dem&s :5 /ock m]*&ise _c be sold4 #i4 ,discuss ! pr9ciples involv$ 9 gett+ ! prop] color treatm5ts = connect+ rooms4 #aj4 ,to :at ext5t %\ld a furniture salesman attempt to und]/& ! art ( int]ior decoration8 ,,sugge/$ ,,read+ ,,li/ ,,burr[s1 ,,!lma ,m4 ,successful ,home ,furni%+4 ,! ,manual ,arts ,press1 ,peoria1 ,ill4 #aich4 ,color ,radiation1 ,color ,h>mony1 & ,color ,s*emes1 ,v1 pp4 #he-ie4 ,balance 9 ,furniture ,arrangem5t1 ,,viii1 pp4 #ajc-abc4 ,art ,objects1 ,,vii1 pp4 #aja-ajc4 ,,crane1 ,,ross4 ,int]ior ,decoration4 ,! ,s5g ,co41 #adcj ,nor? ,dayton ,/reet1 ,*icago1 ,ill4 #aibh4 ,,fales1 ,,w9nifr$4 ,:at's ,new ,9 ,home ,decorat+4 ,dodd1 ,mead ,co41 ,new ,york1 ,n4 ,y4 #aicf4 ,color1 ,,iv1 pp4 #ga-he4 ,furniture ,arrangem5t1 ,,vi1 pp4 #abj-ach4 ,,gillies1 ,,m>y ,,davis4 ,popul> ,home ,decorations4 ,wm4 ,h4 ,wise ,co41 ,new ,york1 ,n4 ,y4 #aida4 ,,gold/e91 ,,h>riet & ,,vetta4 ,art ,9 ,e ,day ,life4 ,macmillan ,co4 #aibe4 ,h[ ,to ,"k ,color1 ,,viii1 pp4 #ahd-bjd4 ,,jackson1 ,,alice & ,,bett9a4 ,! ,/udy ( ,int]ior ,decoration4 ,d\bl$ay1 ,doran ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 ,color ,h>mony 9 ,int]ior ,decoration1 pp4 #ef-ajj4 ,,knauff1 ,,c>l ,g4 ,b4 ,refurni%+ ,! ,home4 ,mc,graw-,hill ,book ,co41 ,new ,york1 ,n4 ,y4 #aich4 ,color ,9 ! ,home1 pp4 #ei1 #aah1 #abb1 #bjc-bbc1 #cjj4 ,,k\es1 ,,hel54 ,h[ ,to ,be ,y\r ,own ,decorator4 ,tudor ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,h[ ,to ,use ,color1 ,,vi1 pp4 #fa-gc4 ,light+1 pp4 #gc-he4 ,,mcdonald1 ,,/]l+4 ,color--,h[ ,to ,use ,x4 ,am]ican ,colortype ,co41 ,*icago1 ,ill4 #aidj4 ,,mill]1 ,,duncan4 ,int]ior ,decorat+4 ,! ,/udio ,publications1 ,inc41 #cha ,f\r? ,av5ue1 ,new ,york1 ,n4 ,y4 #aicg4 ,,palm]1 ,l4 ,us+ ,color 9 ,decoration4 ,ladies ,home ,j\rnal1 ,curtis ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aicj ,repr9t4 ,,p>sons1 ,,frank ,,alvah4 ,int]ior ,decoration4 ,d\bl$ay1 ,doran ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 #aiae4 ,,p[ell1 ,,lydia4 ,! ,attractive ,home4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,secrets ( ,color1 pp4 #ci-ea4 ,,s>g5t1 ,,walt]4 ,enjoym5t & ,use ( ,color4 ,scribn]s4 #aibd4 ,,/ew>t1 ,,ross & ,,g]ald1 ,,john4 ,home ,decoration4 ,g>d5 ,city ,publi%+ ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 #aich4 ,color1 ,,iv1 pp4 #dd-gg4 ,room ,composition1 ,v1 pp4 #gg-if4 ,light+1 ,,ix1 pp4 #ade-aed4 ,,:iton1 ,,%]rill4 ,elem5ts ( ,int]ior ,decoration4 ,! ,j4 ,b4 ,lipp9cott ,co41 ,new ,york1 ,n4 ,y4 #aicg4 ,color1 ,,xxiv1 pp4 #fha-gje4 ,,williams1 ,,flor5ce & ,,trill+1 ,,mabel4 ,art ,9 ,home & ,clo?+4 ,! ,j4 ,b4 ,lipp9cott ,co41 ,new ,york1 ,n4 ,y4 #aicf4 ,! ,prop] ,use ( ,decoration1 ,,iv1 pp4 #gg-ij4 ,lamps & ,light+1 ,,xi1 pp4 #bdb-bec4 ,,footnotes3 #ae ,! ,ross ,crane ,book ( ,home ,furni%+ & ,decoration1 p4 #ci4 ,fr$]ick ,j4 ,drake ,co41 ,*icago1 ,ill4 #aicc4 #af ,jane ,:ite ,lonsdale 9 ,! ,am]ican ,home1 ,m>* #aidj1 p4 #bb4 #ag ,! ,ross ,crane ,book ( ,home ,furni%+ & ,decoration1 ,fr$]ick ,j4 ,drake ,co41 ,*icago1 ,ill41 p4 #aji4 #aicc4 #ah ,w9nifr$ ,fales3 ,:at's ,new 9 ,home ,decorat+1 p4 #abd1 ,dodd ,mead ,co41 ,new ,york1 ,n4 ,y4 #ai ,reproduc$ f ,! ,s5g ,h&book1 ,! ,s5g ,co41 ,*icago1 ,ill41 p4 #eb4 #aici4 #bj ,%]rill ,:iton3 ,elem5ts ( ,int]ior ,decoration1 pp4 #ffe-f4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 #aicg4 ,unit ,,viii ,,floor ,,cov]+s ,,& ,,fabrics ,drap]y & ,uphol/]y ,fib]s & ,fabrics ,floor ,cov]+s ,sell+ ,cov]+s = ,o!r ,floors ,use ( ,ensembles 9 ,sell+ ,illu/ration3 ,photograph by ,grignon4 ,figure #cc4--;,a new note 9 contempor>y floor cov]+ is a*iev$ 9 ?is sculptur$1 leaf-design1 ,wilton broadloom4 ,! leaf design is a*iev$ 9 ! weave4 ,! int]e/+ lamp has a brass mask m\nt$ on wood4 ,unit ,,viii4--,,floor ,,cov]+s ,,& ,,fabrics ,,drap]y ,,& ,,uphol/]y ,,fib]s ,,& ,,fabrics ,,fib]s ,,& ,,_! ,,orig9s ,fib]s us$ 9 ! manufacture ( home furni%+ mat]ials are bo? ( animal & ( vegetable orig94 ,! =m] include ! true & wild silks2 wool1 or %eep's hair2 mohair1 ! hair ( ! ,angora goat2 horsehair1 *iefly f ! tail & mane2 & 9 limit$ quantities ! hair ( ! c[1 pig1 camel1 & rabbit4 ,vegetable fib]s include cotton1 rayon1 flax hemp1 jute1 ramie1 kapok1 palm fib]s1 moss1 coir1 & pap] made f wood pulp4 ,_! g5]al *>act]i/ics are discuss$ "h4 ,animal ,fib]s4 ,silk4--,true silk is produc$ by ! mulb]ry silk mo? ( ,*9a4 ,j h[ anci5t ! art ( s]iculture & ! sp9n+ & weav+ ( silk may be we d n "k2 b !re is no d\bt t x _h rea*$ a /ate ( consid]able developm5t #d1ejj ye>s ago4 ,x rea*$ ,japan ab\t #a1fjj ye>s ago1 & ,india some:at lat]4 ,ab\t ! ye> ,a4 ,d4 #eej two ,p]sian monks br\ght eggs ( ! silk worm f ,*9a to ,con/ant9ople 9 a holl[ cane1 & ! we/]n silk indu/ry 0 />t$4 ,! wild silks are produc$ by o!r worms1 fe$+ = ! mo/ "p on o!r leaves ?an mulb]ry4 ,mo/ ( ! s-call$ tussah silk comes f ! oak-fe$+ tussah worm1 a native ( ,mongolia4 ,! fib] is co>s] ?an t ( true silk1 & s difficult to dye effectively t fabrics wov5 f x are usually left 9 ! natural ecru or pale br[n color4 ,wool4--,! _m v>ieties ( %eep yield wools :i* diff] m>k$ly 9 f95ess1 l5g? ( /aple 7#b to #af in*es = use 9 textiles71 /r5g?1 resili5ce1 & sp9n+ quality4 ,accord+ly1 wools are sort$ & bl5d$ be=e sp9n+1 to suit ! requirem5ts ( ! p>ticul> fabric to be wov54 ,c>pet+s require ! fairly long /aple & fairly co>se fib] f\nd 9 wools f ,scotl&1 ,russia1 ,icel&1 ,au/ralia1 ,new ,zeal&1 ,egypt1 ,*9a1 ,india1 & ! ,ea/ ,indies4 ,! unsurpassable c>pet wools ( ,p]sia & ,asia ,m9or are l>gely consum$ locally4 ,c>pet wools naturally diff] widely 9 desirability & co/1 z d ! _m processes necess>y to prep>e wool = ! loom4 ,^! diff]5ces require emphasis f ! salesman 9 ! demon/ration ( conceal$ values4 ,mo/ c>pet wools arrive at ! factory 9 ! fleece1 matt$1 dirty1 & greasy4 ,!y are bl5d$ accord+ to =mula2 pass$ fir/ ?r\gh a ma*9e :i* sep>ates ! tangl$ masses & beats out free dirt2 !n to ! sc\r+ ba?s1 :i* remove all grease & o!r impurities2 !n1 aft] pass+ ?r\gh a s]ies ( p[]ful wr+]s1 to ! dry]2 & f9ally to ! pick]1 f :i* !y em]ge ready = sp9n+4 ,wor/$ y>ns1 us$ 9 mak+ f9e ,wiltons1 body ,brussels1 ,wilton velvets & "s *5illes1 result f a succession ( processes 9 :i* ! fib]s are plac$ p>allel1 ! %ort ones elim9at$1 & ! long fib]s comb$ & drawn out into a f9e1 ev5 rov+1 :i* is spun into a ?read1 two su* ?reads !n be+ tightly twi/$ toge!r to =m a s+le-ply wor/$ y>n4 ,^! s+le-ply y>ns are !n twi/$ toge!r to =m two-ply1 ?ree-ply1 or f\r-ply y>ns accord+ to ! specifications = a p>ticul> weave4 ,wool5 y>ns are made f %ort /aple wool1 & dep5d = _! /r5g? ^u ! m9ute s]rations or scales on ! surfaces ( ! wool fib]s1 :i* cause !m to adh]e1 or felt1 :5 held tightly toge!r4 ,! c>d+ ma*9e us$ 9 prep>+ ^! wools = sp9n+ ?or\ghly int]mixes ! fib]s in/ead ( draw+ !m into p>allel =mations1 z = wor/$s4 ,! loose rov+ is !n spun into s+le /r&s1 :i* are twi/$ into two-1 ?ree-1 or f\r-ply y>ns z 9 ! case ( wor/$s4 ,mohair4--,! hair ( ! ,angora goat is closely alli$ to wool1 typically #g to #h in*es long4 ,x is lu/r\s1 resili5t1 & endur+1 b h>d] to sp9 ?an wool because ! hair scales are n fully develop$4 ,mohair fabrics h be5 us$ 9 ! ,ori5t s9ce "t immemorial1 & !y 7 popul> 9 ,engl& 9 ! e>ly eighte5? c5tury4 ,!re are wide diff]5ces 9 mohair uphol/]y fabrics1 bas$ ^u ! quality ( wool1 numb] ( po9ts p] squ>e in*1 & height ( pile4 ,horsehair4--,! hair ( ! horse's mane & tail is us$ z a s+le filam5t )\t sp9n+ 9 ! production ( uphol/]y *air clo?s1 & = floor cov]+s4 ,9 ! =m ( curl$ hair x is ! mo/ resili5t & co/ly uphol/]y /uff]4 ,pig's bri/les & c[ hair are us$ = ! same purpose4 ,! s(t hair ( ! camel is us$ 9 weav+ c]ta9 ori5tal rugs1 & rabbit hair 9 c]ta9 felts4 ,vegetable ,fib]s4 ,cotton4--,?is textile is 9 univ]sal use & requires no comm5t4 ,! silky appe>ance ( "s damasks & o!r cotton fabrics is caus$ by m]c]iz+1 a process ( treat+ cotton 9 ei!r fib] or fabric =m ) cau/ic alkali4 ,rayon4--,?is t]m1 :i* 9 ,fr5* means ray or beam1 has lately be5 appli$ to artificial silks produc$ by any ( f\r diff]5t indu/rial processes4 ,viscose silk1 made *iefly f sulfite pulp cellulose1 con/itutes ! great bulk ( ! rayon production today4 ,x is n[ (t5 comb9$ ) natural fib]s1 p>ticul>ly wool & cotton1 9 drap]y & uphol/]y fabrics :i* af=d ! lu/] ( rayon plus ! /r5g? ( wool or cotton4 ,flax4--,?is plant has be5 cultivat$ s9ce ! /one age1 & 0 reg>d$ z ! mo/ important plant ( comm]ce until ne> ! end ( ! eighte5? c5tury1 :5 x 0 sup]s$$ by cotton4 ,flax fib] yields l952 also f x is obta9$ ! t[ us$ z a /uff] 9 uphol/]+4 ,hemp4--,! fib] ( ?is plant closely approa*es flax 9 /r5g? b n 9 lu/]4 ,x is us$ to a v limit$ ext5t 9 drap]y textiles & *eap c>pets4 ,! wa/e fib]s are also kn[n z t[1 & sometimes us$ 9 place ( flax t[4 ,jute4--,a plant1 gr[n *iefly 9 ,india1 ! lu/r\s fib] ( :i* is us$ to a consid]able ext5t 9 ! manufacture ( cretonnes1 damasks1 & o!r decorative textiles4 ,ramie4--,?is plant1 also kn[n z rhea & ,*9a grass & cultivat$ *iefly 9 ,*9a1 yields a fib] ( great /r5g? & a lu/] ab\t l t ( m]c]iz$ cotton4 ,x is us$ 9 ! manufacture ( grass clo?1 & also ( ramie velvets1 :i* are firm b less lu/r\s ?an l95 velvets4 ,kapok4--,a tree cultivat$ 9 ,java = ! production ( d[n2 call$ 9 comm]ce kapok or silk-cotton4 ,be=e ! comm]cial developm5t ( rayon x made consid]able headway z a textile fib]1 b n[ is us$ *iefly z a /uff] = mattresses & pill[s4 ,kapok has great resili5cy & resi/ance to wat]4 ,palm fib]4--,%r$d$ leaves ( ! palmetto1 us$ z a /uff] 9 uphol/]+4 ,moss4--,! hairlike filam5t left aft] ! s(t out] tissue ( s\!rn moss has be5 remov$2 us$ z a /uff]4 ,coir4--,fib] prep>$ f ! husk ( ! cocoanut2 us$ 9 mak+ por* rugs & bru% mats4 ,pap]4--,spun into co>se ?reads & us$ 9 ! manufacture ( s-call$ fib] rugs4 ,,drap]y ,,& ,,uphol/]y ,,fabrics ,tape/ries4 ,h&-made tape/ries are wov5 on a loom h>ness$ ) ?9 w>ps1 by pass+ a %uttle conta9+ a color$ y>n ov] & "u ! w>p ?read :]e ! color is requir$ to =m ! patt]n4 ,9 e l9e ( weft or fill+1 ! %uttle mu/ be *ang$ e "t a *ange ( color is requir$ by ! c>toon1 or color$ draw+ ( ! design f :i* ! weav] works4 ,he sees ! face ( ! tape/ry1 if at all1 only 9 a mirror plac$ 9 front ( ! loom4 ,tape/ry weav+ requires a high degree ( arti/ic & te*nical skill2 h&-made tape/ries are co/ly4 ,ma*9e-made tape/ries are produc$ on a ,jacqu>d loom1 ( wool1 cotton1 silk1 or rayon1 or 9 mixtures ( ^! fib]s4 ,!y v>y enorm\sly 9 appe>ance & durability4 ,velvets1 ,vel\rs4 ,al?\gh ! t]m velvet & its ,fr5* equival5t 7vel\rs7 may be us$ int]*angeably1 ! g5]al cu/om is to call drap]y fabrics vel\rs1 & uphol/]y fabrics velvets4 ,bo? are made 9 a great v>iety ( pla91 /ripe1 & brocad$ effects1 & ) ! pile all cut1 all uncut 7loop$7 or else p>tially cut4 ,ma*9e-made velvets & vel\rs are made f silk1 rayon1 cotton1 l951 ramie & wool1 usually #ej in*es wide & 9 a range ( prices & qualities practically unlimit$4 ,9 "s ( ! *eap] uphol/]y vel\rs ! design is emboss$1 or depress$ by a /amp+ ma*9e1 b 9 o!rs x is plac$ 9 relief by cutt+ away ! pile ( ! gr\nd4 ,plu%es4 ,plu%es are long-pile velvets1 =m]ly ( silk or wool b n[ mo/ly ( mohair4 ,prop]ly _! pile is less close & firm ?an t ( velvets1 b "s ( ! f9e/ quality mohair plu%es h a v close1 erect pile4 ,9 ord9>y qualities ! pile leans %>ply1 & 9 ! panne type x is s flat z to h some:at ! same effect z lu/r\s sat94 ,friss1 ,friezes4 ,^! t]ms are n[ loosely us$4 ,frieze 9 ,fr5* means curl$ or frizz$1 & ! ^w prop]ly ref]s to a class ( plu%es 9 :i* ! pile has be5 completely or p>tially frizzl$4 ,x is n[ appli$ to a v>iety ( texture effects 9 velvet & plu%1 among !m uncut patt]ns on a cut-pile gr\nd2 cut patt]ns on an uncut gr\nd2 pla9 velvets ) alt]nat+ l9es ( cut & uncut pile2 & uncut velvets4 ,sat9s & ,sate5s4 ,sat9s & sate5s are made 9 ! same way2 ! =m] ( silk & ! latt] ( cotton1 pla9 or m]c]iz$4 ,! weave is te*nically a twill1 b s modifi$ t ! diagonal l9es are n visible1 & ! :ole surface is smoo? & lu/r\s4 ,damasks1 ,armor]s1 ,brocades1 ,brocateles4 ,x is difficult to def9e ^! weaves 9 a few words1 & q impossible to describe ! extraord9>y v>iety ( textile effects produc$ by mod]n manufactur]s1 bo? 9 ! basic weaves & 9 comb9ation ( two or m te*niques4 ,illu/ration3 ,photo by ,grignon4 ,figure #cd4--;,au!nticity is /ress$ 9 ?is h&some s(a uphol/]$ 9 a fabric :i* is an exact reproduction ( a pr9t us$ m ?an a c5tury ago4 ,! monotone pr9t is 9 a s(t br[n tone4 ,accompany+ ! s(a is a duck-foot cocktail table ) removable glass tray1 & lovely gold fram$ portrait ( ,j5ny ,l9d4 ,! ,axm9/] rug is a texture *9tz 9 a tile gre5 ) small r$1 beige1 & br[n fl[]s4 ,damasks are pileless figur$ fabrics 9 :i* ! patt]n is produc$ by expos+ ! w>p ?reads1 & ! gr\nd by expos+ ! weft ?reads2 or ! rev]se4 ,!y may be made ) bo? w>p & weft 9 ! sat9 weave1 9 :i* case ! only contra/ betwe5 patt]n & gr\nd is t caus$ by ! direction ( ! l9es2 or ) w>p sat9 figures on a weft gr\nd ( taffeta or twill weave2 or ) weft sat9 figures on a gr\nd ( contra/+ weave4 ,w>p & weft may be ( exactly ! same color2 or ( two tones ( "o hue2 or ( two diff]5t hues4 ,m ?an two colors are possible only ?r\gh ! device ( /rip+1 :]e w>p ?reads ( additional hues are introduc$ to =m /ripes :i* necess>ily run ! :ole l5g? ( ! piece4 ,damasks are made ( silk1 rayon1 wool1 cotton1 mohair1 l951 or jute1 or 9 mixtures ( two or m ( ^! fib]s4 ,armures look l twill$ weave damasks1 except t !y h small rais$ patt]ns produc$ by float+ w>p ?reads4 ,brocades are embroid]y effects produc$ by float+ wefts on ! surface ( damask1 sat91 taffeta1 & o!r weaves4 ,gold or silv] metal ?reads are sometimes introduc$ 9 ! figures4 ,brocateles 7 orig9ally some:at co>se fabrics ( silk & wool or silk & cotton ) designs produc$ by ! brocade weave4 ,! t]m is n[ also appli$ to a type ( heavy sat9 damask 9 :i* ! sat9 figure is on a lu/r\s gr\nd ( ! same or contra/+ color4 ,pr9t$ fabrics4--,bo? h&-& ma*9e-made pr9t$ fabrics are produc$ 9 an enorm\s v>iety2 on l951 cotton1 silk1 rayon1 mohair1 wool1 & jute gr\nds2 & on pla9 twill1 rep1 damask1 velvet1 & o!r gr\nds4 #a4 ,pr9t$ l95s are made on gr\nds :i* v>y 9 f95ess & smoo?ness accord+ to ! scale & decorative "* ( ! design4 ,h&-block$ l95s v>y 9 price ) ! quality ( mat]ials & craftsman%ip1 & also ) ! numb] ( block+s requir$ to =m ! design4 ,9 rec5t ye>s bo? l95 & cotton gr\nds h to "s ext5t be5 ma*9e-pr9t$ ) wood5 roll]s in/ead ( copp] or brass1 & aga9/ a padd$ back+1 :i* has result$ 9 improv+ bo? l9e & color+1 & 9 giv+ !m mu* ! appe>ance ( h&-block$ fabrics4 #b4 ,cretonnes are made bo? by h&-& by roll]-pr9t+ processes on unglaz$ cotton gr\nd ( widely v>y+ texture & decorative effect1 & at prices rang+ f a few c5ts p] y>d = ! *eape/ roll]-pr9t$ fabrics up to #ae or m = ! elaborately h&-block$ effects4 ,?ick & heavy cretonnes are made = wall panels & furniture cov]+s1 & a few spl5did figure panels are available 9 ,go?ic1 h]aldic1 & mille fleur designs :i* resemble ! old pa9t$ tape/ries ( fifte5? c5tury ,france4 #c4 ,*9tzes are pr9t$ on a f9e cotton holl&4 ,glaz$ *9tzes h a v>ni%-l gl[ & consid]able /iffness2 semi-glaz$ are less glossy & m s(t & pliable2 unglaz$ closely resemble good cretonne1 b ! texture is f9]4 #d4 ,w>p-pr9ts or %ad[ pr9ts are made by a process simil> to t employ$ 9 drum-pa9t+ velvet c>pets4 ,designs produc$ by ?is te*nique necess>ily lack def9ition1 & h a s(t & %ad[y appe>ance :i* _c be produc$ by h& or roll] pr9t+4 ,! mo/ effective w>p pr9ts are ( pla9 or m]c]iz$ cotton4 ,embroid]ies4--,embroid]ies are ju/ly consid]$ important today4 ,! art ( ! ne$le work] ranks close to t ( ! weav] ( f9e rugs & tape/ries4 ,two only ( its _m =ms are m5tion$ "h4 #a4 ,crewel "w is cu/om>ily work$ ) color$ wor/$ y>ns on a pla9 l95 gr\nd1 sometimes completely cov]$1 b usually left op5 to =m a backgr\nd = ! patt]n4 ,! /it*es are v>i$ 9 direction & "* 9 ord] to give int]e/ & ri*ness to ! texture4 ,mo/ ( ! crewel "w sold 9 ! /ores today is made ) ! bonnaz embroid]y ma*9e1 :i* closely simulates ! decorative effect ( ne$lework4 #b4 ,ne$lepo9t embroid]y is work$ on op5 canvas4 ,! f9e or petit po9t 7little po9t7 is =m$ by /it*es tak5 diagonally f "o op5+ 9 ! canvas to ! next4 ,! co>se or gros 7big7 po9t is made by simil> /it*es twice ! l5g?1 & ) ?ick] y>ns4 ,practically ev]y?+ writt5 ab\t uphol/]y fabrics /resses _! decorative value or _! appropriat5ess to o!r furni%+s 9 ! room4 ,little is report$ ab\t _! physical /ructure or durability4 ,^? desir+ to make a comp>ison ( fabrics = break+ /r5g?1 weight p] squ>e y>d1 fabric balance1 & resi/ance to abrasion w d well to secure a copy ( ,circul> ,no4 #dhc1 ,unit$ ,/ates ,dep>tm5t ( ,agriculture1 ,wa%+ton1 ,d4 ,c4 ,! title is ,propos$ ,m9imum ,requirem5ts ( ,?ree ,types ( ,uphol/]y ,fabrics ,bas$ on ,analysis ( #fb ,mat]ials4 ,copy may be secur$ f ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c41 price #e c5ts4 ,,floor ,,cov]+s ,x is well to rememb] t ! f\ndation ( e decorat+ s*eme rightly %\ld be ! floor-cov]+4 ,"o's rugs or c>pet+s may contra/ ) ! wall treatm5t1 or !y may complem5t x1 b next to ! room itself !y are ! l>ge/ color expanse4 ,a good deal ( ?\ght ne$s to be giv5 to ! floor cov]+'s selection4 ,"o c well af=d to inve/ slightly m 9 ?is decorative accessory & obta9 ! s(t new colors :i* l5d s mu* *>m to furniture gr\p+s4 ,floor cov]+s ( prop] texture & patt]n c l5d mu* sp>kle & life to a room or !y c ru9 "o's mo/ c>efully select$ ensemble if !y are drab & li/less4 ,floor cov]+s are divid$ into two gr\ps3 ,! s(t-surface fabrics are made f a v>iety ( textile fib]s includ+ wool :i* is ! "o mo/ widely us$2 & ! h>d surface fabrics1 includ+ l9oleum & ! felt-base pr9ts4 ,s(t-surface floor cov]+s are made bo? by h& & by ma*9]y4 ,! fir/ class includes all ,ori5tal rugs2 ,european h&-knott$ rugs2 floor tape/ries2 & a few hook$1 braid$1 & wov5 h&-craft rugs ( limit$ production4 ,! second class includes a wide range1 ( fabrics1 ne>ly all ( :i* are produc$ by ! *5ille1 ,wilton1 ,axm9/]1 drum pr9t1 roll] pr9t1 or +ra9 processes4 ,,ori5tal ,,rugs#ba ,rugs are wov5 9 quantity 9 ,p]sia1 ,turkey1 ,india1 & ,*9a1 ) a small] production 9 ,turke/an1 ,greece1 ! ,caucasus1 ,afghani/an1 & ,balu*i/an4 ,) few exceptions1 ! f9] rugs come f ,p]sia4 ,small rugs1 wov5 prim>ily = individual or family use1 are made ?r\gh\t ! rug-weav+ c\ntries4 ,small rugs made prim>ily = export1 & ! l>g] room-size rugs1 usually call$ c>pets1 are wov5 *iefly 9 a few great production di/ricts ( ! f\r c\ntries fir/ nam$4 ,9 all ori5tal rugs ! pile is knott$ by h&1 & 9 mo/ weaves ! wool is also sc\r$1 c>d$1 spun1 & dy$ by h&4 ,anil9e dyes are us$ 9 _m ( ! *eap] rugs--p>ticul>ly 9 ^? wov5 outside ( ,p]sia--& ei!r a sup]ior quality ( *emical dyes or ! old vegetable dyes 9 ! bett] rugs4 ,all rugs except ! poore/ & *eape/ are fa/ 9 color1 unless !y h be5 pa9t$4 ,mo/ ori5tal rugs are c>efully made ( good wool1 & _! durability "u reasonable conditions ( s]vice is gu>ante$ by responsible deal]s4 ,! widespread notion t any ori5tal rug1 h[ev] *eap & h[ev] abus$ 9 s]vice1 w we> indef9itely is ( c\rse absurd4 ,rugs are made ( wool1 n ( concrete4 ,ev5 9 ! ,ori5t !y we> out 9 "t1 not)/&+ ! fact t !y are n t\*$ by heavy %oes4 ,9 ! matt] ( durability ori5tal rugs h no inh]5t advantage ov] dome/ics4 ,ev]y?+ dep5ds ^u ! *oice ( wools & skill 9 h&l+4 ,! t]m antique is appli$ by collectors to pieces #ajj ye>s or m 9 age4 ,few su* rugs are n[ 9 ! h&s ( deal]s4 ,prices are bas$ on ! age or r>ity ( ! individual specim5 r ?an on intr9sic excell5ce1 z is ! case ) antique furniture or r>e books4 ,only ! exp]t is compet5t to recognize an antique rug or to judge ( its quality or value4 ,_m rug m]*ants1 dep>tm5t /ores1 & furniture /ores adv]tise & sell z antiques any unwa%$ rugs :i* h be5 m or less ag$ & s(t5$ by use 9 ! ,ori5t1 & :i* con=m measurably 9 te*nique & "* ( design to antique /&>ds4 ,x is also a common practice to sell z antiques purely mod]n unwa%$ pieces reproduc$ 9 ! old designs1 p>ticul>ly if su* pieces h be5 ag$ artificially by "s su* me?od z exposure to baza> traffic = a few weeks or mon?s4 ,bo? practices are disc\nt5anc$ by deal]s ( ! highe/ /&+1 :o apply to rugs ( ^! k9ds ! t]m semi-antique4 ,wa%+ & ,pa9t+ ( ori5tals4--,ori5tal rugs are usually wov5 9 relatively bright1 /rong colors4 ,9 ord] to s(t5 ^! colors to a po9t :]e !y c be us$ effectively 9 ! decoration ( mod]n ,am]ican homes1 mo/ rugs ^u arrival 9 ?is c\ntry are giv5 a treatm5t kn[n to ! trade z wa%+ be=e !y are (f]$ = sale4 7,?is is ! same treatm5t giv5 to %e5 type dome/ics47 ,! mild reag5ts employ$ s(t5 all ! colors ( good rugs )\t blea*+ !m or impair+ _! fa/ness to light4 ,poor wool is sometimes injur$1 & poor dyes blea*$ by ! wa%+ process2 b ! /atem5t frequ5tly enc\nt]$ 9 books & magaz9es t any wa%$ rug is undesirable is utt] nons5se4 ,! fact is1 t1 g5u9e antique rugs aside1 mo/ ( ! f9e ori5tal rugs 9 ?is c\ntry are wa%$ rugs1 & innum]able f9e homes use !m4 ,! high lu/] imp>t$ to ! wool z a "p ( ! wa%+ process is n p]man5t1 & t5ds to disappe> "u ! h>d s]vice requirem5ts ( small ,am]ican homes4 ,_m rugs are ret\*$ ) dye/uffs1 or pa9t$1 aft] !y h be5 wa%$2 t is1 p>ts ( ! design are treat$ ) dyes appli$ ) ! bru% by h& 9 ord] to alt] c]ta9 colors1 usually by deep5+ _! tone4 ,! dyes _c be boil$ into ! wool or fix$1 & w fade "u /rong light4 ,mo/ ori5tal rug names d n %[ quality4--,! "n borne by an ori5tal rug ord9>ily indicates ! city or di/rict ( its orig91 & ?r[s little or no light on ! excell5ce ( ! individual specim54 ,!re is a widespread b totally errone\s idea t all rugs hav+ ! same "n are alike 9 quality4 ,! fact is t except = a few ,turki%1 ,indian1 & ,*9ese weaves1 ori5tal rugs are n /&>diz$1 & t two ,k]man rugs1 = example1 may diff] z widely 9 quality z two ,detroit automobiles4 ,9 buy+ ori5tal rugs1 z 9 mo/ o!r commodities1 ! consum] gets only t :i* he pays =4 ,o!r ?+s be+ equal1 ! co/ ( a rug p] squ>e foot increases directly ) f95ess ( knott+4 ,o!r v>iable factors include ! "* ( ! wool & dyes2 arti/ic & te*nical skill ( design] & weav]2 local conditions 9 ! production di/rict2 & ! int]play ( supply & dem& 9 ! ,am]ican :olesale m>ket4 ,,european ,,h&-,,knott$ ,,pile ,,c>pets ,c>pet weav+ 0 introduc$ to ,europe by ! ,moors aft] _! conque/ ( ,granada1 & e/abli%$ 9 ,holl& 9 ! sixte5? c5tury1 & at ,wilton & ,axm9/] 9 ,engl&1 & ,p>is 9 ,france1 9 ! sev5te5? c5tury4 ,ma*9e-spun y>ns are n[ us$ 9 mak+ ^! fabrics1 b aside f ?is ! processes are ess5tially ! same z ^? employ$ 9 ! ,ori5t4 ,pile c>pets are made 9 comm]cial quantities 9 ,great ,brita91 ,holl&1 ,g]many1 ,france1 & ,spa9 & c be produc$ 9 any desir$ size1 %ape1 patt]n1 color+1 or height ( pile4 ,qualities v>y widely 9 wool1 knott+1 & weav]s' skill1 & sell 9 ! ,unit$ ,/ates = any:]e f #bj to #bjj or m p] squ>e y>d4 ,! "t requir$ = deliv]y v>ies f #c to #ab mon?s or m1 dep5d+ ^u size1 "* ( design1 & f95ess ( knott+4 ,spani% rugs1 l _m ( ^? made 9 ,*9a1 are (t5 emboss$ or *isel$1 9 ord] to add int]e/ to ! texture & to s(t5 ! relation%ip ( /rong juxtapos$ colors4 ,,floor ,,tape/ries ,see discussion ( tape/ries1 "u ,drap]y & ,uphol/]y ,fabrics1 page #aee4 ,,*5ille ,,c>pets ,,& ,,rugs#bb ,z appli$ to floor cov]+s ! t]m *5ille 7f ! ,fr5* *5ille1 a fuzzy worm1 or cat]pill>7 designates a p[]-loom fabric capable ( produc+ rugs 9 any desir$ size1 %ape1 design1 or color+4 ,?is makes x ! mo/ practical weave = special ord] "w4 ,?is te*nique1 :i* is completely diff]5t f t us$ 9 ! production ( ,wilton or ,axm9/] c>pet+s1 0 develop$ 9 ,great ,brita9 dur+ ! fir/ half ( ! n9ete5? c5tury1 & until a comp>atively rec5t date ! great bulk ( ! *5ille rugs us$ 9 ?is c\ntry 0 import$4 ,"u pressure ( w> conditions a l>ge numb] ( looms 7 set up "h 9 #aiae & #aiaf1 & we are n[ ! lead+ manufactur]s ( practically all grades ( *5ille c>pet+s4 ,*5illes )\t seams c be made "h 9 any wid? up to #cj feet1 & 9 any l5g? or %ape4 ,!re are _m qualities1 v>y+ 9 "* & quantity ( wool1 f95ess ( tuft+1 & height ( pile1 :i* may be any:]e f to #a in* or m4 ,9 h&-tuft$ c>pets ! "* ( ! design makes little diff]5ce 9 production co/s1 & ! only limitations on ! patt]n are ^? impos$ by f95ess ( knott+4 ,9 *5ille1 on ! contr>y1 production co/ increases rapidly ) increas+ intricacy ( design1 s t ! squ>e y>d price = any giv5 quality might be half aga9 z mu*1 or ev5 two or ?ree times z mu*1 = a rug ( elaborate design z = a pla9 rug ( ! same size4 ,special ord] rugs require f #a to #e mon?s = deliv]y1 accord+ to size & "* ( design4 ,,wilton ,,c>pet+s ,,& ,,rugs#bc ,wiltons are wov5 ( ei!r wor/$ or wool5 y>ns on a jacqu>d ,wilton loom4 ,! ess5tial facts conc]n+ ?is weave f ! consum]'s viewpo9t are3 7a7 ! jacqu>d device makes possible ! production ( patt]ns reveal+ v intricate & p]fectly clean detail1 equal to t f\nd 9 f9e ,p]sian c>pets4 7b7 ,! pile is erect1 ) maximum we> at ! po9t ( maximum resi/ance1 ?us ensur+ great durability4 7c7 ,b5ea? ! pile !re is an ela/ic cu%ion ( firm y>ns1 :i* adds greatly to ! durability ( ! fabric4 ,?is cu%ion results f ! unique ,wilton te*nique1 :i* c>ries f ?ree to six diff]5tly color$ y>ns betwe5 ea* pair ( w>p ?reads ?r\gh\t ! entire l5g? ( ! c>pet1 br++ "o only to ! surface = ea* tuft1 :ile ! o!rs rema9 9 ! back4 ,all c>pets ( ?is weave are by no means equal 9 quality1 durability1 & value4 ,9 fact1 ,wiltons v>y widely 9 all respects save t ( ! type ( loom on :i* !y are wov54 ,!y diff] 9 ! co/1 f95ess1 mann] ( bl5d+1 & sp9n+1 & 9 quantity ( wool1 :i* is ! physical basis ( excell5ce2 9 ! use ( wor/$ & wool5 y>ns2 9 height ( pile2 & 9 ! numb] ( po9ts or tufts1 p] squ>e in* 7rang+ f ab\t #fj to #abh po9ts p] squ>e in*72 9 quality & co/ ( dye/uffs2 9 p]fection ( f9i%2 & 9 rigidity ( inspection /&>ds4 ,cu/om]s _c be /irr$ to en?usiasm by su* /atem5ts z t a giv5 rug is a #b-%eet1 #aca-b pick1 #bef pit*1 #f-;frame ,wilton4 ,_m wom5 c1 h[ev]1 be int]e/$ 9 a picture ( a h>ness$ loom at "w1 ) a brief explanation1 or caught by casual m5tion ( ! fact t 9 ! /&>d #e-;frame ,wiltons !re are #a1bhj sep>ate wor/$ y>ns 9 ! #bg-;in* wid?1 & #e1abj 9 a #i-;foot seamless rug4 ,mo/ wom5 are int]e/$ 9 ! s\rces & treatm5t ( wools1 c>e 9 dye+1 weav+1 & inspection4 ,,body ,,brussels ,,c>pets ,,& ,,rugs ,! body ,brussels 0 an imm5sely popul> weave f ! inv5tion ( ! p[] loom to ! beg9n+ ( ! pres5t c5tury4 ,its sale is n[ only slight al?\gh we may see a come-back ( ! ,brussels 9 /reaml9$ texture effects4 ,x is wov5 ( wor/$ y>ns only1 on ! same k9d ( loom z ! ,wilton1 & ) sub/antially ! same /ructure4 ,!y diff] 9 t ! pile loops ( ! ,brussels c>pet are n cut4 ,!y are wov5 ) ?ree1 f\r1 or five frames ( wor/$ y>ns1 _! co/ & value dep5d+ ^u ! numb] ( frames1 numb] ( loops or po9ts p] squ>e in*1 quality ( wool1 & c]ta9 o!r te*nical v>iants4 ,!y are n produc$ on broad looms4 ,,axm9/] ,,c>pets ,,& ,,rugs ,axm9/] rugs are 9 great dem& 9 ?is c\ntry because ( ! unlimit$ possibilities ( patt]n & color+4 ,an additional feature is _! mod]ate price :i* is a result ( mass production te*niques4 ,?is quality (f]s ! consum] a seamless rug up to #ah feet wide4 ,! ,axm9/] weave is produc$ by an +5i\s process :i* begg>s description b is expla9$ & illu/rat$ 9 ! ,britannica & o!r /&>d works on c>pet manufacture4 ,! te*nique p]mits production ( rugs ) a great v>iety ( color effects 9 ea* patt]n4 ,! tufts1 9 ! ,axm9/]1 are me*anically ins]t$ 9 ! fabric & b\nd d[n into ! back1 ess5tially 9 ! mann] ( ori5tal rugs1 except t ! entire process is "o ( ma*9e te*nique in/ead ( ! cu/om>y ori5tal h&-knott+4 ,none ( ! y>n is buri$ 9 ! back ( ! fabric1 z x is 9 ! ,wilton weave1 o!r ?an t :i* is requir$ = atta*m5t4 ,y>n prep>ation = ,axm9/] weav+ is a long process involv+ weeks ( "w1 :ile actual weav+ "t requires b "o-t5? ( ! entire "t ( manufactur+4 ,! comm]cial qualities ( ,axm9/] v>y widely 9 wool1 type ( y>n1 numb] ( tufts p] squ>e in*1 & height ( pile4 ,,tape/ry ,,brussels1 ,,velvets1 ,,& ,,wilton ,,velvets ,tape/ry ,brussels h a loop$ pile l t ( body ,brussels & are wov5 ( wor/$ y>ns2 ,wilton velvets are also made ( wor/$ y>ns1 & h a close upright pile resembl+ ,wilton4 ,velvets 7=m]ly call$ tape/ry velvets71 h a %ort upright pile & are made ( wool5 y>ns4 ,^! weaves1 :i* are n y>n-dy$1 are made bo? by ! drum pr9t+ & ! roll] pr9t+ me?ods4 ,9 drum pr9t+1 ! y>n is w\nd on a huge drum2 ! color appli$ by means ( a c>riage & color roll] 9 n>r[ l9es2 ! y>n remov$ & /eam$ to fix ! color2 ! sep>ate y>ns w\nd on bobb9s & !n set 9 su* a way t :5 f$ into ! loom ov] ! wires t =m ! pile loops ea* l9e ( color comes up :]e x is requir$ to =m ! patt]n4 ,?is te*nique is economical ( wool1 b naturally is incapable ( yield+ ! def9ite exactness ( patt]n produc$ by ! o!r weaves4 ,9 roll] pr9t+ ! c>pet is fir/ wov5 9 :ite1 & !n pr9t$ on roll]s by a process sub/antially l t ( a p]fect+ press pr9t+ a newspap] 9 color4 ,broadloom c>pet+s4--,any c>pet wov5 on a wide loom4 ,! t]m is appli$ p>ticul>ly to ,wiltons1 ,axm9/]s1 & pla9 *5illes4 ,%e5-type rugs2 also kn[n z ,am]ican ori5tals4--,any ma*9e-made pile rug :i* has be5 *emically wa%$ to s(t5 ! colors & give x %e5 & lu/]2 made 9 ! ,wilton1 ,axm9/] & *5ille weaves4 ,,l9oleum ,because ( consi/5t & attractive adv]tis+ by manufactur]s1 ! quality & desirability ( l9oleum & felt-base floor cov]+ are n[ tak5 = grant$ by consum]s1 & ^! floor cov]+s1 once reg>d$ purely z a utility product1 are sold *iefly on ! basis ( _! decorative appeal4 ,9 ord] to be well in=m$ on _! con/ruction y mu/ get ! facts f ! manufactur]s ^: products y h&le1 z bo? ! mat]ials & processes employ$ h be5 some:at widely *ang$ 9 rec5t ye>s4 ,! old me?od ( mak+ l9oleum involv$ ! production ( solidifi$ l9se$ oil & its r$uction by heat & ! admixture ( res9\s gums to a rubb]like mass kn[n z cem5t1 :i* 0 !n gr\nd up ) cork du/1 wood fl\r1 :it+1 & pigm5t to =m ! l9oleum mat]ial4 ,9 pla9 & pr9t$ l9oleums ?is mat]ial 0 !n cal5d]$ on ! canvas by heavy heat$ roll]s & season$ 9 ! dry+ rooms f #b to #fj days 9 temp]atures ( f #ij to #agj4 ,granites1 jaspes1 & cork c>pets 7 made by almo/ ! same process4 ,9 mak+ inlays ! color$ l9oleum mat]ials 7 =m$ into patt]ns by "o ( sev]al h& or ma*9e processes4 ,9 rec5t ye>s progress has be5 made t[>d ! p>tial sub/itution ( l9se$ oil by a nitrocellulose base 9 ! prep>ation ( ! cem5t4 ,9 addition1 mu* l9oleum n[ has a surface coat ( nitrocellulose composition1 :i* gives x a glossy surface practically non-m>kable & highly resi/ant to /rong soaps & soda4 ,felt-base floor cov]+ has a pr9t$ patt]n on a base ( felt impregnat$ ) a base ( bitum9\s composition4 ,,c>e ,,( ,,l9oleum ,mo/ l9oleum us$ 9 homes is manufactur$ ) a lu/r\s surface :i* c be ma9ta9$ ) little ef=t4 ,wa%+4--,! basis ( all l9oleum ma9t5ance is ! same--a ?or\gh clean+ ) a mild soap1 foll[$ by wax+4 ,soaps :i* conta9 excessive alkali de/roy ! l9se$ oil cont5t ( l9oleum4 ,clean+ comp\nds ( ! type ord9>ily us$ = sc\r+ porcela9 s9ks & tubs1 conta9 abrasive mat]ial & are n suitable = use on l9oleum1 because !y scrat* ! surface ( ! mat]ial4 ,^! slight scrat*es soon fill ) dirt & make subsequ5t clean+ m difficult2 also1 !y %ort5 ! life ( ! l9oleum4 ,be sure t only pure soaps are us$ & wa% ) lukew>m wat]4 ,use v little wat] & remove all traces ( ! soap4 ,! floor %\ld !n be all[$ to dry ?or\ghly4 ,wax+4--,aft] ! floor is clean$ & dri$1 apply a v ?9 coat ( liquid or pa/e wax manufactur$ = ! purpose ( ma9ta9+ l9oleum4 ,,fib]s ,,& ,,relat$ ,,rug ,,types ,! /rik+ improvem5ts 9 weave1 9 colors & 9 /yl+ made )9 ! pa/ few ye>s h br\ght a new conception ( ! uses to :i* fib] & relat$ rugs may be put appropriately4 ,orig9ally ?\ght ( prim>ily z summ] rugs1 & !n pr9cipally = por* use1 today ^! rugs enjoy a greatly increas$ use4 ,process ( manufacture4--,! mat]ials employ$ & ! processes ( production 9 ! mak+ ( fib]1 grass1 & o!r rugs ( ?is type are s diff]5t t !y des]ve special m5tion & description4 ,!y are kn[n z flat-weave fabrics to diff]5tiate !m f ! pile fabric rugs4 ,fib] rugs4--,:5 a new type ( y>n made f wood fib]s became available z a fill] to take ! place ( wire grass1 x widely increas$ ! range ( utility & beauty 9 ?is type ( floor cov]+4 ,illu/ration3 ,c\rtesy ,floor ,cov]+ ,adv]tis+ ,club1 ,new ,york1 ,n4 ,y4 ,figure #ce4--,! /rik+ improvem5ts 9 weave1 9 colors1 & 9 /yl+ made )9 ! pa/ few ye>s h br\ght a new conception ( ! uses to :i* fib]s & relat$ rugs may be put4 ,wood fib] is made f fir or :ite spruce 9 great pap] mills1 :]e ! logs are fir/ r$uc$ to pulp1 !n made into an extremely t\gh & cont9u\s roll ( a special type ( kraft pap] design$ = twi/+4 ,^! great rolls ( kraft are cut into long /rips ( v>y+ wid?s1 !n tightly twi/$ into /r&s ( tw9e or y>n1 ! size ( ! /r&s dep5d+ ^u 7a7 ! wid? ( ! /rips & 7b7 ! tightness ( ! twi/4 ,! bett] grades ( fib] y>ns are extremely t\gh & long we>+1 giv+ ! f9i%$ rug a t\gh1 long-we>+ surface4 ,also !y are f9] ?an ! grass fib]s1 giv+ a ?9n]1 less heavy feel1 b increas+ ! co/ because ( ! additional labor involv$ & ! increas$ numb] ( picks4 ,?ree basic weaves are us$ to give v>iety3 ,! basket weave4--,9 ?is #b-1 #c-1 & #d-weft or fill]1 y>ns are %uttl$ across ! loom betwe5 ea* rais+ & l[]+ ( ! w>p4 ,?is produces a weave resembl+ ! broad1 flat weave ( a m>ket basket4 ,! twill weave4--,m complicat$ because x requires additional loom equipm5t or h>nesses4 ,:ile ! basket weave requires only two su* h>nesses 7"o to g up :ile ! o!r goes d[n7 9 twill1 ! addition ( m h>nesses1 & *a9s to op]ate !m1 produces int]e/+ v>iations4 ,9 ! twill weave1 ?ree h>nesses are us$4 ,ea* w>p /r& passes ov] two fill] /r&s & "u ! next two1 produc+ a diagonal1 ribb$ effect1 giv+ a heavi] feel to ! rug1 & result+ 9 maximum y>dage4 ,jacqu>d weave4--,?is type requires a diff]5t loom1 equipp$ ) ! jacqu>d me*anism describ$ 9 connection ) ! ,wilton process1 b con/ruct$ to c>ry ! mu* heavi] fib] y>ns4 ,9 ?is process ea* w>p y>n has its own h>ness :i* is rais$ & l[]$ by ! op]ation ( ! c>ds1 pun*$ l ! rolls ( a play] piano1 to produce ! desir$ patt]n4 7,see fig4 #ce47 ,color is introduc$ into fib] rugs bo? 9 ! kraft z x is made1 & by /5cil+4 ,! +5i\s use ( contra/+ fib]s1 su* z sisal1 cellophane1 & fib]s v>y+ 9 color f d>k to light & back aga91 are (t5 employ$ to develop int]e/+ weaves & patt]ns4 ,wool fib] types4--,/ill ano!r v>iation is a*iev$ by comb9+ wool y>ns ) fib]4 ,?is type is wov5 ) fib] w>p tightly b\nd toge!r ) a cotton w>p t appe>s on ! surface4 ,fill] y>ns are ( alt]nat+ fib] & wool c>pet y>ns1 s wov5 t ! fabric is rev]sible4 ,patt]n is a*iev$ by ! color+ ( ! y>ns & by /5cil+4 ,! am\nt ( wool v>ies to secure ! result desir$4 ,x gives to ! fabric a s(t] feel und]foot4 ,wide ranges ( colors1 weaves1 & patt]ns are n[ available 9 fib] rugs to meet all decorative ne$s4 ,= cu/om1 room-size rugs l>g] ?an #i #ab1 _m ( ! mo/ popul> patt]ns are (f]$ 9 broadlooms1 9 wid?s up to #ab feet4 ,grass rugs4--,only 9 ?ree localities 9 ! _w is produc$ ! grass f :i* ^! useful rugs are con/ruct$4 ,x is ! wire-l grass :i* gr[s wild 9 ! m>%es :i* dot ! great prairies 9 ,m9nesota1 ,wiscons91 & ! vic9ity ( ,w9nipeg1 ,canada4 ,x gr[s to a height ( #b feet )\t a jo9t1 & 9 ! spr+ is cov]$ ) wat] :i* gives x ! wat]pro( *>act]i/ic4 ,:5 dry x is cut &1 aft] cur+1 b\nd into cont9u\s /r&s4 ,grass rugs employ ! simple/ ( all weaves1 ! ov]-&-"u1 ! w>p y>ns be+ rais$ & l[]$ alt]nately z ! weft or grass y>ns are %ot across ! loom 9 ! %uttle1 to b9d ! fabric toge!r4 ,design usually is appli$ ^u "o side ( grass rugs by pa9t+ by h& or sprays1 ?r\gh /5cils1 al?\gh introduction ( diff]5t color$ w>p y>ns a*ieve int]e/+ patt]n effects4 ,! natural color ( ! grass is always a "p ( ! design4 ,mo/ rugs !n are v>ni%$ to bright5 colors & pres]ve ! surface4 ,! bett] qualities are b\nd on f\r sides4 ,grass rugs are rev]sible1 usually pla9 on "o side1 patt]n$ on ! o!r4 ,sisal rugs4--,f ,yucatan1 ,c5tral ,am]ica1 & ! ,we/ ,indies comes a t\gh1 heavy1 long-we>+ fib] call$ sisal4 ,its l>ge/ use is 9 ! mak+ ( tw9e & rope1 b its great durability makes x an important fib] = floor cov]+s4 ,sisal fib] is d]iv$ f ! leaf ( a plant1 mu* z l95 is made f ! /em ( ! flax plant4 ,fib]s rema9 aft] ! pulp ( ! leaf is press$ out4 ,!y are twi/$ into /r&s ( ! desir$ ?ickness1 !n wov5 into floor cov]+s1 z are ! fib] rugs4 ,colors are introduc$ by dye+ ! /r&s1 by /5cil+ ! wov5 fabric1 or bo?4 ,sisal fib] is (t5 us$ ) o!r fib]s to wid5 ! range ( color & utility4 ,v>i$ uses4--,:ile ! diff]5t types ( grass & fib] rugs develop$ out ( a dem& = cool1 colorful floor cov]+s t prim>ily c\ld be us$ dur+ ! summ]1 _! usefulness has be5 greatly wid5$ z new me?ods evolv$ & new mat]ials became available4 ,!y n[ comprise an ess5tial "p ( e well-r\nd$ %[+ ( floor cov]+s4 ,_! wide acceptance is an illu/ration ( ! way 9 :i* new types ( fabrics are develop$ to meet new conditions4 ,ins(> z _! basic mat]ials diff]1 ! c>e ( fib] rugs diff]s f ^? ( o!r fabrics1 z set =? 9 ! discussion ,prop] ,c>e ( ,floor ,cov]+s1 page #afi4 ,,prop] ,,c>e ,,( ,,floor ,,cov]+s#bd ,frequ5t clean+ prev5ts ! dirt f accumulat+ 9 ! surface ( pile fabrics4 ,unless x is remov$1 f9e p>ticles ( grit become buri$ at ! base ( ! pile4 ,%>p edges ( ?is grit1 gr9d+ aga9/ ! pile z ! rug or c>pet is walk$ ^u1 t5d to sev] ! wool fib]s4 ,cleanl9ess becomes ! mo/ important factor 9 c>e4 ,use ( a vacuum clean] is recomm5d$ = clean+1 bo? ( new & old fabrics4 ,surface dirt may be remov$ daily ) a c>pet sweep] or s(t-bri/l$ broom1 ! =m] be+ pref]r$4 ,aft] clean+1 ! nap %\ld be g5tly bru%$ s t ! pile is all left ly+ 9 ! same direction4 ,vigor\s beat+ or %ak+ ( rugs or c>pets t5ds to loos5 ! pile tufts1 & is condemn$4 ,small rugs %\ld nev] by clean$ by snapp+ !m z ?is causes ?reads to break4 ,! bullet9 ( ! ,in/itute ( ,c>pet ,manufactur]s /ates3 ,"u no consid]ation %\ld an attempt be made to %ampoo a rug or c>pet :ile on ! floor4 ,!re is no %ampoo me?od or device :i*1 :ile ! c>pet is on ! floor1 adequately cleans ! fabric to ! base ( ! pile or effectively removes ! soap & det]g5t mat]ial4 ,?is residual soap & det]g5t mat]ial cause rapid resoil+1 developm5t ( cru%$ appe>ance1 & may cause ! developm5t ( rancid odor or a gradual color *ange 9 ! dye/uff4 ,axm9/]1 *5illes1 velvets1 & ,wiltons4--,^! %\ld n be swept h>d at fir/ & nev] aga9/ ! nap4 ,%e>$ :5 f9i%$1 a little light wo( or loose wool w come out = a "t4 ,long ends %\ld be cut ev5 ) ! surface ( ! rug & nev] pull$ out4 ,unequal cru%+ ( ! surface w produce light & d>k pat*es on any cut-pile rug4 ,application ( a hot iron on a damp clo? w all[ pile to be bru%$ to normal position4 ,9 a m>k$ degree1 c>pets d n fade4 ,manufactur]s employ /rong1 fa/ dyes & c>pets w n fade except :5 expos$ to ! direct rays ( ! sun4 ,! simple prev5tative solution = sunlight fad+ is to use w9d[ bl9ds judici\sly4 ,b c>pets d discolor or *ange 9 hue1 because ( infiltrat$ du/ :i* is basically gray 9 color4 ,x is n ! dirt t may be swept away1 b f9e du/ 9 ! atmosph]e t settles p]man5tly 9 c>pet1 add+ gray to ! tone ( ! c>pet1 :atev] its orig9al color may h be54 ,!re=e x is advisable :5 pur*as+ c>pet to *oose a %ade a trifle /rong] ?an ! f9al floor color desir$4 ,9 mat*+ wall color+1 drap]ies1 or uphol/]y fabrics1 at ! "t ( pur*ase1 x is a wise exp$i5t delib]ately to soil a small cutt+ ( ! c>pet s z to judge :at its appe>ance w be = mo/ ( its life4 ,:5 subject$ to sev]e we>1 use ( rug cu%ions b5ea? rug or c>pet is advis$4 ,! pla9 or smoo? surface ( ! cu%ion %\ld be plac$ next to ! rug4 ,,sell+ ,,cov]+s ,,= ,,o!r ,,floors#be ,in=mation ga9$ 9 ! discussion ( ! problems1 plans1 & ?9k+ ( ! cu/om] z to color likes & dislikes1 & h>mony 9 color & design1 op5s ! way = discussion & possible sales ( floor cov]+s = o!r rooms4 ,x may be accept$ t e pur*as] ( a rug or c>pet has def9itely 9 m9d plans = o!r rooms4 ,%e has *]i%$1 if unexpress$1 s*emes = *anges1 improvem5ts 9 all h] rooms4 ,! m]*&ise %e has se51 re/ assur$1 has /imulat$ int]e/ anew 9 h] o!r favorite decorative s*emes4 ,x is all v tempt+ & allur+4 ,importantly1 also1 %e is 9 ! buy+ mood4 ,! occasion is made to ord] = foll[+ ?r\gh ) pres5tation ( fabrics = additional rooms1 pref]ably = an imm$iate1 b1 if n1 = a future sale z soon z budget or circum/ances p]mit4 ,su* a pur*ase may conc]n3 #a4 ,rooms :i* adjo91 ! rugs & c>pets ( :i* mu/ be h>moni\s 9 color & design to a*ieve mo/ pleas+ results4 ,su* are hall & liv+ room2 liv+ room & sunroom2 or #b4 ,^? :i* ess5tially are units 9 !mselves1 9 :i* great expression ( individuality 9 color & design is p]missible4 ,su* are libr>y1 b$rooms1 & nurs]y4 ,! adjo9+ room4--,! mo/ common ( h\se plans provide a c5tral entrance hall1 ) rooms op5+ on ei!r side1 & /airway ris+ f x4 ,?is plan gives an air ( spaci\sness &1 obvi\sly1 because two or m rooms are visible at once1 calls = mo/ h>moni\s floor treatm5t ?r\gh\t4 ,rugs & c>pets are extremely important 9 su* a s*eme4 ,prop]ly *os51 !y create a feel+ ( unity & pleas+ color h>mony4 ,lack+ t unity & h>mony1 ! result is f> f pleas+1 & may be a decid$ly di/urb+ feature4 ,use ( id5tical fabrics4--,adjo9+ rooms may be cov]$ ) ! same fabric1 alike 9 color & patt]n4 ,wall-to-wall c>pet+ or id5tical rugs ( correct size a*ieve ! pleas+ result ( unity & h>mony secur$ by alik5ess4 ,use ( fabrics h>moni\s b n id5tical 9 color4--,v>iation is pleas+ z well z lik5ess2 cov]+ hall1 = in/ance1 9 a /rong color1 & adjo9+ rooms 9 colors :i* h>monize ?r\gh lik5ess or 9 ! complem5t>y ranges4 ,?is is1 ( c\rse1 m complicat$1 b an effect n difficult to a*ieve4 ,comb9+ pla9 & figur$ fabrics4--,! use ( a figur$ patt]n 9 "o room1 & 9 ! adjo9+ room a pla9 fabric :i* picks up & repeats ! dom9ant color 9 ! gr\nd color or 9 ! figures ( ! patt]n produces a lively result1 pleas+ & effective4 ,/air c>pet+ is important 9 ! decorative picture4 ,/airs prop]ly c>pet$ are s(t "u foot1 saf]1 quiet1 m com=table4 ,!y supply a f9e note 9 ! decorative s*eme4 ,! /air c>pet %\ld repeat ! dom9ant color ( ! hall or room f :i* !y asc5d4 ,= o!r rooms4--,rooms :i* may be consid]$ z units 9 !mselves p]mit ( m individual treatm5t1 an expression ( ! likes ( ! occupant or occupants4 ,?is gr\p includes b$rooms :i*1 /ati/ics %[1 are ! mo/ sp>ely & poorly c>pet$ ( rooms4 ,sugge/ions t consid]ation be giv5 to b$room floor cov]+s w appeal to a l>ge p]c5tage ( cu/om]s4 ,dur+ ! %[+ ( m]*&ise & discussion ( ! problems involv$ 9 ! selection ( ! specific floor cov]+ ! cu/om] comes to buy1 rem>ks w (t5 indicate ! ne$ = rugs or c>pet = o!r rooms4 ,,use ,,( ,,ensembles ,,9 ,,sell+#bf ,into sell+ 9 rec5t ye>s has come a mo/ effici5t me?od ( prov+ j h[ a specific rug or c>pet w look 9 comb9ation ) o!r furni%+ elem5ts4 ,?is is ! ensemble or gr\p me?od1 = ! ^w ensemble means an assembl+ or gr\p+4 ,:e!r x be ! simple/ k9d ( ensemble1 display+ only ! rug or c>pet1 ) l5g?s ( drap]y & uphol/]y fabrics1 & built by ! salesman be=e ! eyes ( ! cu/om]2 or ! mo/ complete & elaborate =m1 ! model room1 ! ensemble me?od has ^! out/&+ advantages3 #a4 ,x develops int]e/4--,! m]e physical op]ation ( build+ ! simpl] display be=e ! cu/om]1 ar\ses int]e/ because x involves action4 ,selection ( items & addition ( ea* elem5t 9 ! gr\p adds to ! int]e/4 #b4 ,x c>ries conviction4--,conv]sation z to comb9ations ( colors & designs1 & result+ effects are int]e/+1 b an ensemble display ( actual m]*&ise 9 ! colors & designs actually available1 visualizes ! accompli%$ effect = ^? :o _c visualize !m m5tally4 ,& few c4 #c4 ,x conc5trates att5tion ^u ! specific rug or c>pet1 n>r[s d[n ! possibilities ( *oice & t5ds to ha/5 decisions4 #d4 ,x /imulates action & t5ds to close ! sale by spot-light+ ! specific fabrics favorably z ! basis = a*iev+ ! desir$ beauty ( color1 design1 & h>mony :i* is ! objective ( ! cu/om]4 ,x pres5ts ! solution to a specific problem 9 t]ms ( actual m]*&ise4 ,! same factors op]ate 9 po9t+ out ! pleas+ effects a*iev$ 9 model rooms4 ,illu/ration3 ,am]ican ,furniture ,m>t ,photograph4 ,figure #cf4--,liv+ room gr\p+ ( uphol/]$ & occasional pieces4 ,among ! int]e/+ details are ! l[ relief c>v+ on ! apron ( ! uphol/]$ *air1 ! black iron-type draw] pulls1 ! c>v+ on ! base ( ! desk1 & ! neatly turn$ desk *air4 ,! hook$ multicolor ,axm9/] rug is work$ 9 %ades ( beige1 r$1 blue1 & gre54 ,! brass1 d\ble-c&le desk lamp is a practical accessory4 ,ensemble sell+ presupposes a k ( ! way 9 :i* available mat]ials may be us$ effectively4 ,v>i\s pleas+ s*emes %\ld be work$ out ) ! basic rug & c>pet /ock colors & designs z ! f\ndation ( ! s*emes4 ,l5g?s ( drap]y & uphol/]y fabrics & wall cov]+s suitable = use ) ea* basic rug or c>pet color may be select$ to provide effective & pleas+ results4 ,ensemble units may be built ov] an easel :i* displays a /&>d-siz$ c>pet sample2 or may use a sample rug ) a *air1 table1 or lamp1 ! drap]y & o!r fabrics be+ ?r[n ov] ! *air4 ,! object is to br+ ! v>i\s elem5ts toge!r effectively s ! cu/om] may see !m4 ,! ensemble is to prove t ^! o!r factors w h>monize satisfactorily ) ! floor cov]+4 ,9 ! selection ( elem5ts = ensemble units1 :e!r tempor>y or p]man5t1 ! advice ( ! decorat+ dep>tm5t ( ! /ore1 if "o exi/s1 w be invaluable4 ,_m manufactur]s ( rugs & c>pets h e/abli%$ decorat+ s]vices1 ! b5efit ( :i* is available to /ore z well z to consum]4 ,su* s]vices are mu* publiciz$1 extremely popul>1 & influ5tial ) ! public & widely us$ by consum]s4 ,/ore & sales =ce alike w be wise to "k :at su* pot5t sales influ5ces are advis+4 ,ano!r s\rce ( su* data is ! editorial pages ( magaz9es1 _m ( :i* publi% decorative s*emes 9 color4 ,^! influ5ce ! ?9k+ & buy+ ( _m read]s4 ,let x be emphasiz$ aga9 t ! ensemble1 pot5t z is its influ5ce %\ld be employ$ only :5 ! sale is n possible o!rwise4 ,& only aft] ! possibilities ( "o gr\p+ h be5 exhau/$ %\ld ano!r "o be built4 ,! cu/om] mu/ n be confus$ by mu*1 b r enlight5$ by a little4 ,,que/ions #a4 ,"u :at conditions w\ld x be good salesman%ip to *ange arrangem5t ( a suite on ! display floor1 or to br+ 9 rug1 drap]ies1 table runn]1 glass1 or silv] z a means to clos+ a sale8 #b4 ,:at te*nical in=mation does a good salesman ne$ to use 9 demon/rat+ conceal$ values 9 uphol/]$ furniture8 #c4 ,h[ d y demon/rate values 9 floor cov]+s8 #d4 ,:at proc$ure d y foll[ 9 seek+ to produce ! l>ge/ volume ( sales f paid-up1 inactive acc\nts8 #e4 ,:at ideas or proc$ures are said to be mo/ irritat+ to ^? :o exam9e y\r /ock z pot5tial cu/om]s8 #f4 ,! high s*ool graduat+ class ?is ye> is furni%+ a faculty room z a gift to ! s*ool4 ,exactly :at w\ld y d to make ! sale = y\r company8 #g4 ,:at te/s w\ld y apply to demon/rate t a giv5 new home reflects h>mony 9 ! home furni%+s8 #h4 ,:at are pr(itable uses = floor plans8 #i4 ,if a well-dress$ woman1 n kn[n to y1 ask$ to be %[n an ori5tal rug1 h[ w\ld y g ab\t x to make a sale8 #aj4 ,suppose y 7 %[+ inlaid l9oleum to an eld]ly woman1 t f9ally y f\nd a patt]n to please h]1 & t ^u le>n+ y\r price %e /at$ positively t %e c\ld buy ! same patt]n mu* *eap] at ,blank's4 ,:at w\ld y say or d8 ,,sugge/$ ,,read+ ,,li/ ,am]icana1 ,encyclop$ia1 ,textiles & ,textile ,manufacture4 ,rugs1 vol4 #bc1 pp4 #geg-gfa4 ,tape/ries1 vol4 #bf1 pp4 #beb-bed4 ,_m o!rs 9 volumes #e1 #f1 #aa1 #ag1 #ai4 ,,baldw91 ,,william ,h4 ,! ,%opp+ ,book4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aibi4 ,floor ,cov]+s1 ,,ii1 pp4 #ce-ed4 ,britannica1 ,encyclop$ia4 ,c>pet ,manufacture1 vol4 #d1 pp4 #iag-ibc4 ,l9oleum1 vol4 #ad1 pp4 #afe-aff4 ,int]ior ,decoration1 vol4 #ad4 ,,burr[s1 ,,!lma ,m4 ,successful ,home ,furni%+4 ,manual ,arts ,press1 ,peoria1 ,ill4 #aich4 ,rugs1 ,,ii1 pp4 #de-ee4 ,uphol/]y ,fabrics1 ,,iv1 pp4 #fe-he4 ,,davis1 ,m4 ,j4 ,pr9ciples ( ,w9d[ ,curta9+4 ,f>m]s ,bullet9 ,no4 #aeaf1 ,unit$ ,/ates ,dep>tm5t ( ,agriculture1 ,wa%+ton1 ,d4 ,c4 ,,fales1 ,,w9nifr$4 ,:at's ,new 9 ,home ,decorat+4 ,dodd1 ,mead ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aicf4 ,textiles & ,fabrics1 ,,iii1 pp4 #db-ga4 ,beauty ,"u ,foot1 ,,ii1 pp4 #bd-db4 ,e ,w9d[ ,has ,its ,problem1 ,v1 pp4 #he-abj4 ,,f>aday1 ,,cornelia ,,bateman4 ,! ,dean ,hicks ,co41 ,gr& ,rapids1 ,mi*4 #aibi4 ,hi/ory ( ,c>pets & ,rugs & ,decorative ,floor ,cov]+s ( all ,nations4 ,,hemp/ead1 ,l4 ,! ,sell+ ,po9ts ( ,drap]y & ,uphol/]y ,fabrics4 ,fair*ild ,publications ,co41 ,new ,york1 ,n4 ,y4 #aica4 ,in/itute ( ,c>pet ,manufactur]s ( ,am]ica1 ,inc41 ,new ,york1 ,n4 ,y4 #aicg4 ,c>pet & ,rug ,indu/ry1 ,survey1 ,/yle1 & ,color ,tr5ds4 ,,jackson1 ,,alice & ,,bett9a4 ,! ,/udy ( ,int]ior ,decoration4 ,d\bl$ay1 ,doran ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 ,,kelsey1 ,,cl>k4 ,furniture3 ,its ,selection & ,use4 ,national ,committee on ,wood ,utilization1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 #aica4 ,uphol/]$ ,furniture1 ,,ii1 #aj1 pp4 #fa-ge4 ,,knauff1 ,,c>l ,g4 ,b4 ,refre%+ ! ,home4 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y41 #aich4 ,rugs & ,c>pets1 pp4 #ajj-acb4 ,fabrics1 pp4 #bdb-bfi4 ,curta9s & ,drap]ies1 pp4 #bfi-bhi4 ,l9oleum1 pp4 #ec1 #gc1 #hj1 #abf-abi4 ,tape/ries1 pp4 #bed-bee1 #cjb4 ,uphol/]+1 pp4 #bbc-bbf4 ,lamps1 pp4 #bij-bii4 ,glass ,curta9s1 pp4 #bgf1 #bhb4 ,,k\es1 ,,hel54 ,h[ to ,beautify ,y\r ,home4 ,good ,h\sekeep+1 ,new ,york1 ,n4 ,y4 #aicj4 ,h[ to ,make ,curta9s & ,drap]ies1 ,,xii1 pp4 #adg-afg4 ,new ,fa%ions 9 ,drap]ies1 ,,xi1 pp4 #aca-adg4 ,national ,retail ,dry ,goods ,association1 ,new ,york1 ,n4 ,y4 ,manual = ,sell+ ,curta9s & ,drap]ies1 ,octob] #aicf4 ,,prie/man1 ,,mabel ,,tuke4 ,art & ,economy 9 ,home ,decoration4 ,john ,lane 7,! ,bodley ,head1 ,ltd41 ,london74 ,:5 ,buy+ ,c>pets & ,rugs1 ,v1 pp4 #di-hf4 ,,reyburn1 ,,samuel ,w4 ,sell+ ,drap]ies & ,uphol/]y ,successfully4 ,pr5tice ,hall1 ,inc41 ,new ,york1 ,n4 ,y4 ,,seal1 ,,e!l ,,davis4 ,furni%+ ! ,little ,h\se4 ,c5tury ,co41 ,new ,york1 ,n4 ,y41 #aibd4 ,floors ( ,dignity & ,beauty1 ,,ii1 pp4 #bc-da4 ,,/ew>t1 ,,ross & ,,g]ald1 ,,john4 ,home ,decoration4 ,g>d5 ,city ,publi%+ ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 #aich4 ,floor ,cov]+1 ,,vi1 pp4 #if-aac4 ,fabrics & ,_! ,uses1 ,,vii1 pp4 #aac-abg4 ,,:iton1 ,,%]ill4 ,elem5ts ( ,int]ior ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 ,decorative ,textiles & ,tape/ries1 ,x1 pp4 #ccg-cic4 ,floor ,cov]+s1 ,,xii1 pp4 #dji-dda4 ,,footnotes3 #ba ,/ipulation #bhea ( ! ,f$]al ,trade ,commission1 ,wa%+ton1 releas$ ,june #bd1 #aidj1 requires a respond5t firm to agree to cease us+ ! words ,p]sian1 ,*9ese1 ori5tal1 ,ka%mir1 ,m&alay1 ,baghdad1 ,b>i/an1 ,p]siatana1 ,india1 or o!r di/9ctively ori5tal appellation 9 connection ) any rug :i* does n conta9 all ! inh]5t qualities & prop]ties ( an ori5tal rug2 unless1 if prop]ly us$ to describe ! design or patt]n only1 su* words ( ori5tal appellation %all be imm$iately accompani$ by a ^w su* z design or patt]n pr9t$ 9 equally conspicu\s type1 s z to indicate cle>ly t only ! =m del9eat$ on ! surface ( ! rug is a lik5ess ( ! type nam$2 = example1 ,p]sian design1 ,*9ese patt]n4 ,! respond5t corporation also agre$ to discont9ue use ( ! ^w gu>ante$ unless cle> disclosure is made ( exactly :at is (f]$ by way ( security2 z = example1 refund ( pur*ase price4 #bb ,= an illu/rat$ te*nical acc\nt ( *5ille manufacture1 see ,encyclop$ia ,britannica1 #ad? edition2 vol4 #d3 ,c>pet manufacture4 #bc ,= an illu/rat$ explanation ( ! ,wilton & o!r te*niques1 see ! ,encyclop$ia ,britannica1 place cit$4 ,! "n ,wilton comes f ! old ,engli% t[n1 an e>ly seat ( c>pet mak+4 #bd ,ideas reproduc$ f ,rugs & ,c>pets ( ,am]ica1 pp4 #da-db1 ,! ,floor ,cov]+ ,adv]tis+ ,club1 ,new ,york1 ,n4 ,y4 #be ,rugs & ,c>pets ( ,am]ica1 pp4 #eg-eh1 ,floor ,cov]+ ,adv]tis+ ,club1 ,new ,york1 ,n4 ,y4 7#aidj47 #bf ,reproduc$ by p]mission ( ,floor ,cov]+ ,adv]tis+ ,club1 ,in/itute ( ,c>pet ,manufactur]s3 ,rugs & ,c>pets ( ,am]ica1 p4 #ee4 ,unit ,,ix ,,furni%+ ,,! ,,liv+ ,,room1 ,,hall1 ,,& ,,d9+ ,,room ,furni%+ ! ,liv+ ,room ,di/9ctive ,hall ,furniture ,secur+ ,hospitable ,d9+ ,room ,atmosph]e ,ensemble ,sell+ ,illu/ration3 ,c\rtesy ,am]ican ,walnut ,manufactur]s ,association4 ,figure #cg4--;,design$ by ,gilb]t ,rhode1 ?is _m-purpose gr\p+ ( mod]n pieces c be arrang$ to fit ! individual room & ta/e4 ,use ( hairl9e /ripe ( natural inlay at regul> int]vals gives an unusual fabric l effect to ?is mod]n design4 ,unit ,,ix4--,,furni%+ ,,! ,,liv+ ,,room1 ,,hall1 ,,& ,,d9+ ,,room ,,furni%+ ,,! ,,liv+ ,,room ,! liv+ room is ! he>t ( ! home4 ,x is "h t memb]s ( ! family meet & sp5d a great "p ( _! "t2 "h t fri5ds & gue/s are ent]ta9$2 "h t memories are made4 ,! woman is r>e :o does n recognize ! importance ( h] liv+ room bo? z a factor 9 family life & z an index ( h] own position1 ta/e1 & skill4 ,s9ce ! family liv+ room is ! %[ w9d[ ( ! home x is well to convey to ! cu/om]s' m9d t ! p]sonality ( h]self & h] family %\ld be reflect$ 9 ?is room4 7,see fig4 #ca1 page #adb47 ,,opportunities ,,= ,,improvem5t ,,ev]y:]e ,comp>atively few liv+ rooms are g5u9ely attractive4 ,x is safe to say t #i liv+ rooms out ( e #aj c\ld be improv$ enorm\sly1 & (t5 at little co/4 ,"s are m]ely %abby or out ( date4 ,_m are colorless1 depress+1 uncom=table1 commonplace1 & unlovely4 ,ne>ly all lack important elem5ts1 & are 9 "s respect und]furni%$4 ,9 innum]able cases _! own]s are m or less cle>ly aw>e ( ^! defects1 deplore !m1 & w\ld l to correct !m4 ,?is means t always !re are possibilities = new & replacem5t sales ( liv+ room m]*&ise4 ,moreov]1 x means t any woman :o today asks = any article = liv+-room use1 h[ev] unimportant or inexp5sive1 may be at ! po9t :]e %e c be influ5c$ to consid] ! pur*ase ( additional articles4 ,a sy/ematic ef=t to explore & develop ^! lat5t possibilities infallibly w result 9 l>g] sales4 ,,ar*itectural ,,& ,,decorative ,,/yle ,comp>atively few h\ses are design$ ?r\gh\t 9 an ar*itectural /yle s well def9$ z to dem& adh]5ce to ! same or closely relat$ /yles 9 furniture4 ,ev5 9 ! case ( _m h\ses s design$ we f9d t ! own]s pref] to equip _! rooms ) furniture ( /yles m pleas+ to _! fancy4 ,(t5 ?is practice results 9 bad decoration1 b aft] all !re is little t c be done ab\t x4 ,y\r job is to equip y\rself to be a compet5t advis] & to give s\nd advice :5 x is want$4 ,"u ord9>y circum/ances1 d n ask y\r cu/om] ! /yle ( h] liv+ room4 ,if %e doesn't "k1 or if ! room has no /yle1 %e may be emb>rass$ or vaguely displeas$ by ! "q4 ,on ! o!r h&1 if %e reg>ds ! /yle ( ! room z 9 any way important %e w 9 all likelihood volunte] ! in=mation4 ,,liv+-,,room ,,wall ,,treatm5ts ,! walls ( ! liv+ room con/itute its l>ge/ & mo/ important s+le elem5t1 & =m ! backgr\nd aga9/ :i* all o!r elem5ts mu/ be se54 ,! light] ! tone ( ! walls1 & ! smoo!r _! texture1 ! great] w be ! reflection & diffusion ( light ?r\gh\t ! room & ! l>g] its app>5t size4 ,pa9t$ or ,pla/]$ ,walls4 ,calcim9e & wat] pa9t are effective 9 simple & unpret5ti\s liv+ rooms ( any size1 b %\ld n be us$ 9 rooms int5d$ to be sumptu\s1 elegant1 or =mal 9 effect4 ,!y are mo/ pleasant 9 colors1 belong+ to ! yell[-to-orange family1 su* z buff1 maize1 putty1 or 9 light pa/els4 ,walls cov]$ ) canvas & pa9t$ 9 oil1 )\t panel+1 & ) or )\t effects ( /ippl$ model+ or glaz+1 c be us$ 9 liv+ rooms ( any type1 & ) furniture ( any /yle4 ,panel+1 because ( ! sev]ely balanc$ di/ribution ( wall spaces & ! effect ( dignity produc$ by long1 /raight l9es1 t5ds to give a room a quality ( =mality & dignity :i* is reflect$ 9 ! /yle & di/ribution ( ! furniture & reliev$ by a free use ( color & ornam5t 9 ! o!r elem5ts ( ! room4 ,r\gh pla/] & compo walls1 v>y+ 9 unev5ness ( texture & dep? ( tone accord+ to ! scale & /yle ( ! room itself & ! furniture to be us$ 9 x1 are effective ) h\ses ( ! cottage1 ,e>ly ,engli%1 & ,m$it]ranean types & ) ,e>ly ,spani%1 ,italian1 & ,engli% furniture & ! crud] & heavi] examples ( ,fr5* ,prov9cial1 ,e>ly ,am]ican1 & un/yl$ furniture4 ,patt]ns 9 ,pap]$ ,walls4 ,wallpap]s are made 9 an extremely wide range ( v>iation 9 texture1 color+1 & patt]n4 ,prop]ly *os51 wallpap] is a suitable wall f9i% = practically any /yle ( room1 & a suitable backgr\nd = practically any /yle ( furniture4 ,s9ce p]sonal pref]5ce has a great deal to d ) ! selection ( wallpap]1 ! salesman's job %\ld be m]ely to assi/ ! cu/om] on color & appropriat5ess ( design4 ,/udy+ ! pap]s y w note t "s h =maliz$ motifs1 o!rs simple1 repeat$ patt]ns4 ,:5 9 d\bt1 /ay to ! simpl] patt]ns4 ,h[ev]1 !re is no set rule on ! types ( wallpap] to be us$1 good ta/e & p]sonal pref]5ce be+ ! ma9 factors4 ,,floor ,,cov]+s ,,= ,,! ,,liv+ ,,room ,! floor may be treat$ ) a s+le1 room-size rug1 sev]al small rugs1 or l9oleum4 ,a room-size rug usually is pref]r$ :]e practicable 9 a small room because x causes ! room to appe> a little l>g] ?an :5 small rugs are us$4 ,l9oleum :5 us$ 9 a liv+ room may c>ry an inlaid design 9 keep+ ) ! room or may be us$ z ! basic floor cov]+ ) small1 s(t-surface rugs4 ,rug ,mu/ ,dom9ate ,floor ,area4 ,!re is no rule to gov]n ! prop] wid? ( m>g9s1 o!r ?an ! g5]al requirem5t = a dom9ant elem5t 9 e composition1 :i* means t 9 ! case ( a s+le l>ge rug ! effect w be unpleasant if ! rug is s small t x seems to ! m9d less important ?an ! total unc>pet$ space4 ,ord9>ily ! side m>g9 %\ld n exce$ "o f\r? ( its l5g?4 ,sev]al small rugs us$ toge!r %\ld be suffici5tly alike 9 color+1 type ( patt]n1 tone1 & texture to ensure ! unity ( ! floor treatm5t1 b n id5tical1 :i* w\ld make ! effect monoton\s4 ,?is requirem5t w\ld =bid ! use toge!r1 = example1 ( *>act]i/ic ,p]sian & ,*9ese designs1 because ( too %>p diff]5ces 9 patt]n2 or ( pile & pileless rugs1 because ( too %>p diff]5ces 9 texture2 or ( light & d>k rugs1 because ( great diff]5ces 9 tone4 ,x is nev] necess>y1 & r>ely desirable1 to h all ( ! rugs closely alike 9 color2 b !re mu/ be pron\nc$ elem5ts ( lik5ess4 ,9 g5]al x is be/ to h at lea/ "o1 & pref]ably two or ?ree colors appe> 9 v>y+ degrees ( importance 9 ea* rug4 ,small rugs %\ld be plac$ s z to be closely relat$ to ! fireplace1 door1 & pr9cipal pieces or gr\ps ( furniture4 ,!y are di/ract+ & mean+less :5 scatt]$ ) no ref]5ce to ?is relation%ip4 ,don't ,place ,rugs at ,angle4 ,small rugs %\ld be plac$ /raight 9 ! room2 t is1 s t _! edges p>allel ei!r ! side or end walls4 ,to scatt] !m at angles de/roys ! organic unity ( ! room4 ,! floor cov]+s %\ld be d>k] 9 tone ?an ! walls1 b n s mu* d>k] z to contra/ h>%ly1 & s impair ! h>mony & re/fulness ( ! room4 ,9 g5]al ! scale ( ! floor cov]+ design %\ld v>y directly ) ! size ( ! room4 ,small rugs appe> in>ti/ic ) l>ge scale designs :i* might seem p]fectly appropriate on l>g] rugs4 ,! vigor ( draw+ & color+ 9 ! floor cov]+ also %\ld increase ) ! size1 or r ! effect ( weight & massiv5ess1 ( ! furniture4 ,,liv+ ,,room ,,w9d[ ,,treatm5ts ,v5etian bl9ds h become increas+ly important z a treatm5t = w9d[s 9 all p>ts ( ! h\se4 ,v5etian bl9ds p]mit ! us] to control ! light & add a decorative note to a room reg>dless ( its p]iod4 ,tapes ( ! bl9d %\ld mat* ! floor cov]+1 ! walls1 or h>monize ) ! color s*eme ( ! room4 ,al?\gh ! (f-:ite1 cream1 & buff bl9ds are mo/ popul>1 color$ bl9ds 9 keep+ ) ! color s*eme ( ! room also are 9 good ta/e4 ,o!r w9d[ treatm5ts are roll] w9d[ %ades1 glass curta9s1 & drap]ies4 ,v5etian bl9ds4--,mo/ bl9ds are cu/om made & ord]$ to ! cu/om]'s specific w9d[ size4 ,measurem5ts %\ld be tak5 )9 ! mold+4 ,v5etian bl9ds may be us$ alone1 ) drap]ies1 or ) glass curta9s & drap]ies4 ,v5etian bl9ds h>monize ) any p]iod or sett+ & may be us$ on hall doors1 kit*51 & ba?room w9d[s z well z all o!r rooms ( ! h\se4 ,wax+ ma9ta9s ! slats mo/ ( :i* may be kept clean by wa%+ ) a bl& soap & du/+ regul>ly4 ,roll] w9d[ %ades4--,roll] w9d[ %ades (f] an inexp5sive & easy means ( controll+ light & v>y widely 9 quality1 appe>ance1 & price4 ,roll] %ades %\ld be fairly close 9 hue & tone to ! walls4 ,x is necess>y t ! %ades h>monize pleasantly ) ! h\se z se5 f ! outside4 ,glass curta9s1 or ! ?9 transp>5t curta9s :i* 9 ord9>y h\ses hang next to ! w9d[s1 are necess>y to s(t5 ! light by day2 to cov] :at w\ld o!rwise be ! bleak b>e rectangle pres5t$ by an uncurta9$ w9d[ by night2 & to provide ! decorative int]e/ ( s(t texture1 fl[+ l9e1 & s(t color4 ,:5 desirable1 glass curta9s c be /iff5$ at ! top & m\nt$ on small movable r+s to p]mit pu%+ back 9 ! int]e/ ( morn+ sun%9e or a f9e view4 ,!y nev] %\ld be made conspicu\s by reason ( /rik+ patt]n or %>p contra/ ) ! walls4 ,pure :ite curta9s c be us$ only 9 liv+ rooms ( ! mo/ delicate type1 hav+ light walls & woodwork4 ,9 mo/ rooms use cream or light or d>k ecru4 ,glass curta9s require ample fullness ( mat]ial 7f #a to #b times ! wid? ( ! w9d[1 dep5d+ ^u f95ess ( me%71 & 9 ord9>y h\ses %\ld be hung ei!r to ! sill or to ! bottom ( ! apron4 ,out] hang+s1 or drap]ies1 s]ve to subdue or control ! light+ ( ! liv+ room2 to ensure a subtle s5se ( privacy & intimacy to its occupants2 to s(t5 :ile emphasiz+ ! /ructural l9es ( its op5+s2 & to add ! *>m ( color1 texture1 & patt]n4 ,! drap]ies %\ld be pla9 if us$ ) /rik+ly figur$ walls2 figur$1 if us$ ) pla9 walls2 & ei!r pla9 or figur$ if us$ ) walls cov]$ ) a patt]n ( simple & inconspicu\s design & color+1 accord+ to p]sonal ta/e or ! am\nt ( ornam5t 9 ! o!r surfaces ( ! room4 ,figur$ drap]ies may be us$ ) figur$ rugs :5 7#a7 bo? patt]ns are 9 ! same /yle ( design1 z ,*9ese *9tz ) ,*9ese rugs2 or 7#b7 bo? patt]ns make a free use ( ! same type ( l9e1 z 9 an ,italian damask ) a ,p]sian rug2 or 7#c7 "o patt]n is ( m>k$ individuality :ile ! o!r is small1 simple1 or lack+ 9 individuality4 ,9 g5]al ! drap]ies1 :e!r pla9 or figur$1 w repeat "o ( ! colors important 9 ! rug4 ,:5 us$ ) a pla9 neutral floor cov]+ 7z w>m gray1 fawn1 or rose-taupe7 ! drap]ies may be unrelat$ to ! rug 9 color4 ,9 ?is case "s ( ! color ( ! drap]ies %\ld appe> on or ne> ! floor1 9 ! =m ( uphol/]y or pott]y 9 ord] to ensure ! repetitions ess5tial to h>mony4 ,! tone ( ! drap]ies may be & g5]ally %\ld be some:at d>k] ?an t ( ! walls2 b nev] s mu* s z to ov]emphasize ! drap]ies at ! co/ ( ! o!r decorative elem5ts ( ! room4 ,! drap]ies usually w be run to ! floor 9 ! m =mal & m sumptu\sly furni%$ rooms2 & to ! apron 9 ! m in=mal & simply furni%$ rooms4 ,! heavy mat]ials1 l silk & cotton reps1 damasks1 brocades1 brocatelles1 sat9s1 velvets1 ?ick taffetas1 & ri*ly color$ pr9t$ l95s & h&-block$ cretonnes %\ld be hung to ! floor2 ! v light & ?9 mat]ials1 l silk or rayon gauze1 silk tissues & small-figur$ pr9ts1 voiles1 org&ies1 ?9 casem5t clo?s1 :e!r pla91 /rip$1 or bro*1 %\ld be hung to ! sill or apron2 :ile ! m$ium-weight fabrics1 l bro* silks1 popl9s1 *9tzes1 & ! ?9n] taffetas1 cretonnes1 & l95s1 may be hung ei!r way1 accord+ to decorative requirem5ts or p]sonal pref]5ce4 ,"s ar*itectural defects may be cov]$ up by ! clev] use ( drap]ies4 ,(t5times w9d[s may be made to look l>g] by ext5d$ drap]ies across ! wall4 ,,furniture ,,& ,,furniture ,,gr\p+s ,e liv+ room is made up ( gr\ps ( furniture4 ,:at ^! gr\ps are dep5d on ! size ( ! family1 ! size ( ! home1 ! numb] ( gue/s :o may be expect$ "u normal conditions1 & ! int]e/s ( ! family4 ,! ar*itecture w det]m9e placem5t ( furniture to a consid]able ext5t4 ,!re are sev]al possible c5t]s ( int]e/4 ,a fireplace is "o ( ^!4 ,a long wall1 ) w9d[s1 may be ! logical spot = ! s(a4 ,9 a musical family1 ! piano or radio may be a focal po9t4 ,illu/ration3 ,c\rtesy ,am]ican ,furniture ,m>t4 ,figure #ch4--,outgr[? ( ! plat=m rock] is ?is sm>t spr+ base *air design$ by ,alfons ,ba* & uphol/]$ 9 beige & br[n tape/ry4 ,! op5 book%elves & desks are 9 a new1 rubb$1 fawn-color$ f9i%4 ,! sw++ arm bridge lamp has a brass base & toge!r ) ! clipp] %ip pictures & accessories adds a dignifi$ note4 ,! ,axm9/] rug is 9 a s& tone4 ,e gr\p+ op5s ! possibility ( sell+ add-on items4 ,! conv]sational gr\p--s(a & at lea/ two *airs requires at lea/ two tables & two lamps4 ,! read+ gr\p implies a *air--or two *airs--at lea/ "o lamp1 & a piece to hold books & magaz9es4 ,usually ?is w\ld be a table1 b x easily c\ld include a bookcase4 7,see figs4 #cg & #ch47 ,! writ+ gr\p takes 9 desk1 *air1 & lamp4 ,a well-arrang$ bus9ess corn] = ! liv+ room 7see fig4 #cf71 or an attractive alcove (f ?is room1 or = ! d51 may become ! c5t] ( int]e/ ( ! home4 ,!re1 = effici5t op]ation1 may be gr\p$ ! telephone1 writ+ desk1 & typewrit]1 ) draw]s & cupbo>ds = /ation]y supplies & budget records1 book%elves = ref]5ce books1 & a floor lamp4 ,f ?is "o place all ! bus9ess ( ! home c be c>ri$ out effici5tly3 ,ord]+1 correspond+1 telephon+1 & *eck writ+4 ,9 comb9ation1 :atev] ! /yle1 ! seem+ weight ( ea* end & ea* side ( ! room mu/ balance ! oppos+ side1 & ! corn]s jo9+ sides & ends mu/ fl[ toge!r naturally4 ,! read+ gr\p & ! conv]sational gr\p may include "s ( ! same pieces1 & ! desk *air may be us$ z an auxili>y conv]sation piece4 ,9 ! arrangem5t ( furniture x mu/ be rememb]$ t3 #a4 ,furniture %\ld be s arrang$ z to make ! mo/ ( ! light 7z 9 plac+ desks1 read+ tables1 & *airs71 & also to satisfy ! p]sonal habits & ta/es ( ! memb]s ( ! family4 #b4 ,9 g5]al1 ! c5t] ( ! room %\ld be kept cle>1 :i* gives an effect ( spaci\sness1 facilitates easy movem5ts & regr\p+ :5 ! room is full ( p]sons1 & af=ds a bett] view ( its int]e/+ features4 ,9 ! int]e/ ( beauty & di/9ction1 x is important to avoid3 #a4 ,too exclusive employm5t ( l>ge & heavy pieces1 :i* make a room /iff1 spotty1 & un9t]e/+ :5 us$ )\t small tables1 *airs1 & cab9ets4 #b4 ,monotony 9 ! height1 color1 & texture ( ! furniture4 ,,avoid ,,repetition ,,( ,,uphol/]y ,,patt]ns ,liv+-room furniture %\ld n be cov]$ ?r\gh\t 9 ! same mat]ial1 or ev5 9 ! same patt]n1 color+1 or texture1 because ! effect w\ld be tiresome4 ,on ! o!r h&1 ! degree ( div]sity mu/ n be s great z to make ! room inh>moni\s & confus+4 ,cov]+s ( l>ge & important pieces %\ld fit closely into ! g5]al color s*eme1 :ile ^? ( small *air seats1 b5*es1 or /ools may s]ve z piquant contra/+ elem5ts4 ,cov]+s %\ld n contra/ s /rongly ) ! floor cov]+ z to cause ! pieces to /& out l spots1 & ?us to m> ! repose & h>mony ( ! room4 ,9 g5]al1 pla9 or self-ton$ cov]+s w be us$ ) highly figur$ walls or floor cov]+s 9 ! case ( ! l>g] pieces1 :ile m>k$ emphasis ^u patt]n is desirable :5 bo? walls & floor cov]+1 or hang+s & floor cov]+ are pla94 ,,di/9ctive ,,hall ,,furniture ,! hall really s\nds ! keynote = ! :ole h\se1 & does mu* to make or m> its beauty2 x is ! place 9 :i* /rang]s & gue/s =m _! fir/ & la/ impressions ( ! home & ! ideals & ta/es ( ! h\sehold4 ,9 mo/ h\ses ! decorative importance ( ! hall is und]valu$ & ! room itself is und]furni%$ & f> less invit+ & attractive ?an x c\ld & %\ld be4 ,9 ord] to exp& sales ( hall furniture by ! sugge/ion & sale ( relat$ m]*&ise1 or by influ5c+ home own]s to refurni%1 y w require "s k ( ! individual rooms & _! pres5t furni%+s1 & a fair k ( ! pr9ciples1 processes1 & mat]ials involv$ 9 hall decoration4 ,j h[ mu* in=mation y consid] ess5tial1 & :5 & h[ to ask = x1 w ( c\rse dep5d ^u y\r judgm5t ( y\r cu/om]'s ta/e1 intellig5ce1 & disposition4 ,tak+ retail practice z a :ole1 x is c]ta9 t m "t is wa/$ & m pot5tial sales lo/ by failure to secure adequate prelim9>y in=mation ?an by unnecess>y or unsuccessful attempts to d s4 ,,hall ,,decorations3 ,,pr9ciples1 ,,processes1 ,,& ,,mat]ials ,! hall %\ld h an atmosph]e ( w>m? & hospitable welcome1 a note ( ri* b quiet dignity1 & a real quality ( int]e/ & *>m4 ,its hospitabl5ess c be insur$ by emphasis ^u w>m color & prop]ly %ad$ light4 ,ri*ness ( effect is produc$ by emphasis ^u ornam5t$ z oppos$ to pla9 surfaces1 p>ticul>ly 9 ! floor cov]+1 walls1 furniture1 & accessories4 ,dignity results f ! use ( long l9es 9 ! int]ior trim1 bord] l9es ( ! rugs1 & l5g? or height 9 ! furniture :]e practicable1 & also ( =mal balance 9 furniture arrangem5t4 ,int]e/ & *>m are secur$ by a free use ( color & texture1 & a measure ( di/9ction 9 ! design ( furniture & accessories4 ,relation ( ! ,hall to ,adjo9+ ,rooms4 ,! hall mu/ ann\nce or sugge/ "s ( ! decorative elem5ts ( connect+ rooms1 & accord+ly mu/ h _m po9ts ( resemblance & h>mony 9 color+1 l9e1 & texture4 ,9 *oice ( ! key pieces ( furniture1 :i* give di/9ction & sm>tness to ! hall1 !re %\ld be simil>ity 9 outl9e & proportion to ! key liv+ room pieces1 b id5tity 9 p]iod /yle is :olly unnecess>y4 ,high-back$ sev5te5? c5tury *airs ( ! m sl5d]ly proportion$ types c\ld be us$ 9 ! hall op5+ into a ,%]aton d9+ room )\t m>r+ ! s5se ( h>mony 9 ! suite4 ,illu/ration3 ,c\rtesy ,am]ican ,furniture ,m>t4 ,figure #ci4--;,ideal = ! hall is a c$> *e/ :i* s]ves ! duo-purpose ( provid+ valuable /orage space z well z be+ decorative4 ,?is mahogany *e/1 built to resemble a *e/ ( draw]s1 has a c$> l9$ bottom draw]4 ,! *e/ prop] is ! dep? ( ! fir/ & second %am draw]s4 ,! oval mirror1 a fitt+ accessory1 has a gold-leaf frame4 ,wall ,treatm5ts = ! ,hall4 ,:5 ! walls are ( pla9 or ornam5tal pla/]1 calcim9$1 or pa9t$ 9 oil1 !y %\ld mat* ! adjo9+ room if ei!r is small or bo? rooms are small1 9 ord] to ga9 an effect ( spaci\sness4 ,:]e ! hall & ! adjo9+ room bo? are l>ge1 ! walls may diff] 9 hue2 b m>k$ diff]5ce 9 tone is unpleasant4 ,= example1 light /one walls 9 ! hall & m$ium light gre5 9 ! liv+ room w be agreeable2 d>k /one & pale gre51 disagreeable4 ,:5 ! walls are pap]$1 ! effect w be m int]e/+ if ! hall pap] is diff]5t f t ( adjo9+ rooms4 ,if ! hall is small1 its pap] %\ld mat* t 9 ! adjo9+ rooms r closely 9 hue & tone1 diff]+ 9 texture or patt]n1 or 9 ! fact t "o pap] is figur$ & ! o!r pla94 ,small halls are high 9 proportion to _! wid?4 ,a figur$ pap] helps to correct ! proportions1 :]eas a /ripe w\ld raise ! app>5t height ( ! ceil+4 ,:5 ! walls are pla91 suffici5t ornam5t to enri* ! room & relieve x f any effect ( ?9ness mu/ be suppli$ by floor cov]+s1 drap]ies1 furniture1 & accessories4 ,floor ,cov]+s = ! ,hall4 ,9 a decorative s5se1 floor cov]+s are m important 9 ! hall ?an 9 any o!r room1 because ! floor area is small] 9 proportion to wall area1 & !re are few] int]e/+ pieces ( furniture1 & relatively few] accessories4 ,"h are "s practical sugge/ions3 ,l9oleum is increas+ly us$ = ! hall s9ce x p]mits ! us] to express h] orig9ality & good ta/e 9 _m int]e/+ =ms4 ,pla9 or mottl$ l9oleum ) an attractive motif or monogram set into ! c5t] is bo? decorative & practical4 ,a bord] or trim1 9 keep+ ) ! ar*itectural /yle ( ! room1 also adds to ! decoration4 ,! l9oleum may h>monize 9 color ) ! floor cov]+ ( ! room adjo9+ or may c>ry out its own color s*eme 9 keep+ ) ! !me ( ! hall4 ,if ! hall adjo9s ! liv+ room x is well to use ! same floor cov]+ z 9 ! liv+ room s9ce ?is has a t5d5cy to make bo? ! hall & ! liv+ room appe> l>g]4 ,if small rugs are us$ 9 ! hall !y may be ( contra/+ tone to ! liv+ room rug or may bl5d ) ! g5]al color s*eme4 ,/air c>pets are desirable = ! foll[+ reasons3 ,!y are m com=table1 less noisy & easi] to keep 9 condition ?an b>e treads4 ,!y are saf]1 especially = *ildr5 & old p4 ,!y make ! hall f> m hospitable & invit+4 ,!y add a mu* ne$$ note ( color to ! room4 ,!y s]ve to unite l[] & upp] floors arti/ically by a sweep+ l9e ( color4 ,drap]ies = ! ,hall4 ,except 9 ! case ( doors ) a metal grille1 or recess$ doors1 ,v5etian bl9ds1 or curta9s1 or bo?1 are desirable on ! doors & sidelight ( a hall ( ord9>y size & ar*itectural "*1 because !y ensure a s5se ( privacy1 temp] ! light1 add ! int]e/ ( color & texture & help to inve/ ! hall ) a quality ( intimacy & hospitality4 ,,hall ,,furniture ,,mu/ ,,be ,,di/9ctive ,hall furniture mu/ fit ! room 9 scale4 ,avoid pieces s small & ?9 z to seem poor1 weak1 & inadequate1 or s l>ge z to cr[d ! room & de/roy its decorative balance4 ,9 g5]al1 use furniture ( sl5d] proportions aga9/ light smoo? walls1 & ?ick] or m massive furniture aga9/ d>k] & r\gh] walls4 ,x is highly important to use di/9ctive pieces 9 ! hall2 p>tly because x is f ?is room t ! visitor receives 8 fir/ impression ( ! h\se1 & p>tly because ! room c use b few pieces1 :i* are se5 aga9/ su* relatively l>ge wall spaces t !y mu/ be ( unusual int]e/ 9 ord] to r$eem ! room f b>5ess & a commonplace quality4 ,hall furniture %\ld reveal z mu* v>iety z is consi/5t ) ! necess>y h>mony4 ,mat*$ pieces usually are to be avoid$4 ,ev5 9 ! case ( console table & mirror1 a mahogany table1 = example1 usually w be m pleas+ ) a gold or lacqu] mirror ( h>moni\s %ape ?an ) a mat*$ piece 9 mahogany4 ,diff]5ces 9 woods1 f9i%es1 ornam5tal detail1 & height add int]e/ to ! room ?r\gh v>iety4 ,z m9imum equipm5t1 ! hall %\ld h a table or cab9et ) a mirror1 & some?+ on :i* to sit4 ,table & mirror con/itute ! dom9ant elem5t2 ! mirror adds desirable spaci\sness1 & ! *>m ( reflect$ vi/as1 & bo? are necess>y = practical z well z arti/ic reasons4 7,see fig4 #ci47 ,a seat ( "s k9d is necess>y to ensure a s5se ( hospitality1 & z a c\rtesy to ! /rang] :o ent]s ! home1 b is n imm$iately admitt$ to its inn] rooms4 ,a *air1 pref]ably ( ! /raight high-back$ type1 a b5*1 or a l[ *e/ ) cu%ion w meet ?is requirem5t4 ,,/r5g!n ,,dom9ant ,,elem5t ,z ! dom9ant elem5t1 table & mirror %\ld n be dw>f$ by ! wall beh9d !m4 ,if = any reason a small table is plac$ aga9/ a wide wall space1 a long wall bann] or panel %\ld be plac$ on ! wall beh9d ! mirror 9 ord] to build up ! gr\p at eye level4 ,x may be built up at ! base by a *air at "o or bo? sides1 tor*]es1 etc4 ,nev] use a mirror wid] ?an ! piece t /&s bel[ x1 or a n>r[ mirror ) a wide table1 unless a wall panel also is us$ to supply ! necess>y wid?4 ,mod]n h&-wov5 tape/ries (t5 are us$ = hall walls :5 _! co/ is n prohibitive4 ,o!r devices = ! purpose include panels made f damask1 brocade1 brocatelle1 pla9 or figur$ velvet1 real or imitation crewel1 ,indian or ,p]sian calico pr9ts4 ,a panel (t5 is us$ on ! wall beh9d a l[ *e/4 ,! hall table ne$ n be ( ! conv5tional console type4 ,:5 wall space p]mits1 any long n>r[ table w s]ve1 z w a r\nd or squ>e ,engli% c>d table1 ) ! half-top ei!r flat or rais$ aga9/ ! wall4 ,9 ! v small hall a l>ge ne/ ( tables c be us$ z a small console4 ,9 _m halls a l[boy or *e/ ( draw]s is decorative & useful4 ,o!r possible items include ! decorative cab9et1 small tables1 fl[] /&s1 floor or banjo clock1 scre51 lamps1 desk1 love seat1 radio1 & cane or umbrella rack4 ,always *eck ! possibilities ( ! hall 9 a h\se y furni%4 ,! g5]al me?ods discuss$ 9 relation to piece & gr\p sales ( liv+ room m]*&ise apply equally to ! hall4 ,9 addition x %\ld be not$ t x is practically impossible to sugge/ ! prop] *oice ( hall furni%+s 9 ! abs5ce ( measur$ draw+s1 s9ce bo? ! numb] ( pieces & _! size are m def9itely det]m9$ by floor & wall space ?an is ! case 9 any o!r room4 ,e sale ( hall furniture ( any importance %\ld be foll[$ by a call at ! h\se z soon aft] deliv]y z possible4 ,if ! new furniture does n fit ! room1 corrections may be made promptly1 be=e any ill-w develops4 ,moreov]1 9 _m cases additional m]*&ise c be sugge/$ & sold4 ,,secur+ ,,hospitable ,,d9+ ,,room ,,atmosph]e ,! d9+ room %\ld h an atmosph]e ( *e]fulness & hospitality bo? "u natural & artificial light+2 & s9ce x is occupi$ b ?ree times a day at mo/1 & = %ort p]iods only1 its decorative treatm5t may h m snap ?an w\ld be agreeable 9 ! liv+ room4 ,,secur+ ,a ,,hospitable ,,atmosph]e ,to produce an atmosph]e ( *e]fulness & hospitality1 emphasize3 ,w>m or light pa/el colors p>ticul>ly 9 ! walls4 ,ample light1 prop]ly controll$4 ,curv$ l9es1 & curvil9e> %apes to s(t5 h>d au/]e outl9es ( case pieces & w9d[s4 ,gay1 contra/+ colors 9 ornam5tal details4 ,v>iety & orig9ality4 ,*e]fulness & animation w be increas$ by increas+ ! div]sity ( ! room treatm5t ?r\gh contra/s 9 hue1 tone1 l9e1 =m1 & texture1 )9 ! limits p]mitt$ by ! requirem5t ( unity & h>mony4 ,?is consid]ation dem&s special c>e 9 ! d9+ room1 because ! important pieces ( furniture usually are mat*$1 ) a result+ loss 9 div]sity :i* mu/ be made up 9 ! o!r elem5ts ( ! room4 ,"h we h ! *ief s+le reason = ! great numb] ( monoton\s1 un9t]e/+ d9+ rooms4 ,to ! skillful salesman ?is w sugge/ 7a7 a s\nd reason = pu%+ sales ( su* accessories z mirrors & pictures1 ti] tables = plants & accessories1 & = plant /&s2 7b7 an approa* = ! sale ( brok5 suites & unmat*$ pieces4 ,_m wom5 feel t _! d9+ rooms _c possibly be correctly furni%$ unless !y are equipp$ ) a mat*$ suite4 ,?is is n always true4 ,_m di/9ctive d9+ rooms h be5 furni%$ ) h>moni\s1 unmat*$ pieces4 ,,d9+ ,,room ,,walls ,! same pr9ciples & processes discuss$ "u liv+ room wall treatm5ts apply to ! decoration ( ! d9+ room1 subject to ! qualification t = ! reasons not$ above1 ! d9+ room walls (t5 may h m /rik+ patt]ns & %>p] contra/s4 ,sc5ic l&scape or o!r highly decorative pap]s may be effective 9 ! d9+ room1 al?\gh !y w\ld n s]ve z a liv+ room backgr\nd4 ,:at 0 said conc]n+ ! liv+ room w af=d ! basis = judg+ ! prop] relation ( walls to ! /yle ( furniture4 ,highly figur$ walls d n require *oice ( pla9 d9+ furniture1 or vice v]sa4 ,! g5]al pr9ciples ( h>mony gov]n ! prop] relation ( walls to floor cov]+4 ,poly*romatic walls require t two or m ( ! colors be repeat$ 7n necess>ily accurately mat*$7 on ! floor4 ,! floor cov]+ %\ld be some:at l[] 9 tone1 & *>act]iz$ nei!r by too little vigor or boldness ( draw+ to h>monize ) ! walls1 nor too mu*4 ,*oice among ^! w\ld dep5d ^u p]sonal ta/e & ! degree ( sunn9ess & w>m? requir$ 9 ! rug 9 ord] to br+ ! room total up to ! level desir$ by ! buy]4 ,,d9+ ,,room ,,floor ,,cov]+s ,! d9+ room may be treat$ ) a room-size floor cov]+ mat*+ or h>moniz+ ) ! liv+ room rug or l9oleum or ) a s+le l>ge rug4 ,"s h\sewives pref] to leave ! floor b>e1 except = two or ?ree small rugs4 ,) figur$ l9oleum ! practice is unobjectionable1 except = ! loss ( ! s5se ( physical com=t & hospitality creat$ by pile c>pets "u foot4 ,) h>dwood floors x is op5 to ! objections t x is inhospitable2 t x is too weak 9 a decorative s5se to support ! weight ( ! relatively l>ge & heavy furniture2 & t x makes ! room seem ?9 & poor1 m>s ! h>mony betwe5 walls & floor1 & prev5ts a conv9c+ & satisfy+ di/ribution ( color4 ,z comp>$ ) ! liv+ room1 ! d9+ room is relatively small & its furniture relatively l>ge1 /rik+1 & uni=m4 ,?is means t ! floor cov]+ mu/ be adapt$ 9 scale & emphasis ( patt]n & color+ to su/a9 ! load ( ?is heavy furniture1 & ?us to prev5t an effect ( /iffness & spott9ess 9 ! room2 & t x mu/ h pl5ty ( patt]n & color :5 ! o!r elem5ts ( ! room are defici5t 9 v>iety4 ,a s+le rug %\ld be l>ge en\gh to p]mit free movem5t ( ! *airs )\t lett+ ! back legs t\* ! b>e floor4 ,9 g5]al1 ! rug %\ld j cle> ! front legs ( furniture plac$ aga9/ ! wall4 ,9 small rooms1 h[ev]1 x is desirable to h ! rug come to )9 #ab or #ae in*es ( ! wall 9 ord] to increase ! room's app>5t size4 ,,d9+ ,,room ,,w9d[ ,,treatm5ts ,w9d[ %ades1 ,v5etian bl9ds1 glass curta9s1 & drap]ies are desirable 9 ! d9+ room4 ,_! selection is gov]n$ by ! g5]al consid]ations discuss$ "u liv+ room w9d[ treatm5ts1 page #ahb4 ,:5 a d9+ room has b "o w9d[ or a s+le gr\p ( w9d[s1 !re is "s dang] t ! drap]ies may give ! room an effect ( spott9ess & lack ( balance unless c>e is tak5 to repeat ! color ( ! drap]ies 9 "s way on two or ?ree ( ! o!r walls4 ,) pla9 drap]ies1 t\*es ( ! same hue %\ld s appe>1 9 pictures1 wall panel1 scre51 sidebo>d decorations1 or "s simil> device4 ,) figur$ drap]ies conta9+ sev]al colors1 at lea/ "o ( ! important colors %\ld be ?us repeat$4 7,see fig4 #bi1 page #acj47 ,,d9+ ,,room ,,light+ ,! d9+ room %\ld be light$ by direct light1 releas$ ?r\gh a ceil+ fixture4 ,! light f ?is s\rce c be turn$ (f :5 c&les are us$2 b ! ceil+ w be b>e & unpleas+ )\t ?is c5tral po9t ( int]e/1 & mo/ families pref] n to d9e by c&lelight alone4 ,! fixture %\ld h suffici5t height to keep ! gl>e ( light f ! eyes ( d9]s4 ,! effect w be mo/ agreeable if ! light is releas$ ?r\gh sev]al globes ( l[ wattage1 & if ea* ( ! globes is %ad$ 9 su* a way z to keep ! table 9 an arc ( slightly high] illum9ation ?an ! re/ ( ! room4 ,side lights are effective z auxili>ies1 b n z ! pr9cipal s\rce ( light4 ,illu/ration3 ,photograph by ,grignon4 ,figure #dj4--,_m features ( ?is eighte5? c5tury d9+ room gr\p+ make x adaptable to contempor>y homes4 ,x is scal$ to fit a small-size d9+ room2 x is simple 9 design & x provides valuable /orage space 9 its compact design4 ,! p$e/al legs on ! table c>ry ?r\gh ! ,duncan ,phyfe !me ( ?is suite4 ,! corn] cab9et is decorative & practical & ! cr$5za-type buffet adds ! necess>y weight to ! gr\p+4 ,,d9+ ,,room ,,furniture ,usually ! d9+ room adjo9s ! liv+ room1 & x may be assum$ t ! same /yle w be c>ri$ ?r\gh1 al?\gh n imp]atively s4 ,any eighte5? c5tury /yle--,hepple:ite1 ,%]aton1 or ,*ipp5dale c be us$ ) any eighte5? c5tury /yle or ) ,colonial or ,duncan ,phyfe furniture1 provid+ wood1 textures1 & fabrics h unity1 simil>ity1 color lik5esses1 or pleas+ contra/s4 7,see fig4 #dj47 ,mod]n 9 walnut liv+ room pieces w look well ) walnut d9+ room 9 contempor>y design4 ,maple liv+ room furni%+s look well ) ,e>ly ,am]ican or ,fr5* ,prov9cial d9+ room furniture4 ,x is easi] to comb9e s+le /yles ?an sev]al /yles h>moni\sly4 ,frequ5tly1 h[ev]1 ! mo/ int]e/+ arrangem5ts are f sev]al /yles put toge!r well4 ,try out1 on ! floor1 9 idle mom5ts1 a ,%]aton d9+ table ) ,*ipp5dale or ,duncan ,phyfe *airs4 ,! scale may be "r or wrong--y\r judgm5t %\ld tell y4 ,naturally1 ! /ore f9ds x easi] to sell sets1 b %\ld y run into difficult cu/om]s1 ?is k ( int]e/+ comb9ations may save a sale4 ,illu/ration3 ,c\rtesy ,am]ican ,walnut ,manufactur]s' ,association4 ,figure #da4--;,a liv+-d9+ room suite4 ,design$ by ,gilb]t ,rhode1 ,new ,york1 ,n4 ,y4 ,fold+ d9ette table ) "o drop leaf4 ,photograph %[s view op51 table set = f\r1 table mov$ away f wall4 ,tell cu/om]s t1 al?\gh !y may buy six *airs1 x is n only good ta/e f a decorative /&po9t b also f a practical po9t ( view to h a ho/ & ho/ess *air4 ,^! are uphol/]$ *airs ) tall backs & are us$ at ! head & ! foot ( ! table4 ,! ho/ *airs ei!r %\ld mat* ! drap]ies or h>monize ) ! color s*eme ( ! room4 ,_m times ho/ & ho/ess *airs uphol/]$ 9 a pr9t1 mat*+ ! drap]ies are *e]ful & decorative4 ,/ripes are popul> z uphol/]$ seat cov]s on d9+ room *airs1 b pla9 cov]+s 9 damask1 lea!r1 or tape/ry are also 9 good ta/e4 ,small figur$ patt]ns are also us$4 ,,comb9ation ,,liv+ ,,room ,,& ,,d9+ ,,room ,_m ( ! new homes are be+ built ) liv+ room & d9+ room comb9$ into "o unit or ) a l>ge liv+ room & v small d9+ room4 ,= ! s+le-unit rooms1 a happy *oice is an ext5sion or a gate-leg table & a l[ *e/ ( draw]s = l95 :i* may be us$ ei!r 9 ! liv+ room or 9 d9+ room4 ,small d9+ room tables :i* may be ext5d$ to seat six or eight may be arrang$ 9 front ( a bay w9d[ or along ! wall at "o side ( ! room 9 keep+ ) ! g5]al room h>mony4 ,! d9+ *airs are plac$ ne> ! table1 :5 n 9 use1 & may be us$ z bridge *airs or auxili>y seat+ equipm5t4 7,see fig4 #da47 ,illu/ration3 ,photograph by ,grignon4 ,figure #db4--;,a contempor>y d9+ room gr\p+ made ( bir* & f9i%$ 9 a light :eat tone4 ,simply c>v$ ) a mod]niz$ :eat motif1 ?is gr\p+ relies ^u its simplicity = sm>tness & di/9ction4 ,! *airs are uphol/]$ 9 a rose-color$1 lea!r-l fabric & trimm$ ) small bronze nail heads4 ,! legs ( ! table & *airs tap] gracefully & elim9ate ! box-l features usually associat$ ) contempor>y design4 ,! cr$5za-type buffet & *9a h pulls ( mat*+ wood4 ,d9ette furniture1 especially made = ! d9ette1 (f]s a v>iety ( selection & ne$ n necess>ily be 9 keep+ ) ! liv+ room s*eme4 ,light woods are popul> = d9ettes1 maple1 oak1 bir*1 & p9e be+ popul> = ?is purpose4 ,:5 ! d9ette is replac$ by a l>g] d9+ room ensemble ! d9ette set may be us$ 9 ! breakfa/ room or 9 ! kit*54 ,small size *9a cab9ets & buffets accompany _m ( ! d9ette sets4 ,junior d9+ room sets are small scale d9+ room ensembles & are usually %[n 9 f9e cab9et woods 9 /yles f\nd 9 l>ge size d9+ room ensembles4 ,! junior d9+ room sets diff] f ! d9ette sets 9 t !y are usually n z in=mal z ! d9ette & are design$ = ! small-size d9+ room r ?an = ! d9ette4 ,,ensemble ,,sell+ ,sales ( liv+ room m]*&ise fall into two classes3 ,piece sales1 involv+ ! selection ( "o or m pieces = use 9 a room already p>tially furni%$2 & ensemble sales1 involv+ ! selection ( mo/ or all ( ! furni%+s necess>y to equip completely a room1 or ev5 a h\se4 ,^! two types ( sales pres5t diff]5t problems & require ! use ( diff]5t me?ods4 ,h[ev]1 !y are alike 9 two important respects4 ,9 all ( !m ! self-int]e/ ( ! buy] is ! det]m9+ factor2 & competition 9 "o or m =ms is inevitable4 ,,?ree ,,=ms ,,( ,,competition ,! fir/ & inescapable =m ( competition is a competition among conflict+ desires 9 ! m9d ( ! av]age buy]4 ,9 ord] to buy "o ?+1 %e mu/ give up some?+ else4 ,furniture deal]s & salesm5 habitually assume t ! woman :o ent]s a furniture /ore & asks1 = example1 = an easy *air1 has already decid$ to buy "o4 ,! fact is t ! cu/om] is (t5 m]ely weigh+ ! satisfactions likely to come to h] ?r\gh possession ( a *air aga9/ ^? (f]$ by o!r articles or s]vices also "u consid]ation4 ,9 ?is case y mu/ lead h] to desire a *air m ?an %e desires any?+ else be=e y c sell any *air1 h[ev] l>ge y\r /ock or l[ y\r prices4 ,unhappily1 mu* furniture adv]tis+ is calculat$ to give ! read+ public a false impression ( ! necess>y price levels ( good furniture4 ,x may be t y c please y\r cu/om] ) a *air at ! price %e has t5tatively decid$ to pay4 ,if n1 y mu/ please h] 9 a m co/ly piece4 ,"h y run up aga9/ new competition2 = h[ev] able y\r demon/ration ( quality may be1 y\r cu/om] is c]ta9 to weigh t additional item ( co/ aga9/ ! additional articles t %e mu/ give up 9 ord] to buy ! *air4 ,h5ce some?+ m ?an a conv9c+ demon/ration ( ! intr9sic wor?9ess ( ! piece w be necess>y to complete ! sale4 ,f9ally1 !re is a ?ird =m ( competition--t among diff]5t furniture /ores = ! same sale4 ,h[ev] well ! cu/om] may l y\r *air at ! price ask$1 x is natural = h] to try to f9d some?+ j z good at a l[] price1 or m pleas+ at ! same price1 s9ce t is h] habit 9 buy+ o!r commodities4 ,%e kn[s t !re are o!r good /ores ne>by1 ) scores ( easy *airs to %[ h]1 & t !y are adv]tis+ b>ga9s & hold+ out inducem5ts to get h] trade4 ,y _c prove to h] 9 advance t %e w only wa/e h] "t by look+ fur!r1 & any argum5ts1 plead+s1 or high-pressure me?ods design$ to keep h] f do+ s are q likely to h precisely ! opposite effect4 ,,:at ,,%opp]s ,,really ,,want ,at ?is po9t a surpris+ly l>ge p]c5tage ( salesm5 weak54 ,kn[+ t x is impossible to oppose successfully ! self-int]e/ ( ! buy]1 !y c ?9k ( no?+ else to d4 ,9 po9t ( fact !re is no?+ else to d 9 a great _m cases1 except to make e possible ef=t to create an impression suffici5tly p[]ful to br+ ! buy] back aft] h] %opp+ t\r is ov]4 ,9 _m o!r cases1 h[ev]1 !re is a way to meet competition1 if y c develop ! ability to use x4 ,! woman :o wants an easy *air1 a s(a1 a rug1 or a desk1 also wants some?+ else :i* is f> m important to h]1 namely1 a m satisfy+ room4 ,%e doesn't tell y ab\t x1 b %e really hopes t ! new piece "u consid]ation w add m beauty1 com=t1 di/9ction1 or impressiv5ess to h] room4 ,get h] to ?9k+ ( h] room z a :ole1 ) ! new article a "p ( t :ole4 ,lead h] to believe t ! desirable qualities :i* %e seeks w appe> 9 x z a result ( y\r help 9 selection & arrangem5t4 ,9 o!r words1 appeal to h] self-int]e/ by (f]+ h] some?+ highly important :i* %e kn[s 9 advance _c be f\nd else:]e4 ,,! ,,room ,,picture ,,me?od ,to ov]come ! inevitable competition ( oppos+ desires1 & to r$uce or elim9ate %opp+ = v>iety ( selection or price1 make y\r cu/om] see ! piece "u consid]ation n z an individual unit1 b z an integral "p ( h] room4 ,z long z %e is p]mitt$ to ?9k t %e is buy+ a *air & no?+ b a *air1 %e w be conc]n$ ) a multitude ( details1 mo/ ( :i* are ( no real importance1#bg & w be /rongly dispos$ to keep on look+ until %e has exhau/$ e possibility ( f9d+ some?+ completely satisfactory 9 all ( ^! details4 ,transf] h] int]e/ to h] room z a :ole1 ) y\r *air z a "p ( x1 & y imm$iately rob mo/ ( ^! details ( _! e>li] importance 9 h] m9d4 ,pa9t a suffici5tly attractive m5tal picture ( h] room z x w become ) y\r *air 9 x1 & %e may buy ! picture1 & ! *air z an ess5tial elem5t ( x4 ,%e w n c>e to %op fur!r = a bett] look+ or *eap] *air1 9 ! fe> t ev5 if "o c\ld be f\nd ! picture w\ld be spoil$4 ,,! ,,%ift ,,f ,,unit ,,to ,,entire ,,room ,possibly y h _h ! exp]i5ce ( los+ important sales to m5 work+ 9 /ores f> small] ?an y\r own or to decorators ) no m physical equipm5t ?an c\ld be cond5s$ into a small (fice or /udio4 ,:y %\ld y h lo/ su* sales :5 y enjoy ! great advantages ( ample /ocks1 l[] prices1 bett] t]ms1 & ! pre/ige ( a well-kn[n & f9ancially solid h\se8 ,obvi\sly1 because ! o!r man _h ! skill & ! p[] to %ift y\r cu/om]'s int]e/ & desire f m]*&ise1 z su* to :at m]*&ise w d4 ,9 ord] to make a normal sale by means ( ?is room-picture me?od1 y w require3 #a4 ,full k ( y\r own m]*&ise f ! te*nical & arti/ic aspects4 #b4 ,consid]able k ( ! cu/om]'s room & its important elem5ts4 #c4 ,adequate k ( decorative pr9ciples1 includ+ ! emotional values ( light1 color1 texture1 l9e1 & proportion4 #d4 ,a little k ( ! decorative accessories--pictures1 pott]ies1 glass1 embroid]ies1 & ! _m small ?+s necess>y to save a room f b>5ess1 & to give x color1 snap1 & intimacy4 ,x is desirable b by no means necess>y t y h ^! accessories = sale2 h[ev]1 y mu/ "k h[ to talk ab\t !m1 because x is impossible to make a liv+ room g5u9ely attractive & satisfy+ )\t !m4 ,,:y ,,cu/om]s ,,are ,,disappo9t$ ,few furniture m5 appreciate ! ext5t to :i* sales volume is re/rict$ by insi/5ce ^u sell+ p>ts in/ead ( f9i%$ products4 ,n only is furniture display$ z a ph>maci/ displays drugs 9 ! r[s ( bottles on 8 %elves2 b also cu/om]s are ask$ to d _! own comp\nd+ & to accept full responsibility = ! results4 ,_m salesm5 habitually assure ! buy] t h] room w be com=table & beautiful aft] !y h plac$ 9 x a s(a1 two *airs1 an end table1 "o floor lamp1 & a radio4 ,( c\rse x isn't1 & disappo9tm5t results4 ,%e sees h] room z b>e1 ?91 spotty1 unhomelike1 & unlovely4 ,%e kn[s some?+ is wrong1 b %e is )\t k to correct x4 ,ensemble sell+ & complete room sett+s are ! home-furni%+s indu/ry's mod]n answ]4 ,unless %e is able to arrange ! major pieces ( h] furniture 9 a mann] t w %[ !m to ! be/ advantage1 unless %e has at lea/ ! requisites 9 ! small] pieces1 lamps1 & o!r accessories1 %e may nev] get ! full satisfaction t %e %\ld = ! money %e has sp5t 9 ! furniture /ore4 ,x is ! salesp]son's duty to fit 8 cu/om]'s pur*ases into a complete room or home4 ,,naturalness ,,ess5tial ,,9 ,,ensemble ,,sell+ ,9 ensemble sell+1 don't lecture1 talk ab\t y\rself1 or appe> 9 any way to be air+ y\r k4 ,simply talk 9 an (f-h& mann]1 z if y 7 deal+ 9 commonplaces z famili> to y\r cu/om] z to y\rself4 ,! important matt] is to le>n promptly en\gh ab\t h] room to enable y to l9k "s ( its *>act]i/ics ) ! *>act]i/ics ( y\r m]*&ise1 s t z y po9t out ! _m desirable features ( h] room1 & ! p]fect way 9 :i* y\r furniture h>monizes ) & emphasizes ^! features1 %e is br\ght to ! conviction t %e %\ld h ! room j z y h pictur$ x1 & !re=e mu/ h y\r furniture1 )\t reg>d to :at o!r /ores may h to (f]4 ,?is me?od is n too easy :5 "o fir/ beg9s to employ x1 nor %\ld x be us$ ) e cu/om]4 ,x w int]e/ a surpris+ly l>ge p]c5tage ( cu/om]s1 & x (t5 w result 9 a sale 9 situations :]e all o!r me?ods fail4 ,x is plann$ sell+1 :i*1 bas$ on ! enlight5$ self-int]e/ ( ! buy]1 helps h] to buy1 & s smoo!s ! pa? be=e h] t %e may pur*ase h] ne$s room by room4 ,,sell+ ,,! ,,complete ,,room ,,or ,,complete ,,h\se ,,ensemble ,_m important sales w involve ! complete room ensemble or ! complete h\se ensemble bo? ( :i* are us$ to ! great advantage ( ! /ore & ( ! public4 ,usually su* sales are 9 sight long en\gh 9 advance to p]mit y to /udy & measure ! rooms4 ,9 important sales ( ?is k9d1 try to get ! head ( ! h\se 9 = ! fir/ %[+4 ,y w probably be unable to close ! sale )\t him1 & he w be likely to save y\r "t z well z to increase ! am\nt ( ! sale4 ,d n ov]look ! fact t x is important to see ! h\se aft] ! sale is made1 pref]ably :5 ! goods are be+ in/all$4 ,9 ?is way y gu>d aga9/ possible disappo9tm5t1 ensure good w1 & (t5 f9d room = m m]*&ise4 ,!re are ?ree g5]al me?ods = deal+ ) ^! room sales4 ,! *oice betwe5 !m w dep5d ^u y\r judgm5t z to ! probable reactions ( ! cu/om]4 ,sett+ ,up a ,complete ,room 9 ,advance4 ,measure ! room accurately1 locat+ doors & w9d[s2 /udy ! room1 & s f> z possible ! disposition1 ta/es1 & means ( ! buy]s2 select h>moni\s furni%+s = ! entire room1 usually ) "o or m sub/itutes = ! mo/ important pieces2 lay out ! room ) *alk1 or ) a *alk l9e or /r+ tack$ to ! floor1 ) recesses = ! w9d[s & op5+s = ! doors 9 _! exact locations2 set up ! room ) ! m]*&ise select$1 keep+ ! sub/itutes at "o side = em]g5cy use2 arrange to h ! cu/om]s call by appo9tm5t2 & %[ ! :ole sett+1 mak+ y\r talk :ile !y exam9e x4 ,if y "k ! p1 & feel sure t ! total co/ ( ! room is n f> above :at !y expect to sp5d1 ?is is a good me?od4 ,o!rwise !re is "s dang] t !y w dislike "o or m s+le elem5ts ( ! room1 & )\t giv+ y ! opportunity to correct !m1 reject ! :ole sett+2 & also t !y may ask = ! total price be=e a real desire = ! sett+ has be5 ar\s$1 f9d x unexpect$ly high1 & refuse to pay x4 ,build+ ,up ,room ,) ,cu/om]s4 ,proce$ z above to ! po9t :]e ! room is laid out2 b in/ead ( actually plac+ ! furniture keep x at "o side2 expla9 to ! buy]s ! lay-out ( ! room1 locat+ ! doors & w9d[s2 h ! furni%+s br\ght 9 & plac$ by port]s "o piece at a "t1 />t+ ) ! floor cov]+4 ,?is w give y ! *ance to prep>e _! m9ds = ea* piece1 & to sell y\r picture z !y see x gr[ be=e _! eyes2 to make imm$iate sub/itutions 9 case "o ( y\r selections fails to please2 & to r$uce ! price haz>d4 ,= example1 !y may ask ! price ( "s important piece su* z ! rug or s(a1 or y may quote x 9 ! c\rse ( y\r talk4 ,if !re is a quick objection1 y w be able to reassure !m by a /atem5t t some?+ ( simil> appe>ance b l[] price c be sub/itut$ lat] )\t m>r+ ! total effect4 ,lay+ ,out ,room to ,scale4 ,proce$ at ! outset z 9 above2 b in/ead ( lay+ out ! actual room1 prep>e a scale draw+ on a regul> floor plan1 to ! scale ( a in* to #a foot1 or a l>ge draw+ to ! scale ( #a in*1 to #a foot4 ,make draw+s or symbols ( ! furniture to be us$ to ! same scale1 cut !m out1 & fix !m to ! floor plan by means ( ?umb tacks4 ,?is w p]mit %ift+ !m ab\t 9 case ( "q z to ! arrangem5t ( ! room4 ,h ! furni%+s assembl$1 & br\ght 9 by port]s z ne$$ & arrang$ 9 small intimate gr\ps1 if space p]mits4 ,o!rwise c>ry ! draw+ bo>d ) y z y take y\r cu/om]s ?r\gh ! /ock f "o ( ! propos$ pieces to ! next4 ,?is me?od is necess>y 9 small /ores :]e x is practically impossible to sp>e floor space = a display la/+ sev]al h\rs4 ,x c be made some:at m effective by draw+ 9 ! f\r-wall elevations & indicat+ ! space relation%ips ( furniture & walls4 ,9 ! ord9>y ensemble sale :]e no advance prep>ation is possible1 quick ?9k+ & smoo? action are ess5tial4 ,su* a sale may />t any:]e1 b ord9>ily y w />t x :]e y\r /ock is mo/ complete1 or :]e = any o!r reason y expect to enc\nt] m9imum resi/ance4 ,_m /ores h a s]ies ( model rooms1 or sev]al s]ies furni%$ completely at diff]5t price levels4 ,a visit to ^! rooms w give ! salesman a fair idea1 ( :at 8 cu/om]s consid] necess>y1 :at !y are prep>$ to pay1 & :]e to />t ! sale4 ,,que/ions #a4 ,:at me?ods d y foll[ 9 r$uc+ to a m9imum ! k9ds ( competition a salesman mu/ meet 9 sell+ furniture = ! liv+ room8 d9+ room8 #b4 ,a salesman asks 8 cu/om]3 ,j :at k9d ( /udio c\* d y h 9 m9d8 ,:y is ?is bad practice8 #c4 ,:y d y use a floor-plan idea = gett+ a picture ( ! backgr\nd :i* has br\ght a cu/om] to y\r /ore8 #d4 ,suppose a cu/om] seems det]m9$ to pur*ase a piece ( furniture :i* y "k is n suit$ = h] use4 ,d y disc\rage h] at ! risk ( los+ ! sale8 #e4 ,sugge/ ?ree or f\r good ways to int]e/ y\r cu/om] 9 rugs = ! liv+ room4 #f4 ,few cu/om]s are able to af=d use ( ! mo/ co/ly furni%+s4 ,h[ d y proce$ to conv9ce ! av]age woman t c]ta9 ess5tial h>monies actually co/ no?+ :atev] 9 money8 #g4 ,suppose y are consult$ by a "y c\ple soon to be m>ri$4 ,!y ask y = sugge/ions = furni%+ _! five-room ap>tm5t4 ,h[ d y proce$8 #h4 ,h[ does cu/om] age pres5t a problem 9 sell+ h\se furni%+s8 #i4 ,:y is x n good practice to ask y\r cu/om] ! /yle ( h] liv+ room8 #aj4 ,"w out a plan = furni%+ an unattractive hall 9 ! home ( a well-to-d c\ple1 & outl9e /eps y w\ld take to call y\r ideas to _! att5tion8 ,,sugge/$ ,,read+ ,,li/ ,,burr[s1 ,,!lma ,m4 ,successful ,home ,furni%+4 ,manual ,arts ,press1 ,peoria1 ,ill4 #aich4 ,*apt] ,,viii1 pp4 #ajc-abc4 ,,drap]1 ,,doro?y4 ,decorat+ ,is ,fun4 ,d\bl$ay1 ,doran ,co4 ,new ,york1 ,n4 ,y4 #aici4 ,,gold/e91 ,,h>riet & ,,vetta4 ,art ,9 ,e ,day ,life4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aibe4 ,rooms ( a ,homelike ,h\se1 ,,xix1 pp4 #cde-cij4 ,,hagman1 ,i4 ,c4 ,walls ,z ,backgr\nd ,9 ! ,livable ,home4 ,circul> #bcg1 ,univ]sity ( ,k5tucky4 #aicj4 ,,k\es1 ,,hel54 ,h[ ,to ,beautify ,y\r ,home4 ,good ,h\sekeep+1 ,new ,york1 ,n4 ,y4 ,d9+ ,rooms--,ass]t+ ,individuality 9 ,furniture1 pp4 #gc-he4 ,comb9ation ,liv+ ,room & ,d9+ ,room1 pp4 #he-ie4 ,,palm]1 ,l4 ,y\r ,h\se4 ,bo/on ,cook+ ,s*ool ,magaz9e ,co4 #aibh4 ,liv+ ,room1 ,hall1 & ,d9+ ,room1 pp4 #bb-fh4 ,,p[ell1 ,,lydia4 ,! ,f\r ,ma9 ,rooms4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,pp4 #c-ci4 ,,prie/man1 ,,mabel ,,tuke4 ,art & ,economy 9 ,home ,decoration4 ,john ,lane 7,! ,bodley ,head1 ,ltd41 ,london74 ,conc]n+ ,halls1 pp4 #dc-di4 ,,seal ,,e!l ,,davis4 ,furni%+ ,! ,little ,h\se4 ,! ,c5tury ,co4 ,new ,york1 ,n4 ,y4 #aibd4 ,furni%+ ! ,hall1 ,,vi1 pp4 #ajf-abj4 ,! ,liv+ ,room z ! ,he>t ( ! ,h\se1 ,,viii1 pp4 #abj-aci4 ,d9+ ,rooms ,may ,be ,=mal or ,gay1 pp4 #aci-aee4 ,,wright ,,agnes ,,fo/]4 ,int]ior ,decoration = ,mod]n ,ne$s4 ,fr$]ick ,a4 ,/okes ,co41 ,new ,york1 ,n4 ,y4 ,d9+ ,rooms1 pp4 #aei-afd4 ,,footnotes3 #bg ,e salesman kn[s h[ exact+ _m buy]s become :5 _! m9ds are fix$ ^u an individual unit4 ,! *air is j a little too ?is or t2 ! rug has a squ>e in* ( blue :]e !re %\ld be a squ>e in* ( r$2 ! cretonne is p]fect 9 design & color+1 b #aj c5ts a y>d m ?an %e _h decid$ to pay2 & s on4 ,unit ,x ,,furni%+ ,,! ,,b$room1 ,,sunroom1 ,,kit*51 ,,& ,,breakfa/ ,,room ,furni%+ ! ,b$room ,furni%+ ! ,sunroom ,equipp+ ! ,breakfa/ ,room & ,kit*5 ,f9al ,emphasis = ,al]t ,salesp]sons4 ,illu/ration3 ,c\rtesy ,am]ican ,furniture ,m>t4 ,figure #dc4--,tile1 long associat$ ) ! kit*5 = walls & floors1 becomes ! decorative !me ( ?is ensemble1 mak+ a /rik+ contra/ aga9/ ! gleam+ :ite walls1 & ! coral table top m>k$ (f 9 tile effects (f]s a new decorative note4 ,! color is repeat$ at ! back ( ! cab9et1 on ! top rail ( ! *airs1 & on ! int]ior ( ! unusual utilities :i* h op5 %elves = accessories4 ,small *rome h>dw>e is us$4 ,unit ,x4--,,furni%+ ,,! ,,b$room1 ,,sunroom1 ,,kit*51 ,,& ,,breakfa/ ,,room ,,furni%+ ,,! ,,b$room ,_m /ill ?9k ( ! b$room only z a place 9 :i* to sleep4 ,9 po9t ( fact (t5 x is us$ z a seclud$ sitt+ room :]e "o may close ! door & re/1 %utt+ out ! c>es & activity ( a busy day4 ,x %\ld m prop]ly be call$ a relaxation room1 & furni%$ ) t ?\ght 9 m9d4 ,to meet ?is tr5d t[>d m div]sifi$ b$rooms1 ! salesp]son %\ld organize 8 /ock m5tally on ! basis ( night /&s1 desks1 b\doir *airs1 *aise l\nges1 lamps1 & book%elves = use 9 ! family b$room or gue/ room1 & equally suitable pieces = ! nurs]y playroom & ! individual b$rooms ( "y & old] *ildr54 ,= ye>s ! magaz9es h be5 describ+ ^! d\ble-function b$rooms1 broadca/+ _! conv5i5ce & *>m1 creat+ 9 ! m9ds ( read]s a wid5+ int]e/ & acceptance1 & ?us prep>+ a new field = sell+ ef=t4 ,moreov]1 !re are multitudes ( homemak]s :o "k little or no?+ ab\t ?is com=table mod]n tr5d 9 b$room decoration1 & /ill consid] t ! only furniture ess5tial or desirable is a #c-1 #d-1 or #e-piece suite & a slipp] *air or two4 ,_m ( our old cu/om]s1 :o n[ reg>d _! b$rooms z completely furni%$1 c be int]e/$ 9 ! pur*ase ( additional new m]*&ise by p]si/5t educational & developm5t "w4 ,,g5]al ,,*>act]i/ics ,,( ,,! ,,b$room ,! b$room diff]s f ! hall1 liv+ room1 & d9+ room 9 t x is a p]sonal room1 n %>$ 9 common by all ! memb]s ( ! family4 ,individual ta/es & pref]5ces may be giv5 free re9 9 its decoration4 ,h5ce1 ! salesp]son :o is able to help 8 cu/om] express a di/9ctly p]sonal quality 9 h] room enjoys a great advantage ov] ! salesp]son :o lacks ?is ability4 ,9 sell+ b$room furni%+s1 ! successful salesp]son w require k ( v>i\s decorative accessories1 includ+ b$spreads1 l95s1 pictures1 ornam5tal glass toiletries1 & pott]y4 ,_m wom5 h cle> ideas z to ! effect !y want _! b$rooms to reveal4 ,"o w want a re/ful room2 a second1 a gaily colorful & animat$ room2 & a ?ird1 a da9ty room4 ,:5 su* buy]s fall into ! h&s ( a skillful salesp]son1 price 7)9 _! economic limits7 becomes a matt] :olly ( second>y importance1 & competitive %opp+ is =gott54 ,sell+ f ?is approa* becomes l>gely a matt] ( giv+ /udi$ expression to ! decorative motif *os5 = ! room4 ,if x is da9t9ess--furniture1 walls1 floor cov]+1 drap]ies1 & accessories mu/ be select$ & arrang$ to concur 9 creat+ an effect ( da9t9ess4 ,an ability to "w out ^! decorative motifs & to talk ab\t !m int]e/+ly 9 ! c\rse ( a ye>'s "w w save doz5s ( ord]s4 ,,! ,,walls ,b$room walls may be t9t$1 pa9t$1 or pap]$ dep5d+ ^u ! type ( effect desir$4 ,t9t$ walls are us$ 9 pa/el colors ) beautiful effect 9 a wide range ( colors4 ,all t is necess>y to "k is ! cu/om]'s color pref]5ce s9ce1 today1 any color may be work$ into an effective b$room4 ,new wallpap]s (f] an endless v>iety ( color comb9ations & _m times ! entire room s*eme may be furni%$ by ! wallpap]4 ,x is good ta/e to keep ! b$room 9 pa/els or light tones s9ce d>k tones h a depress+ effect ^u ! occupant4 ,9 "s in/ances1 ! type ( furni%+s to be us$ w det]m9e ! type ( wallpap] to be us$4 ,fr5* furni%+s require ! da9ty1 fl[]y type ( pap]2 ,engli% furni%+s are m subdu$--ei!r a pla9 pap] ) a small figure1 or ) subdu$ florals4 ,e>ly ,am]ican & ,colonial rooms w take a colorful fl[]$ pap] or a qua9t patt]n4 ,x is well to keep 9 t\* ) ! decorative magaz9es 9 :i* room sett+s us+ correct pap] on ! walls are %[n 9 color & :i* (f] _m sugge/ions = o!r int]e/+ wall treatm5ts4 ,,treatm5t ,,( ,,ceil+s ,ceil+s %\ld be ei!r cream1 (f-:ite1 or light pa/el colors h>moniz+ ) ! wallpap]4 ,x is mo/ important t ! ceil+ be kept light 9 tone ) ! possible exception ( an extremely mod]n room :]e a dramatic effect is to be a*iev$4 ,9 a libr>y1 ! ceil+ may be d>k5$ to br+ x clos] to ! floor1 b 9 a b$room ! ceil+ %\ld be kept light to make ! room appe> l>ge & airy4 ,,floor ,,cov]+s ,a room-size rug is to be pref]r$ :5 practicable = a small b$room1 because x causes ! room to appe> l>g] ?an does a comb9ation ( small rugs1 yet _m b$rooms are be+ arti/ically furni%$ today ) small scatt] rugs4 ,s9ce ! b$room is clos$ (f f ! o!r rooms1 "o c be m d>+ 9 ! *oice ( floor cov]+2 x is n necess>y to bl5d ! color+ to ! o!r rooms4 ,new pa/el floor cov]+s 9 pla9 & floral tones (f] endless opportunities = b$room use & color ne$ be consid]$ only :5 select+ a patt]n n[ t !re is no long] any set me?od ( dictat+ ! type ( patt]n especially adaptable = b$room use4 ,today1 x is m]ely a matt] ( p]sonal pref]5ce & good ta/e1 ! only requirem5t be+ t "o keep 9 m9d ! g5]al color s*eme ( ! room4 ,9 ,colonial & ,e>ly ,am]ican b$rooms1 small hook$ rugs add a note ( color & decoration to ! room4 ,9 mod]n b$rooms1 scatt] rugs 9 lovely pa/el colors add a new1 int]e/+ note4 ,,drap]ies3 ,,glass ,,curta9s1 ,,v5etian ,,bl9ds ,9 ! b$room today ,v5etian bl9ds s]ve to s(t5 & control ! light2 drap]ies are us$ m or less = decorative purposes4 ,! drap]ies may mat* ! spread1 pick-up ! color tone ( ! rug1 or repeat ! color ( ! b\doir *air1 *aise l\nge1 or ! acc5t color us$ 9 ! accessories4 ,v5etian bl9ds may be us$ 9 a v>iety ( colors ) mat*+ or contra/+ tapes4 ,9 _m in/ances1 %e] curta9s are us$ z drap]ies1 crisscross$ & ti$ back 9 ! mann] ( ! =mal drape4 ,usually light weight mat]ials are us$ = b$room drap]ies ! mat]ial v>y+ accord+ to ! type ( room4 ,9 ! m =mal room sat9 & lightweight damask drap]ies are us$4 ,9 ! in=mal room pr9t$ drap]ies1 crepes1 voiles1 or c&lewick are us$4 ,:ile glass curta9s may be us$ ) ,v5etian bl9ds1 9 _m in/ances !y are us$ in/ead ( ! bl9ds4 ,!y are made ( net1 voile1 m>quisette1 musl91 org&ie1 or any %e] mat]ial4 ,9 color1 !y are :ite1 (f-:ite1 or pa/el4 ,pref]ably1 !y are made ) d\ble fullness ( mat]ial1 & hung ei!r to ! sill or ! apron4 ,a popul> item n[ be+ add$ to _m b$rooms is ! small dress+ table ) deta*able skirt4 ,! dress+ tablet may be arti/ically plac$ 9 front ( ! w9d[ & ! skirt made ( ! same mat]ial z ! drap]ies4 ,9 ?is way ! drap]ies s]ve z a frame = ! dress+ table & create a beautiful picture4 ,9 _m in/ances :]e a cu/om] is int]e/$ 9 inve/+ 9 good b$d+ b _c af=d to buy ! entire b$room suite at "o "t1 x may be well to sugge/ a box spr+ & mattress on legs ) deta*able headbo>d & a small dress+ table ) deta*able skirt4 ,an inexp5sive *e/ ( draw]s completes ! ensemble4 ,lat] ! box spr+ & mattress c be us$ on ! regul> b$1 ! dress+ table ma9ta9$ or mov$ into ! gue/ room1 & ! *e/ ( draw]s us$ 9 ano!r "p ( ! h\se4 ,,plus ,,sell+ ,,opportunities ,,= ,,summ] ,! b$room (f]s excell5t opportunities = ! salesman to int]e/ ! cu/om] 9 summ]iz+ ! h\se4 ,dur+ ! summ]1 heavy spreads %\ld be remov$ & light1 wa%able spreads sub/itut$4 ,cotton curta9s1 spreads1 summ] weight blankets1 slip cov]s = *airs1 scatt] rugs to replace l>ge rugs1 new dress+ table skirts1 & summ] pictures & o!r accessories are all )9 ! realm ( summ] sales4 ,al?\gh all ! rooms 9 ! h\se (f] wond]ful opportunities = summ] sales1 ! b$room be/ adapts itself to opportunities = ?is plus sell+4 ,,furniture ,b$room furniture usually is %[n & sold 9 suites4 ,z ord9>ily display$ on ! floor1 closely cr[d$ & ) ! b$ 9 %ort rails1 ! pieces ( a suite appe> s mu* alike t an unimag9ative cu/om] w f9d !m monoton\s & un9t]e/+4 ,?is means t ! successful salesman mu/ f9d words to picture ! suite z x w appe> aga9/ ! v>i$ & colorful backgr\nds & acc5ts necess>y to br+ out its beauty & individuality4 ,!re is no s\nd arti/ic or practical objection to ! use ( pieces f diff]5t suites 9 ! same room2 provid$1 ( c\rse1 t ! resemblances 9 proportion1 l9e1 & color+ are suffici5tly m>k$ to ensure h>mony4 ,?is is ! only way 9 :i* antiques c be us$1 & x is no less effective ) mod]n pieces4 ,?is po9t is p>ticul>ly important 9 ! sale ( furniture = a *ild's room or a small gue/ room1 :i* w n take a full suite 9 any case1 b :i* w (f] a valuable opportunity to sell brok5 lots4 ,/ress ! fact t use ( unmat*$ b h>moni\s pieces is mod]n practice1 t su* pieces give int]e/ & individuality to ! room1 & t ensemble gr\p+ is z desirable 9 ! b$room z 9 ! liv+ room or sunroom4 ,,! ,,b$room ,,suite ,:5 a cu/om] asks to see a b$room suite1 b gives no fur!r h9t z to h] pref]5ces1 sev]al que/ions ent] y\r m9d imm$iately3 ,h[ _m pieces c %e use8 ,:at wood1 f9i%1 /yle1 & type ( design is %e likely to pref]8 ,has %e be5 look+ at furniture else:]e8 ,h[ mu* c or w %e pay8 ,illu/ration3 ,photograph by ,grignon4 ,figure #dd4--,"r & left tw9 *e/s (f] a practical new decorative treatm5t = contempor>y rooms & may be us$ s+ly or comb9$ into "o unit4 ,includ$ 9 ?is gr\p+ are "r & left tw9 b$s us+ ! same decorative treatm5t z ! dress]s4 ,a turquoise gre5 t9t$ transp>5t lacqu] f9i% is us$ on ?is unusual suite to give an iridesc5t effect4 ,! l>ge p\f hassock is uphol/]$ 9 turquoise blue p9-dot sat94 ,! ,axm9/] rug has l>ge multi-color$ c9]>ia fl[]s on a s(t grey backgr\nd4 ,d n ask any ( ^! que/ions at ! outset4 ,normally1 ! fir/ actual "q is :e!r ! furniture is = use 9 h] own room4 ,if ! answ] is ,yes1 %e is likely to acqua9t y at once ) h] ideas1 if %e has any well-def9$ pref]5ces4 ,9 ! abs5ce ( su* a lead1 take h] at once to an attractive suite1 nev] at ei!r extreme ( y\r b$room patt]ns4 ,! ideal />t+ po9t is an op5-/ock patt]n1 complete bo? ) b$s & ) a full assortm5t ( cases4 ,if %e is at all int]e/$ 9 ?is suite1 probably %e w tell y at once t %e _c use all ! pieces4 ,?is naturally w lead to in=mation z to ! size & "* ( h] room1 its woodwork1 walls1 & floor cov]+1 :e!r x is to be us$ by two p1 & if s1 :e!r %e pref]s a full-size b$ or tw9 b$s4 ,,limit ,,numb] ,,( ,,suites ,,%[n ,9 any ev5t try to ga9 a fairly cle> idea ( ! room1 p>ticul>ly ( its size & available wall spaces1 be=e y %[ a second suite1 z ?is in=mation w help y to cut d[n sell+ "t4 ,9 ! abs5ce ( a volunt>y & positive /atem5t1 d n ask h[ _m pieces %e wants4 ,once on record1 %e may /& pat2 o!rwise !re always is ! *ance1 ev5 if %e plans to use only ?ree pieces1 t %e may buy a full suite1 us+ ! extra piece1 if necess>y1 9 ano!r room 9 ord] to get a patt]n t p>ticul>ly pleases h]4 ,b$room suites are s mu* alike 9 g5]al appe>ance1 & usually display$ 9 ways :i* s ?or\ghly rob !m ( individuality t x is dang]\sly easy to %[ too _m4 ,baffl$ by ! prolong$ attempt to comp>e a multitude ( m9or details & to picture a long succession ( suites 9 h] own room1 ! av]age cu/om] may be expect$ to become confus$1 lose confid5ce 9 h] own judgm5t1 & decide ei!r to ?9k x ov] or to look fur!r4 ,p>titions1 divid]s1 & model rooms spe$ up ! sale ( b$room furniture because !y make x possible to pres]ve a m m>k$ appe>ance ( individuality among ! suites ?us sep>at$4 ,!y s]ve also to conf9e ! buy]'s att5tion to ! suite "u consid]ation1 & to r$uce ! likelihood ( confusion & indecision by enabl+ ! salesman to %[ only su* suites z promise to be acceptable4 ,= ! same reasons ! box me?od ( arrang+ an op5 b$room floor usually is to be pref]r$ to arrangem5t 9 r[s4 ,! exact me?od ( box+ mu/ be det]m9$ by ! location ( floor columns & ! numb] ( pieces %[n 9 a suite4 ,,buy]s ,,d ,,n ,,want ,,to ,,see ,,entire ,,/ock ,x is important to limit ! numb] ( suites %[n to ! m9imum necess>y to effect a sale4 ,obvi\sly1 ?is is possible only 9 ! degree t we le>n en\gh ab\t ! buy]'s ta/es & ! details ( h] room 9 ! e>li] /ages ( a sale to keep away f all unsuitable m]*&ise4 ,mo/ wom5 d n c>e ev5 to look at unsuitable m]*&ise4 ,!y want to see ! "r ?+1 measur$ 9 t]ms ( fitness = _! own purposes & use4 ,! woman :o %ops = a dress1 hat1 or coat 9 a mod]n /ore nei!r expects nor desires to see ! entire /ock or any consid]able "p ( x4 ,%e is com=tably seat$ 9 a well-light$ room :i* conta9s little1 if any1 expos$ m]*&ise4 ,! salesp]son1 aft] a quick m5tal appraisal1 asks a few lead+ que/ions1 & br+s f ! /ockroom "o1 two1 or possibly ?ree models1 c>efully *os5 on ! basis ( suitability1 size1 & /yle4 ,if ^! are reject$ !y are remov$1 & a second small selection br\ght out4 ,unsuitable m]*&ise is n se5 by ! cu/om]1 & ! possibility ( confusion & indecision ?us is r$uc$ to ! m9imum4 ,,see ,,actual ,,room1 ,,if ,,possible ,9 important b$room sales :i* are work$ up 9 advance ( ! cu/om]'s visit to ! /ore = ! purpose ( actually mak+ selections1 x is important = ! salesman to see ! room to be furni%$ if possible1 or 9 any ev5t to secure measurem5ts ( ! floor & wall spaces4 ,?is w elim9ate guesswork & enable y to h ! suite y want to sell set up "u su* conditions1 & ) su* accessories & relat$ m]*&ise z w br+ out its individuality4 ,ev5 9 ord9>y floor sales sometimes x is desirable to h a suite tak5 (f ! floor & set up 9 a situation :]e x c be se5 to ! be/ advantage4 ,,/eps ,,9 ,,sell+ ,a ,,suite ,z a means ( summ>iz+ c]ta9 factors :i* ! salesman con/antly mu/ keep 9 m9d1 let u consid] 9 ord] ! /eps to be tak5 9 conduct+ a normal floor sale ( a b$room suite3 ,meet ! cu/om] & take h] to ! suite ) :i* y h decid$ to />t ! sale4--,?r\gh\t ! entire int]view1 :e!r x results 9 an imm$iate sale or n1 ! cu/om] mu/ be aw>e ( a degree ( c\rtesy1 al]t & intellig5t int]e/1 pati5ce1 & att5tion to h] com=t & conv5i5ce noticeably great] ?an %e is accu/om$ to receive 9 o!r /ores or f o!r salesm54 ,?is is fundam5tal1 & indisp5sable to successful salesman%ip4 ,%[ ! fir/ suite4--,?is suite is a trial balloon4 ,y d n expect to sell x1 b r to use x z a means ( ga9+ necess>y in=mation ab\t ! cu/om]'s ta/es & ne$s & ! room to be furni%$4 ,high light ! set 9 a few words1 & !n keep /ill & let h] talk if %e is will+ to d s4 ,rememb] t y are n 9 position to in/ruct or ev5 to advise h] z to :at %e ought to buy4 ,y\r fir/ duty is to f9d out z soon z possible :at %e wants to buy1 or at lea/ :at %e does n want to buy4 ,9 high-light+ ?is suite1 avoid sup]latives1 & /atem5ts :i* may set up resi/ance4 ,d n1 = example1 proclaim t x is ! late/1 ! buy]'s favorite1 or t y h a suite j l x 9 y\r own home4 ,make y\r introduction z int]e/-compell+ z possible1 b base x on "s su* noncontrov]sial subject z wood1 /yle1 or beauty ( design4 ,if %e says no?+1 turn to ! case ne>e/ h]1 comm5t on its wood & f9i%1 run y\r f+] lightly along x1 & try to get h] to d ! same ?+4 ,!n say some?+ int]e/+ ab\t ! /yle1 ! design1 or ! manufacture4 ,if !re /ill are no signs ( real int]e/1 %ift to ! subject ( h] room1 & beg9 to draw out ! in=mation y require4 ,?is %\ld /ir h] int]e/4 ,if n1 move on to ano!r suite :i* y "k w look well 9 h] room1 & beg9 all ov] aga94 ,illu/ration3 ,c\rtesy ,am]ican ,furniture ,m>t4 ,figure #de4--,squ>e ^u squ>e (f]s a new decorative !me 9 ?is ,ipswi* b$room gr\p4 ,?is suite comb9es ! simplicity ( contempor>y design ) ,e>ly ,am]ican *>m4 ,! #d-r[ ,axm9/] rug illu/rat$ is 9 "o ( ! new hook$ designs4 ,rememb] to po9t out any gadgets :i* ! suite may h--special %irt draw]s1 locks1 secret comp>tm5ts1 jewelry comp>tm5ts1 hidd5 box1 /ock+ draw]s1 or draw] mirrors4 ,all ( ^! items (f] plus sell+ features & _m times are a factor 9 ! sale ( a suite4 ,be sure y h exam9$ all ( ! suites on ! floor ?or\ghly s t y h discov]$ all possible gadgets & opportunities = plus sell+ features4 ,unless a cu/om] %[s su* a ke5 & unusual int]e/ z to w>rant ! belief t an imm$iate sale is possible1 d n sp5d too mu* "t ) ! fir/ suite4 ,illu/ration3 ,c\rtesy ( ,am]ican ,furniture ,m>t4 ,figure #df4--;,an ,e>ly ,am]ican b$room gr\p+ ideally suit$ to ,am]ican homes4 ,simple 9 design1 x is ri* 9 ,am]ican tradition1 = x is ! type ( furniture fir/ us$ 9 ?is c\ntry by ! orig9al settl]s4 ,scal$ to fit a m$ium-size room1 ! furniture is /urdy1 practical1 & decorative4 ,made ( maple & f9i%$ 9 a ri*1 r$-br[n tone1 a suite su* z ?is is adaptable to rural or urban homes4 ,%[ ! second suite--a contra/+ type4--,s9ce all ?+s ga9 9 individuality & di/9ction by contra/ ) _! opposites1 usually x is good salesman%ip to %[ a second suite %>ply diff]5t f ! fir/ 9 appe>ance4 ,if y wat* "s salesp]sons at "w1 y w see t !y move sl[ly & regul>ly d[n "o aisle & back ! next1 tak+ ea* suite z x comes1 h[ev] closely x may resemble ! "o be=e x4 ,at be/1 ?is me?od wa/es "t1 :ile ) _m cu/om]s x results 9 we>9ess1 confusion1 & a well-def9$ suspicion t ! salesp]son is only an ord]-tak]4 ,9 g5]al1 move t[>d ! sale by long] b few] jumps1 & %[ contra/+ types 9 ! ef=t to height5 ! buy]'s int]e/1 & to arrive z quickly z possible at an und]/&+ ( h] likes4 ,we "k1 = example1 t "s wom5 pref] sl5d]1 delicately design$ b$room furniture1 :ile o!rs want bulk4 ,x is q impossible to judge _! pref]5ces f _! appe>ance4 ,suites %[n by ! me?od ( contra/ w uncov] ?is & simil> pref]5ces imm$iately1 & ?us spe$ up ! sale4 ,assum+ t y pick ! second & all succe$+ suites 9 ! light ( increas+ k ( ! cu/om]'s ta/es & ! size & decorative "* ( h] room1 move =w>d sl[ly4 ,s9ce y are n guess+ bl9dly1 b act+ 9 ! light ( k & ta/e1 y mu/ assume t ! buy] w be int]e/$ 9 :at y are %[+1 & take ample "t to develop h] int]e/4 ,rememb] t ! cu/om] mu/ l ! appe>ance ( any suite at :i* %e is look+ & reg>d x z well suit$ = h] own use be=e %e w consid] buy+ x4 ,emphasis ^u ! beauty & di/9ction ( wood1 f9i%1 & design1 & skillful use ( ! room-picture me?od ( pres5tation %\ld prec$e emphasis ^u con/ruction & price4 ,h[ev]1 con/ruction becomes an important factor :5 y rea* ! second suite j z soon z y see signs ( acceptance = appe>ance & decorative fitness4 ,if no su* signs appe>1 move on to ! ?ird suite4 ,%[ j z _m additional suites z may be necess>y b no m4 ,close ! sale1 if & :5 possible4--,!re is no simple =mula = clos+ a sale1 & no set po9t 9 ! sales int]view at :i* to make ! attempt4 ,not)/&+ a va/ am\nt ( !oriz+ on ! subject1 ! only rule ( practical value to ! salesp]son appe>s to be ! old rule ( exp]i5ce & common s5se3 ,try to close any sale ! mom5t y h reason to believe ! cu/om] is ready to buy2 n be=e1 & n aft]4 ,,furni%+ ,,! ,,sunroom ,! sunroom1 ?\gh ( anci5t orig91#bh is a comp>atively rec5t addition to ! ,am]ican home4 ,its rapid developm5t d\btless is due to wid5+ popul> confid5ce 9 ! !rapeutic value ( sunlight4 ,today's sunroom is 9 practice an in=mal l\ng+ room :i* takes ! place ( ! disappe>+ back p>lor1 & z su* is a highly useful & important "p ( ! home4 ,add ! fact t x c be1 & usually is1 s decorat$ z to (f] ! relief ( /rik+ & colorful contra/ to m cons]vatively furni%$ rooms1 & we h ample reason = ! popul>ity ( ?is room 9 ,am]ican h\ses4 ,_m h\sewives ^: homes conta9 small sunrooms d n "k h[ to make !m attractive1 & _m o!rs app>5tly h no desire to d s4 ,(t5 ! room is a m]e cat*-all & f9al re/+ place = worn or outmod$ furniture disc>d$ f ! o!r rooms4 ,_m homemak]s :o come to our /ores = ideas on sunroom decoration ei!r turn away to ! decorators or big-city /ores1 or are promptly head$ to l[-pric$ m]*&ise1 & leave ) little m ?an two #f4ge re$ or metal *airs1 a small table1 a fib] rug1 a bridge lamp1 a smok+ /&1 & a few y>ds ( cretonne4 ,salesm5 mu/ %ift f emphasis ^u ! drab & commonplace to emphasis ^u ! di/9ctive4 ,?is w be easy1 because p]sons :o h sunrooms usually c well af=d to pay = mak+ !m attractive4 ,9 e sale ( sunroom m]*&ise1 :e!r = a new h\se or an old1 we mu/ h ! c\rage to po9t out t ?is room1 pot5tially s l>ge a factor 9 ! com=t & enjoym5t ( ! family1 s mu* us$ by intimate gue/s1 & s conspicu\sly plac$ z to be an op5 adv]tisem5t ( ! ta/e ( its own]s1 %\ld be furni%$ 9 a mann] consi/5t ) its prop] importance4 ,9 ord] to conv]t ?is talk into pr(itable sales1 we mu/ ( c\rse h a /ock ( int]e/+ ideas & sugge/ions on mod]n sunroom treatm5ts4#bi ,,g5]al ,,consid]ations ,! sunroom %\ld be com=table1 b colorful & /imulat+4 ,?is w dem& good furniture & well-sprung seat+1 c>eful arrangem5t = conv5i5ce )\t cr[d+1 colorful textiles1 good light+1 & int]e/+ accessories4 ,s9ce ! sunroom (t5 is small & ( irregul> %ape1 x %\ld be measur$ be=e furni%+s are select$4 ,,! ,,walls ,x is common practice to f9d sunroom walls cov]$ ) bright & /rik+ly figur$ pap]s4 ,usually ! effect is unpleasant because3 #a4 ,su* pap]s make ! room seem small]1 #b4 ,) w9d[s on two or ?ree sides ( ! room1 su* pap]s on ! rema9+ wall spaces rob ! room ( balance1 #c4 ,drap]ies or furniture cov]+s1 or bo?1 toge!r ) ! necess>y colorful accessories1 give ! room all ! animation x c /&1 & !re=e make pla9 or simple wall treatm5t desirable4 ,walls may be pa9t$1 pap]$1 panel$ 9 natural wood1 or cov]$ ) "o ( ! new clo? or wood-v5e] fabrics4 ,,! ,,floor ,,cov]+s ,= g5]al consid]ations gov]n+ *oice ( floor cov]+s = ! sunroom1 see ,furni%+ ! ,hall1 page #ahh4 ,note z an exception t a pla9 c>pet or l>ge rug (t5 is pref]r$ to a figur$ c>pet or rug 9 spite ( a t5d5cy to %ade & ! fact t x %[s du/ & a%es m easily because3 #a4 ,x (f]s a m effective backgr\nd = gaily figur$ drap]ies & floor cov]+s4 #b4 ,! ri* & unusual colors (t5 desir$ = sunroom use are easi] to f9d 9 pla9 c>pet+s4 ,,w9d[ ,,treatm5ts ,"s me?od ( controll+ natural light mu/ be af=d$ by ! w9d[ treatm5t4 ,v5etian bl9ds are pref]able = ?is purpose1 because !y c be adju/$ in/antly to ! v>y+ height ( ! sun2 :]eas moveable drap]ies1 l9$ & int]l9$ to make !m opaque1 ei!r w exclude ! light altoge!r :5 clos$1 or leave a b& ( bright light f top to bottom :5 p>tially clos$4 ,glass curta9s are n always us$ on w9d[s :i* h ,v5etian bl9ds & drap]ies4 ,:5 su* drap]ies are omitt$1 ?9 unl9$ curta9s 9 a neutral or 9 a positive color are us$ alone4 ,!y %\ld be made to draw1 ) suffici5t mat]ial to provide d\ble fullness :5 fully drawn4 ,sunroom drap]ies may be ( any mat]ial n too heavy to accord ) ! scale ( ! room or too elegant to accord ) its decorative "* & o!r furni%+s4 ,*oice among pla91 simply figur$1 & /rik+ly figur$ fabrics w be gov]n$ by ! size ( ! room & ! am\nt ( ornam5t 9 o!r surfaces4 ,,! ,,sale ,,( ,,sunroom ,,m]*&ise ,sugge/ions w be welcom$4--,al?\gh no new pr9ciples are involv$ 9 ! sale ( sunroom m]*&ise1 ! subject m]its brief comm5t4 ,a woman int]e/$ 9 home furni%+s = any o!r room 9 h] home is likely to h fairly def9ite ideas ( h] own1 or lea/ to be famili> ) conv5tional me?ods ( furni%+ ^! rooms4 ,?is makes ! salesman's talk "o ( discov]+ & int]pret+ h] ideas1 & help+ to c>ry !m out by means ( 8 own m]*&ise4 ,) ! sunroom ?is is n (t5 ! case4 ,x is relatively a new room1 s]v+ "o purpose 9 "o home1 ano!r 9 ! second1 & none at all 9 ! ?ird4 ,cu/om]s are likely to be op5 to sugge/ions1 & to buy bett] m]*&ise & ) less resi/ance1 9 ! degree t ^! sugge/ions are clev] & a little out ( ! ord9>y4 ,?is means t initiative & imag9ation are necess>y to m>k$ success 9 sell+ sunroom furni%+s1#cj & t accord+ly we mu/ be al]t bo? to ga9 ideas on sunroom treatm5ts f books1 magaz9es1 & m>kets1 & to /udy our own m]*&ise f ! viewpo9t ( its possibilities = sunroom decoration4 ,,sunroom ,,treatm5ts ,! old days :5 re$ & will[ 7 top favorites = sunrooms has pass$4 ,despite ! fact t _m beautiful /yles 9 ^! mat]ials are on ! m>ket1 o!r types ( furni%+s h mov$ into ! sunroom to augm5t & 9 _m in/ances replace ! old favorites4 ,e>ly ,am]ican furniture 9 s(t br[n or honey-color$1 maple1 cov]$ 9 *9tz or pr9t$ l95s1 or 9 "o ( ! _m new textures develop$ = ?is type1 is a happy *oice = _m sunrooms4 ,o!rs are attractive :5 equipp$ ) light-color$ woods uphol/]$ 9 lovely pa/el fabrics4 ,*rome-/eel furniture (f]s _m opportunities = ! sunroom z d b5twood1 glass1 enamel$ furniture1 & rattan4 ,! sunroom (f]s an opportunity to sell su* plus items z /udio c\*es1 s(a b$s1 /&+ bridge sets1 radios1 magaz9e racks1 desks1 & lamps4 ,s9ce _m sunrooms may be int]pret$ z an ext5sion ( ! liv+ room1 ^! (f] an opportunity to sell regul> liv+ room /ock1 uphol/]$ *airs1 a s(a or love seat1 ! necess>y tables1 lamps1 & accessories4 ,,equipp+ ,,! ,,breakfa/ ,,room ,,& ,,kit*5 ,! breakfa/ room has no fix$ position or "*4 ,x may be a nook or small alcove1 equipp$ ) built-9 table & settles1 & decoratively a "p ( ! kit*52 an important room ( fair size & pron\nc$ individuality2 or--z is (t5 ! case--a room s small z to be pretty well cr[d$ by a small table1 f\r *airs & _! occupants1 & connect$ ) ! d9+ room by a cas$ op5+ or ,fr5* doors4 ,! prop] aims ( breakfa/ room decoration are 7a7 to make x z com=table1 spaci\s1 & uncr[d$ z possible2 7b7 to give x a sunny1 inspir+ quality2 & 7c7 to emphasize its individuality :ile l9k+ x h>moni\sly ) ! m important room1 if any1 into :i* x op5s4 ,,woodwork ,,& ,,walls ,,9 ,,! ,,breakfa/ ,,room ,s9ce ! breakfa/ room is a gay in=mal room x %\ld be *e]ful1 light1 & colorful4 ,walls may be t9t$1 pa9t$1 or pap]$4 ,if t9t$1 light pa/els %\ld be us$4 ,if pa9t$1 color$ decalcomanias may be us$ to add a decorative note4 ,fruit & fl[] pr9ts 9 gay colors on a light pa/el or :ite backgr\nd1 gay /ripes1 or colorful figur$ wallpap] may be us$4 ,woodwork1 if possible1 %\ld be :ite or ! pa/el color ( ! walls4 ,s9ce mo/ ( ! furni%+s = ! breakfa/ room are light 9 color1 gay1 colorful acc5ts %\ld be us$ bo? 9 ! wall decoration & 9 ! pictures & accessories4 ,,floor ,,cov]+s1 ,,drap]ies1 ,,furniture ,"h--z 9 ! hall & ! sunroom--imag9ation1 famili>ity ) good curr5t "w1 & en]gy w sell m goods 9 less "t ?an ! /odgy1 conv5tional1 lackadaisical me?ods :i* s _m buy]s meet :5 !y und]take ! furni%+ ( a breakfa/ room4 ,9 ?is field x is easi] = a good man to trade up ?an d[n1 no matt] :at class ( cu/om]s he works )4 ,9 ! comm5t1 ,?is w\ld be a delightful place 9 :i* to />t ! day1 we h ! />t+ po9t = all good "w 9 furni%+ ! breakfa/ room4 ,,! ,,kit*5 ,)9 ! la/ few ye>s1 m money has be5 sp5t by ! consum] on ! kit*5 & laundry ?an on any o!r rooms 9 ! h\se4 ,mrs4 ,am]ica today is kit*5 consci\s & is ready = a ?or\gh mod]nization job on h] kit*54 ,kit*5 plann+ z an important phase ( sell+ %\ld be c>efully /udi$4 ,kit*5s %\ld be plann$ to be effici5t & %\ld be laid out c>efully1 pref]ably by an ar*itect1 = ! in/allation ( s9k bases1 extra built-9 cab9ets1 & o!r features4 ,h[ev]1 ! kit*5 also (f]s unlimit$ opportunities = ! sale ( portable cab9ets1 kit*5 tables & *airs1 cab9et bases1 "w tables1 curta9s1 l9oleum1 pots1 pans1 & accessories4 ,! mod]n kit*5 _h its beg9n+ 9 ! ,unit$ ,/ates1 less ?an #be ye>s ago4 ,! rise 9 ! g5]al /&>d ( liv+ 9 our c\ntry1 r ?an ! increas+ sc>city ( dome/ic help1 has be5 greatly responsible = ! developm5t ( mod]n kit*5 equipm5t & ! innum]able me*aniz$ aids n[ available to ! h\sewife4 ,z usual1 beauty at fir/ lagg$ beh9d inv5tion4 ,inde$ ! e>ly cab9ets1 refrig]ators1 & ranges diff]$ z %>ply 9 appe>ance f ! beautifully proportion$ & sm>tly colorful models f\nd 9 ! %ops today z ! automobile ( #bj ye>s ago diff]$ f ! /reaml9$ ari/ocrats ( today4 ,9 ! beg9n+1 conv5i5ce & ! elim9ation ( drudg]y seem$ en\gh1 & drab ugl9ess 0 accept$ z an inescapable "p ( kit*5 "w4 ,lat]1 9 a sort ( bl9d devotion to cleanl9ess & sanitation1 kit*5s 7 done l hospitals 9 h>d & %9y :ite tile1 :ite walls1 :ite curta9s1 :ite range1 cab9et & refrig]ator1 :ite ut5sils & di%es4 ,f ?is intol]able tyranny ( :ite we h at la/ be5 deliv]$4 ,! door has be5 ?r[n op52 color has ent]$ ! kit*54 ,! ,am]ican homemak] ( today1 :e!r h] room be l>ge or small1 asks = a kit*5 :i* n only is a conv5i5t & pleasant place 9 :i* to "w b a s\rce ( pride & a delight to ! eye4 ,illu/ration3 ,c\rtesy ,am]ican ,furniture ,m>t4 ,figure #dg4--;,*rome adds sp>kle & v]ve to ?is attractive kit*5 ensemble made ) fl>$ hairp9-curv$ legs & enamel & natural-wood top4 ,color & conv5i5ce 9 ! kit*54--,& truly1 ! be/ ( mod]n kit*5s are *>m+ places4 ,see+ !m1 "o wond]s h[ fur!r improvem5t c be possible4 ,vibrantly light1 yet )\t gl>e2 cozily w>m )\t excessive heat2 tranquil ) ! tranquility ( p]fect adaptation ( p>ts to function2 unbelievably conv5i5t2 & ba!d 9 ! gl[ ( s(t h>moni\s-color1 !y are imm5sely m pleasant & di/+ui%$ ?an ! %ops & (fices :]e m5 mu/ sp5d _! work+ days4 ,among all ! pr(essions1 homemak+ has be5 out/&+ 9 creat+ an attractive & satisfy+ environm5t4 ,( c\rse ?is does n mean t all kit*5s are attractive & satisfy+4 ,t unhappily is /ill f> f true4 ,yet beyond d\bt1 ! desire = !m is widespread & gr[+4 ,ye>ly1 & ) accel]at+ spe$1 ! processes ( mod]nization are go+ =w>d4 ,floor cov]+s = ! kit*54--,fir/ comes ! floor4 ,!re 0 a "t :5 l9oleum 0 reg>d$ purely z a utility1 b t "t has pass$4 ,! new l9oleums are h&some 9 appe>ance1 pleasant to "w on1 & easy to c>e =2 h5ce !y are almo/ univ]sally employ$ 9 ! mod]n kit*54 ,! walls4--,! walls may be done 9 enamel pa9t1 or pap]$ ) ! new wa%able fabrics1 :i* (f] a wide range ( *oice 9 patt]n & texture4 ,nev] use really d>k color on ! walls1 & rememb] t ! light] y make ! wall color1 ! l>g] ! room w appe>4 ,z to hue1 yell[ tones1 f pale cream to maize1 w help to make ! room sunny & *e]ful2 light gray-gre5 w make x cool & re/ful2 apple1 or any yell[-gre51 w make x re/ful b sunny2 & su* yell[ r$s z pea*1 apricot1 or pale salmon w make x w>m & *e]ful4 ,! trim4--,9 v small kit*5s ! woodwork (t5 is pa9t$ to mat* ! walls1 ei!r exactly1 or 9 a slightly light] or d>k] %ade4 ,9 rooms :i* are l>g]1 or :]e m decorative snap is desir$1 ! woodwork may be done 9 a contra/+ color1 z apple gre5 ) cream walls1 or a s(t gre5-blue ) apricot4 ,kit*5 curta9s & accessories4--,kit*5 curta9s may be us$ z an op5+ w$ge 9 kit*5 sales4 ,int]e/ 9 a pair ( curta9s has be5 kn[n to />t a complete remodel+ job4 ,on ! m>ket today are innum]able curta9s 9 a v>iety ( colors & designs4 ,s9ce mu* orig9ality & +5uity is us$ 9 mak+ attractive kit*5 curta9s1 _m wom5 are attract$ to ^! inexp5sive items1 to pep up _! kit*5s4 ,(t5 !y lead to ! sale ( a cab9et1 table1 or new l9oleum4 ,kit*5 furniture %\ld be %[n ) dummy w9d[s on :i* crisp1 attractive curta9s are hung4 ,decorative t[els add to ! gayety ( ! kit*5 & are helpful 9 sett+ up a kit*5 display4 ,accessories = ! kit*5 are colorful & decorative & a little +5uity & sugge/ion w get a woman int]e/$ 9 ! kit*54 ,national magaz9es & ! wom5's section ( newspap]s are con/antly giv+ sugge/ions = fix+ ! kit*54 ,cookie cutt]s ) colorful h&les nail$ to ! walls1 kit*5 implem5ts ) color$ h&les hung on attractive racks2 wood5 b[ls cut 9 half & nail$ to ! wall1 !n plant$ ) ivy--all are unusual sugge/ions appreciat$ by wom54 ,! endless v>iety ( new ?+s :i* may be sugge/$ = ! kit*5 is a v]itable gold m9e = ! salesman :o takes ! opportunity to inve/igate ! possibilities4 ,_m int]e/+ & delightful ?+s g into ! mod]n kit*5 :i* 7 unkn[n 9 ^? ( #bj ye>s ago4 ,"o sees a colorful pad = ! "w *air1 a hang+ book%elf = cookbooks & accessories1 an ornam5tal wall clock1 color$ pr9ts1 & plants4 ,& ( c\rse 9 _m a kit*5 !re is ! breakfa/ nook1 ) its decorative furniture & its color$ l951 glass1 & *9a4 ,"s breakfa/ nooks are j suffici5tly %ut-(f f ! kit*5 by a buttress or l[ p>tition to tempt ! h\sewife to make a %>p diff]5ce 9 _! decorative treatm5t4 ,usually ?is is a mi/ake1 p>ticul>ly if x results 9 a l>ge or /rik+ pap] on ! walls4 ,x is bett] to c>ry ! same wall color ?r\gh\t1 & to dep5d ^u small ?+s to l5d ! desir$ individuality to ! alcove4 ,!re is no dang] ( monotony 9 ?is practice2 :ile a %>p *ange impairs ! spaci\sness ( bo? rooms1 & robs !m alike ( s]5ity & beauty4 ,/udy ( ! above w enable y to (f] def9ite advice to wom5 :o want to mod]nize _! kit*5s4 ,ev5 ?\gh "s ( ! details may n deal ) m]*&ise y sell1 all ?is k w prove valuable 9 w9n+ ! cu/om]'s confid5ce4 ,,f9al ,,emphasis ,,= ,,al]t ,,salesp]sons ,s9ce we are work+ 9 a free c\ntry :i* n[ conta9s m ?an #dj1jjj retail furniture outlets1 x %\ld be cle> t we _c make anyone buy any?+4 ,sell+ cont9ues to be *iefly a matt] ( p1 n ( goods 9 /ock2 = example1 we f9d "o deal]1 op]at+ ) a small /ock 9 a small t[n1 compla9+ t all ! good bus9ess goes to ! city2 :ile a second deal]1 op]at+ ) a simil> /ock 9 a simil> trad+ area1 all[s almo/ no?+ to get away f him4 ,! latt] makes x 8 bus9ess to "k :at is go+ on 9 8 community2 goes out aft] an ord] well 9 advance ( ! "t ! goods w be ne$$2 le>ns :at is requir$2 kn[s h[ to sell x2 & :]e & h[ to secure x4 ,! ma9 diff]5ce is 9 ! m51 n 9 conditions4 ,,be ,,al]t ,,= ,,opportunities ,! able salesp]son is en]getic1 /\t-he>t$1 & en?usia/ic4 ,he nev] p]mits himself ev5 dur+ p]iods ( sl[ bus9ess to fall into ! dang]\s habit ( assum+ t e cu/om] w be reluctant & exact+1 & e sale difficult4 ,he expects a fair p]c5tage ( quick & easy sales1 & is prep>$ to seize e opportunity to make !m4 ,hav+ confid5ce 9 himself1 8 /ore1 & 8 m]*&ise1 he works on ! assumption t mo/ ( ! p :o ent] a furniture /ore are def9itely int]e/$ 9 an imm$iate or lat] pur*ase ( m]*&ise to suit _! p>ticul> ne$s & ta/es4 ,he fur!r assumes t he w be able to le>n ^? ne$s & ta/es1 f9d 9 8 /ock ! "r m]*&ise to satisfy !m1 & pres5t ! advantages ( ?is m]*&ise 9 a cle> & conv9c+ way2 & t :5 !y are s pres5t$1 ! cu/om] w buy4 ,?is assumption may n always be valid2 b x nev] fails to give him confid5ce & driv+ p[]1 & is ! necess>y basis ( consi/5tly successful salesman%ip4 ,! able salesp]son nev] =gets t 8 cu/om] w n buy until %e is satisfi$ & conv9c$1 h[ev] attractive 8 m]*&ise1 l[ 8 prices1 or logically complete 8 demon/ration4 ,he kn[s t %e may h prejudices :i* are n easy to discov]1 or bits ( in=mation or mis9=mation :i* may cause h] to "q or di/ru/ :at he tells h]1 & ?us to imp$e or wreck ! sale4 ,,ord]ly ,,pres5tation ,,( ,,m]*&ise ,"o may nev] be c]ta9 :i* me?od & sell+ appeal w cause any p>ticul> individual to buy4 ,accord+ly ! salesp]son w be prep>$ to foll[ an ord]$ proc$ure :i* w 9 !ory exhau/ all ! possibilities4 ,! important factors may be emphasiz$ 9 ! foll[+ ord]3 #a4 ,pleas+ appe>ance 7design1 color+1 mat]ials1 f9i%74 #b4 ,p]sonal & decorative suitability 7size1 conv5i5ce1 emotional effect1 pre/ige value74 #c4 ,s5tim5tal appeal 7/yle1 hi/orical1 or social associations1 pre/ige value74 #d4 ,quality 7mat]ials1 con/ruction1 f9i%1 e/abli%$ s]vice record1 manufactur]'s reputation1 /ore's reputation or gu>antee74 #e4 ,price 79 relation bo? to ! cu/om]'s means & sp5d+ habits1 & to ! sum total ( values provid$ by all o!r factors74 ,,close ,,( ,,sale ,,%\ld ,,come ,,logically ,ord9>ily ! *>t$ sale w develop 9 ?is ord]3 #a4 ,elim9ation ( possible alt]natives & conc5tration ^u m]*&ise to be sold4 #b4 ,elim9ation ( resi/ances ?r\gh answ]+ spok5 or unspok5 objections4 #c4 ,f9al demon/ration ( appe>ance1 suitability1 & values4 #d4 ,direct sugge/ion to buy1 :5 sugge/ion is necess>y4 ,h[ev]1 clos+ a sale is n a sep>ate op]ation1 b r ! natural & logical culm9ation ( a cont9u\s process1 plann$ f ! beg9n+ to help ! cu/om] buy :at %e wants or ne$s4 ,?us ! difficulties ( clos+ a sale (t5 are ! result ( inept "w 9 ! e>li] /ages4 ,good salesman%ip is f> less a matt] ( ov]com+ ^! difficulties ?an ( =esee+ !m at ! beg9n+ ( a sale1 & ?us mak+ x impossible = !m to arise at ! end4 ,= ?is k9d ( salesman%ip we require3 #a4 ,a k ( p & ! way _! m9ds habitually "w4 #b4 ,a ?or\gh k ( home furni%+ m]*&ise 9 g5]al1 & our own 9 p>ticul>4 #c4 ,a s\nd work+ k ( ! pr9ciples & practice ( ! home-furni%+ art2 & #d4 ,plann$ proc$ure 9 %[+ our goods & 9 clos+ sales4 ,give a *emi/ a bottle ( colorless liquid conta9+ ?ree or f\r metals 9 solution1 & 9 an h\r or less he w tell y exactly :at ^? metals are4 ,he doesn't guess1 b puts ! solution ?r\gh an ord]$ s]ies ( reactions :i* gradually exhau/ all ! possibilities4 ,mak+ a sale is r\ghly an analog\s process4 ,9 deal+ ) a long succession ( unkn[n cu/om]s we _c possibly guess j :i* proc$ures w satisfy any "o cu/om]'s ta/es & p]sonal1 decorative1 & f9ancial requirem5ts4 ,human be+s nev] react ) ! exactness ( *emical comb9ations1 b _! reactions may be reli$ ^u to make plann$ sell+ enorm\sly m pr(itable ?an use ( any comb9ation ( haphaz>d me?ods yet devis$4 ,,que/ions #a4 ,:at d y d :5 y\r cu/om] says1 ,i w wait = ! spr+ sales8 #b4 ,9 :at ways may good w9d[ display aid y 9 sell+ b$room furniture8 #c4 ,illu/rate1 if possible f y\r exp]i5ce1 ! use ( ! complete room picture me?od4 #d4 ,:at are ! advantages ( glass curta9s8 #e4 ,"u :at conditions w\ld y sell pieces f diff]5t suites = ! same b$room8 #f4 ,give a demon/ration ( h>mony 9 furniture = ! sunroom4 #g4 ,:at "p may effective use ( ! ,engli% language play 9 help+ y close sales8 #h4 ,if x 7 y\r decision1 w\ld y re>range y\r display floors on ! basis ( h>moni\s & conv5i5t gr\p+s1 or on ! basis ( display+ articles sell+ 9 greate/ quantity8 #i4 ,expla9 satisfactorily h[ ! idea ( gr\ps may make sleep+ qu>t]s sp>kle ) ! occupant's p]sonality4 #aj4 ,%[ :at is meant by ! /atem5t t ! floor is really ! key to a well-balanc$ room4 ,,sugge/$ ,,read+ ,,li/ ,,baldw91 ,,william ,h4 ,! ,%opp+ ,book4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aibi4 ,sun ,p>lors1 ,,iii1 pp4 #fg-gj4 ,,fales1 ,,w9nifr$4 ,:at's ,new ,9 ,home ,decoration4 ,dodd1 ,mead ,co41 ,new ,york1 ,n4 ,y4 #aicf4 ,! ,busie/ ,room ,9 ,! ,h\se1 ,! ,kit*51 ,,xii1 pp4 #bej-bge4 ,,knauff1 ,,c>l ,g4 ,b4 ,refurbi%+ ,! ,home4 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aich4 ,wall ,cov]+s1 pp4 #hc-ajj4 ,pictures1 ,hang+s1 ,accessories1 pp4 #cjb-cag4 ,,k\es1 ,,hel54 ,h[ ,to ,beautify ,y\r ,home4 ,good ,h\sekeep+ ,in/itute1 ,new ,york1 ,n4 ,y4 #aicj4 ,halls1 ,sunrooms & ,por*es1 pp4 #ie-ajg4 ,colonial & ,mod]n ,b$rooms1 pp4 #ajg-abc4 ,,palm]1 ,,lois4 ,y\r ,h\se4 ,bo/on ,cook+ ,s*ool ,magaz9e ,co4 #aibh4 ,! ,kit*5 & ! ,sunroom1 pp4 #fh-gh4 ,,p[ell1 ,,lydia4 ,! ,attractive ,home4 ,! ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,! ,b$room1 pp4 #ea-fg4 ,! ,kit*51 pp4 #gb-id4 ,,/ew>t1 ,,ross & ,,g]ald1 ,,john4 ,home ,decoration4 ,g>d5 ,city ,publi%+ ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 #aich4 ,sunrooms1 ,x1 pp4 #aed-aic4 ,,:iton1 ,,%]rill4 ,elem5ts ( ,int]ior ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,*icago1 ,philadelphia4 #aicg4 ,pictures1 ,,xiv1 pp4 #dfa-dic4 ,,wright1 ,,agnes ,,fo/]4 ,int]ior ,decoration = ,mod]n ,ne$s4 ,fr$]ick ,a ,/okes ,co41 ,new ,york1 ,n4 ,y4 ,pp4 #ace-ade & pp4 #bac-bbe4 ,,footnotes3 #bh ,anci5t ,roman h\ses (t5 _h an ap>tm5t or enclosure on ! ro( :i* 0 op5 to ! sun1 & accord+ly kn[n z ! sol>ium4 ,?is t]m is appli$ to ! sun-dr5*$ rooms built into mod]n hospitals = ! use ( convalesc5ts1 & also is employ$ by ar*itects & writ]s z a sub/itute = sunroom 9 ! mod]n h\se4 #bi ,highly valuable sugge/ions1 & illu/rations ( sm>tly furni%$ sunrooms1 c be obta9$ f books & magaz9es1 & also f ! manufactur]s ( furniture1 floor cov]+s1 drap]y1 & uphol/]y fabrics & w9d[ %ades4 #cj ,! same ?+ applies to ! sale ( por* furniture--ano!r undevelop$ field4 ,drab1 wea!r-worn1 & utt]ly undi/+ui%$ furniture is out ( place on ! mod]n por*1 & %\ld be replac$ by ! sm>tly colorful & g5u9ely com=table furni%+s n[ available 9 wood1 re$1 or metal4 ,unit ,,xi ,,accessories ,,t ,,mean ,,plus ,,sales ,lamps & ,light+ ,pictures & ,mirrors ,wall ,decorations ,pla/ics ,ent] ! ,home ,furni%+s ,field ,d's & ,don't's = ! ,salesp]son ,illu/ration3 ,photo by ,grignon4 ,figure #dh4--;,fluoresc5t light+ is adapt$ to new lamps ( p]iod & mod]n design1 z illu/rat$ 9 ?is gr\p+ design$ by ,c4 ,e4 ,waltman4 ,at ! left ! tubes are us$ 9 a v]tical position & ! lamp foll[s p]iod design4 ,! c5t] mod]n table lamp has a *rome base & oblong %ade4 ,at ! "r a r\nd %ade is us$4 ,unit ,,xi4--,,accessories ,,t ,,mean ,,plus ,,sales ,,lamps ,,& ,,light+ ,^? engag$ 9 sell+ home furni%+s are well aw>e ( ! fact t accessories ( all types are important factors 9 increas+ sales1 & t by sugge/+ ! use ( prop] accessories1 _m plus sales are made4 ,_m times1 new accessories are s incongru\s ) ! o!r old] furni%+s 9 ! room1 !y h caus$ an entire room to be refurni%$ & br\ght up to date4 ,?is is p>ticul>ly true ( lamps4 ,we are /&+ today on ! ?re%old ( an entirely new era 9 light+4 ,new illum9ants are be+ develop$ & new me?ods are be+ devis$ = apply+ light to meet ! ne$s ( mod]n liv+4 ,only a little ov] a ?ird ( a c5tury has pass$ s9ce ! fir/ inc&esc5t lamp 0 inv5t$ by ,?omas ,a4 ,edison1 & ! electrical indu/ry has s9ce made trem5d\s progress4 ,! co/ ( curr5t has be5 cut 9 half due to eng9e]+ accompli%m5ts & ! illum9at+ eng9e] has tak5 advantage ( ?is progress to develop a m lib]al & a m intellig5t use ( light4 ,sci5tific pr9ciples h be5 appli$ to all phases ( home light+ & /&>d specifications work$ out by ! ,illum9at+ ,eng9e]+ ,society = all types ( lamps4 ,us+ a footc&le z a /&>d measurem5t ( light int5sity1 ! illum9at+ eng9e]s h made ^! f9d+s3 #a4 ,9 normal sunlight !re are #aj1jjj footc&les ( light4 ,9 ! %ade ( a tree !re are #a1jjj footc&les1 & indoors dur+ ! sunlight h\rs !re are #e footc&les ( light4 #b4 ,! effici5cy ( a /&>d c&le flame s\rce is calculat$ to be ! equival5t ( ab\t #j4a ( a lum5 p] watt 7#a lum5 is ! quantity ( light giv5 f a s+le c&le on a surface #a foot squ>e74 ,edison's fir/ lamp _h #a4d lum5s p] watt1 & pres5t-day #ajj-watt electric bulbs h #a1ebj lum5s4 #c4 ,light is made up ( all colors ( ! ra9b[4 ,?is 0 discov]$ 9 #afff :5 ,newton pass$ a beam ( sunlight ?r\gh a prism & le>n$ t light _h 9 x all ! colors ( ! ra9b[1 :i*1 :5 mix$ 9 ! prop] proportions1 produce :ite light4 ,a comb9ation ( all ^! colors produces sunlight1 & 9 diff]5t proportions1 inc&esc5t light4 ,lamps = home use1 n[ on ! m>ket1 may r\ghly be divid$ into two major divisions1 decorative lamps & utilit>ian lamps4 ,"u ^! ma9 divisions are ! classifications ( ! v>i\s types ( lamps1 su* z decorative1 table1 commode1 & floor lamps1 sci5tific desk lamps & utilit>ian lamps = v>i\s rooms & purposes4 #a4 ,decorative lamps are ^? us$ prim>ily = decoration4 ,table & commode lamps fall l>gely "u ?is classification1 = liv+ room use1 & vanity & b\doir lamps = b$room use4 ,decorative lamps use a v>iety ( mat]ials = bases su* z *9a1 glass1 metal1 pott]y1 t]ra cotta1 wood1 porcela91 & m>ble & employ ornate %ades :i* 9 _m in/ances greatly r$uce ! illum9at+ ability ( ! lamp4 ,sev]al ye>s ago1 be=e ! pr9ciples ( light+ 7 giv5 ! consid]ation !y are receiv+ today1 lamps :i* 7 purely decorative 7 9 mu* great] dem& ?an !y are at pres5t4 ,today's decorat+ pr9ciples dem& t lamps %\ld be useful z well z decorative1 & mo/ lamps on ! m>ket con=m to good /&>ds ( light+4 ,!re are1 h[ev]1 lamps design$ /rictly = decoration :i* employ d>k %ades us+ su* mat]ials z quilt$ velvet1 *5ille1 wood v5e] or o!r opaque fabrics1 & :i* are ( unusual %apes t re/rict ! light4 ,^! lamps1 :ile s]v+ a def9ite ne$ 9 a decorative s*eme1 %\ld n be us$ = read+ purposes or provide ! only illum9ation 9 a room4 ,! purely decorative lamp %\ld be treat$ m]ely z an accessory & us$ 9 ! same mann] z a vase or a non-illum9at+ object4 #b4 ,utilit>ian lamps are ^? :i* adh]e = ! mo/ "p to sci5tific /&>ds ( light+1 & are design$ = specific rooms & purposes4 ,accord+ to specifications laid d[n by ! ,illum9at+ ,eng9e]+ ,society1#ca ! m9imum light requirem5t = av]age read+ 9 ! home is #bj footc&les ( light4 ,= f9e pr9t & sew+ ! m9imum requirem5ts are #ce to #ej footc&le int5sity4 ,/&>ds = /udy & table light+ set up by ?is society1 call = lamp bases #bh in*es 9 height equipp$ ) a reflector b[l made ( opal diffus+ glass1 #h in*es 9 diamet]4 ,at a di/ance ( #ab in*es f ! base ( ! lamp1 a #ajj-watt bulb mu/ give #cj footc&le int5sity to comply ) _! /&>ds1 & at a di/ance ( #cf in*es1 #e footc&le int5sity4 ,divid$ into gr\ps1 utilit>ian lamps fall into ^! classes3 ,/udy lamps4--,^! are lamps :i* adh]e to all ( ! ,i4 ,e4 ,s4 /&>ds & are us$ on desks = read+ purposes or z a table lamp4 ,!y are some:at less decorative ?an ! regul> liv+ room lamp s9ce !y are m sev]e usually be+ made ) a brass base & p>*m5t or simple silk %ade4 ,table lamps4--,^! are decorative lamps ) bases made f ! same mat]ials z ! purely decorative lamps2 h[ev]1 !y are usually m cons]vative ?an ! purely decorative lamps1 & rigidly avoid unusual %ap$ %ades or novelty treatm5ts :i* might cut d[n ! utility ( ! lamp4 ,i4 ,e4 ,s4 /&>ds are n rigidly foll[$ on all table lamps1 b ! specifications s]ve z a ma/] guide4 ,:5 d>k %ades are us$ !y are usually l9$ ) :ite to reflect ! light4 ,reflector b[ls are us$ to encase ! light bulb4 ,^! are made ( holophane1 milk1 or glaz$ glass1 & provide a diffus$ indirect light4 ,commode lamps4--,commode lamps are small] ?an table lamps & are usually us$ to flank a s(a or z pairs on ei!r side ( a *air gr\p+4 ,i4 ,e4 ,s4 /&>ds = ?is type ( lamp call = a base #bc in*es 9 height1 an #h-;in* reflector b[l & an int5sity ( light1 #ab in*es f ! c5t] ( ! lamp1 ( #cj footc&les1 :5 a #ajj-watt bulb is us$4 ,floor lamps4--,sev]al types ( floor lamps are n[ 9 use--! lamp ) diffus+ b[l & fabric %ade & ! reflector lamp4 ,floor lamps %[ a t5d5cy to %ort5 & new junior floor lamps are ab\t #aj in*es %ort] ?an /&>d models4 ,i4 ,e4 ,s4 /&>ds on floor lamps call = a base #eh in*es 9 height1 a reflector b[l #h in*es 9 diamet] & an int5sity ( light #ab in*es f ! base1 ( #cj footc&les1 :5 a #ajj-watt bulb is us$4 ,at #bd in*es f ! base a #ajj-watt bulb %\ld give #aj footc&les ( light int5sity1 accord+ to ^! /&>ds4 ,floor lamps are usually made ( metal or wood & _m h m>ble or cry/al ins]ts 9 ! base4 ,_m ( ! new floor lamps h ?ree-way mogul-type lamp arrangem5ts 9 addition to a reflector1 :i* give f\r int5sities ( light4 ,! reflector b[l may be light$ sep>ately f ! bulbs4 ,reflector lamp4--,! reflector lamp is a tall floor lamp ) a glass or metal b[l4 ,! light is reflect$ upw>d t[>d ! ceil+4 ,?is is 9 contra/ to ! lamp ) ! diffus$ glass reflector b[l & fabric %ade :i* directs ! light d[nw>d t[>d ! floor z well z ?r[+ a portion ( light t[>d ! ceil+4 ,! reflector lamp may be us$ in/ead ( a ceil+ light b is n recomm5d$ z a read+ lamp4 ,bridge or l\nge-*air lamps4--,mo/ ( ! old-type bridge lamps 9 :i* a bulb hung f a project$ arm h be5 replac$ by a reflector type lamp :i* employs a diffus+ b[l4 ,^! bridge or sw++-arm l\nge-*air lamps are small] ?an ! floor lamps1 & c be adju/$ to any position ov] a *air4 ,_m h a cov] or clos$ top on ! diffus+ b[l s ! light w n %9e 9 ! us]'s eyes4 ,al?\gh !oretically lamps h no traditional p]iod /yl+1 s9ce all lamps are a product ( mod]n inv5tion1 manufactur]s h /yl$ lamps ( all types to bl5d ) p]iod decorations1 & h classifi$ !m z to ,engli%1 ,fr5*1 ,colonial1 ,e>ly ,am]ican1 mod]n1 nautical1 juv5ile1 & comm]cial types to meet v>i\s decorative dem&s4 ,lamps = use 9 p]iod rooms %\ld be select$ 9 ! same mann] z accessories1 ! simpl] types ( lamps = ,engli% sett+s1 ! m ornate types = ,fr5* & ,victorian4 ,mat]ials long associat$ ) ! v>i\s p]iods ( furniture design1 & popul> dur+ c]ta9 c5turies h be5 employ$ 9 lamp bases2 bone *9a1 ,w$gewood1 ,%effield silv]1 brass1 & ,*9ese porcela9 bases h be5 us$ on eighte5? c5tury lamps4 ,j z "o w\ld select brass or milk glass accessories = an ,e>ly ,am]ican room1 lamps made to resemble old vases1 oil lamps us$ dur+ ! p]iod1 & hurricane lamps ) an electric light replac+ ! c&le 9 ! glass *imney1 are appropriate = rooms furni%$ 9 ,e>ly ,am]ican /yle4 ,= ! ,fr5* room are ! m elaborate lamps su* z onyx1 cry/al1 metal figur9es1 & ,fr5* *9a4 ,mod]n lamps are made 9 su* mat]ials z wood1 glass1 cork1 pla/ics1 & metal4 ,floor lamps1 z well z table lamps1 foll[ p]iod /yles1 & lamps are design$ to accompany practically e type ( sett+4 ,aft] det]m9+ ! /yle ( lamp = a p>ticul> room1 ! next problem is ! type ( lamp to use4 ,x is well to rememb] t en\gh light %\ld be provid$ 9 home decoration s t ! ratio ( d>kness to light w n exce$ #aj to #a4 ,x is also a c>d9al rule ( decoration t ea* gr\p+ %\ld h a light 9 keep+ ) ! purpose ( ! gr\p+2 = example1 a l\nge *air is us$ prim>ily = l\ng+ & read+4 ,to place a l\nge *air 9 a room )\t a lamp z its companion decreases ! utility & enjoym5t ( ! *air4 ,illu/ration3 ,c\rtesy ,am]ican ,furniture ,m>t4 ,figure #di4--,_m int]e/+ new pieces make up ?is gr\p+4 ,! *air side table provides accommodation = books1 lamps1 & smok+ accessories & (f]s ! new approa* to eighte5? c5tury utility pieces4 ,! refre%m5t c>t h]alds ! return ( ! once-popul> tea table4 ,a draw] 9 ! back ( ! table provides space = silv]w>e & l95s4 ,! l\nge *air is cov]$ 9 m>oon /rip$ sat9 damask4 ,! rug is an all-ov] textur$ ,axm9/]4 ,if a table is us$ beside ! *air1 a lamp 9 prop] proportion to ! table %\ld be us$4 ,! lamp may provide a color acc5t beside ! *air or may be ( a mat]ial 9 keep+ ) ! decorative tr5d4 ,s9ce ! l\nge *air is us$ = read+1 ! lamp %\ld be a good read+ lamp & %\ld come up to ! sci5tific /&>ds set up = good light4 ,if no table is to be us$1 a bridge or l\nge *air lamp may be add$4 ,commode lamps %\ld be 9 proportion to ! s(a ) :i* !y are us$4 ,reflector lamps fit into corn]s1 or may be us$ beside a gr& piano or 9 front ( w9d[s4 ,if ! decorator keeps 9 m9d t ! lamp is an accessory1 t x %\ld complem5t ! room & s]ve a specific purpose by its use1 ! correct use ( lamps is made q simple4 ,:5 a woman wi%es to buy a lamp ! salesp]son %\ld fir/ inquire :]e ! lamp is to be us$4 ,if x is a table lamp f9d out if !re are o!r lamps 9 ! room4 ,ask if !re is a *air next to ! table & if t *air is us$ = read+ or sew+4 ,if ! lamp is to be us$ purely = decorative purposes x may be ( a diff]5t type ?an t :i* provides adequate light = a specific purpose4 ,f9d out ! g5]al p]iod ( ! room & ! color s*eme s ! lamp w be 9 keep+ ) ! surr\nd+s & provide ! prop] acc5t4 ,impress ! cu/om] ) ! necessity ( a lamp = e gr\p+1 & ) ! importance ( good light+4 ,oil lamps = f>m use h be5 /yl$ to resemble electric lamps & h enamel$ bases1 diffus$ reflectors & attractive %ades4 ,all lamps reg>dless ( ! s\rce ( light h be5 mat]ially improv$ & !re is no ne$ = any p]son to h poor light+ 9 ! home today4 ,,pictures ,,& ,,mirrors ,pictures & mirrors are important accessories 9 pres5t day decorat+ & _! correct use c *ange ! appe>ance ( ! entire room4 ,pictures v>y accord+ to size1 subjects1 & m$ium us$4 ,!re is no set1 all-compreh5sive rule = ! use ( pictures1 b c]ta9 types ( pictures are us$ ) c]ta9 types ( sett+s ei!r because ! subject matt] conf9es x to a c]ta9 p]iod1 or ! te*nique us$ is 9 keep+ ) a def9ite c5tury4 ,frames _m times control ! use ( a picture1 & an old picture may be plac$ 9 a mod]n frame & us$ 9 a contempor>y sett+4 ,mats us$ on pictures may be v>i$ accord+ to ! subject matt] & ! frame select$ accord+ to ! mann] 9 :i* ! picture is us$4 ,wood frames are popul> & 9 good ta/e & are %[n 9 natural wood color1 mahogany1 walnut1 maple1 or enamel$4 ,gilt frames are /ill 9 use1 b = ! mo/ "p picture frames are simpl] ?an 9 ! pa/ c5tury4 ,pictures %\ld be select$ accord+ to _! subject & %\ld be 9 keep+ ) ! g5]al tr5d ( ! room4 ,c]ta9 subjects are kn[n to be ageless & are 9 good ta/e :5 us$ 9 an eighte5? c5tury room or 9 a mod]n room4 ,?is specifically ref]s to ,*9ese pictures or florals & !y v>y 9 use only by ! type ( frame employ$4 ,portraits may be us$ ) all p]iods if !y are done 9 oil & prop]ly fram$ & pres]v$4 ,_m times a picture1 if l>ge & p>ticul>ly lovely1 may furni% ! decorative !me ( ! room1 & ! colors us$ 9 ! picture pick$ up 9 ! uphol/]$ pieces & ! accessories4 ,at o!r times pictures w provide a necess>y color acc5t4 ,c]ta9 subjects1 popul> dur+ a p>ticul> c5tury1 l5d !mselves to rooms ( t c5tury1 z = example1 hunt+ sc5es are kn[n to be ( ,engli% orig9 & l5d !mselves to ,engli% sett+s4 ,elaborately dress$ wom5 ( ! ,fr5* c\rt %[n 9 a c\rt sc5e are be/ us$ ) a ,fr5* sett+1 & a da9tily furni%$ girl's room requires da9ty subjects on ! wall su* z fl[]s1 birds1 or fem99e subjects4 ,pictures may be hung s+ly1 9 pairs1 or gr\ps accord+ to ! mann] 9 :i* !y are us$4 ,a small picture plac$ ov] ! c5t] ( a s(a is out ( balance ) ! s(a4 ,"o l>ge picture or a gr\p ( small pictures may be us$ dep5d+ ^u ! size ( ! picture4 ,a s5se ( balance %\ld be br\ght into play :5 hang+ pictures1 & common s5se us$ n to let ! picture ov]-balance ! piece ) :i* x is us$1 nor to appe> dw>f$ on a l>ge wall area4 ,pictures %\ld be hung s t ! c5t] is eye level to ! p]son /&+ 9 ! room4 ,!y %\ld be hung flat aga9/ ! wall ) ! hooks & cords us$ to susp5d ! pictures entirely conceal$4 ,_m novel arrangem5ts are be+ us$ effectively 9 contempor>y decorat+1 & x is a good habit to wat* ! home furni%+s pages ( ! newspap]s & national magaz9es = new me?ods ( arrang+ pictures4 ,mirrors are play+ an increas+ly important "p 9 today's decorat+ s*eme z !y h be5 f\nd to s]ve a multiple purpose4 ,ar*itecturally1 mirrors may be us$ to give ! illusion ( increas$ space4 ,a wall cov]$ ) mirrors w make a room appe> twice its size4 ,because ( ?is illusion ( space1 _m rooms1 furni%$ 9 ! mod]n mann] use l>ge1 full wall mirrors z "p ( ! decorative s*eme4 ,mirrors fall into two ma9 classes1 ! ,v5etian type )\t frames1 & ! fram$ models4 ,mirrors may be et*$1 pa9t$1 s&-bla/$ or h decorations appli$ to ! ext]ior1 su* z pieces ( wood1 fl[] conta9]s1 or bits ( metal4 ,_m frames are made ( wood & f9i%$ 9 mahogany1 maple1 walnut1 or blea*$ wood or gilt frames4 ,_m times g5u9e gold leaf is us$4 ,s+le1 d\ble1 & triple bevel$ edges are us$1 9 _m in/ances ! bevel$ edge be+ ! only decoration on ! mirror4 ,mirrors ) bevel$ edges are %[n ) & )\t frames4 ,! old belief t mirrors v>y 9 quality accord+ to ! ?ickness ( ! glass has be5 disprov$4 ,! ,unit$ ,/ates ,dep>tm5t ( ,comm]ce "u its comm]cial /&>ds 7,c4 ,s4 #bg-cf7 has set up ?ree grades ( mirrors = classification by ! manufactur]s4 ,^! include3 ,a quality4--,! be/ type ( mirror1 9 :i* ! c5tral area ( ! glass is free f major defects b ! mirrors may conta9 t9y1 well-scatt]$ bubbles 7ref]r$ to by ! ,gov]nm5t z se$s7 & %ort1 fa9t hairl9es on ! back or face ( ! mirror4 ,! out] area ( ! mirror may also conta9 well-scatt]$ bubbles & fa9t cl\ds4 ,no4 #a quality mirrors are rat$ z second grade & may conta9 t9y1 well-scatt]$ bubbles1 %ort fa9t hairl9es & scatt]$ cl\ds4 ,no4 #b quality mirrors are rat$ z ?ird grade & may conta9 scatt]$ bubbles1 "s co>se bubbles1 light beams1 light scrat*es & "s cl\d9ess4 ,! ,no4 #b mirror may also h a bull's-eye 7di/ortion7 if x is n visible f directly 9 front ( ! mirror4 ,al?\gh ^! are highly te*nical specifications laid d[n by ! manufactur]1 ! consum] may wat* = c]ta9 imp]fections :5 pur*as+ mirrors4 ,a good te/ :i* may be made ( a mirror z to its quality is to exam9e ! mirror f ! front & ! side to see t ! reflection is n di/ort$4 ,ceil+ & floor l9es %\ld appe> p]fectly /raight1 & n wav$4 ,! mirror %\ld be comp>atively free f bubbles1 & scrat*es %\ld be v fa9t4 ,mirrors :i* employ w9d[ glass1 %[ di/ortion :5 giv5 ! side te/1 & l9es w appe> to be wav$4 ,! quality ( ! mirror dep5ds ^u ! manufactur] s9ce _m *emicals are us$ & atmosph]ic conditions h a pron\nc$ effect ^u ! f9i%$ product4 ,mirrors made "u prop] conditions %\ld give at lea/ #e ye>s ( s]vice )\t t>ni%+4 ,improp] silv]+ w result 9 t>ni%+ )9 a few mon?s4 ,color ( ! mirror is also a det]m9+ feature ( ! quality4 ,good mirrors %\ld be a sp>kl+ :ite color4 ,poorly silv]$ mirrors reflect a yell[i% t9t4 ,t9t$ mirrors = decorative purposes are %[n 9 blue & pea* tones4 ,^! reflect a color$ image & are consid]$ 9 good usage 9 c]ta9 in/ances :5 ?is color is ne$$ 9 ! room4 ,pla9 silv] mirrors are mo/ popul> & :5 us$ 9 a room1 pick up & reflect ! colors ( ! room )\t add+ an additional tone4 ,_m times1 :5 x is necess>y to br+ color into a c]ta9 "p ( ! room1 a mirror is us$ s9ce all ( ! colors are conc5trat$ 9 ! glass & reflect$ back into ! room4 ,bo? p]iod & mod]n mirrors are on ! m>ket ) p]iod types especially adapt$ to p]iod rooms4 ,! %ape ( ! frame & decorative acc5t det]m9e ! p]iod ( ! mirror1 & sizes v>y accord+ to ! purpose = :i* !y are to be us$4 ,! same pr9ciple applies to hang+ mirrors z 9 ! case ( pictures1 & mirrors %\ld be 9 relat$ balance to ! piece ) :i* !y are us$4 ,unless design$ z a left & "r mirror1 mirrors %\ld be us$ s+ly r ?an 9 pairs al?\gh mirror$ wall plaques may be us$ 9 pairs or gr\p$ 9 ! same mann] z pictures4 ,mirror$ frames on pictures are be+ widely us$ s9ce !y comb9e ! use ( a mirror ) a picture4 ,mirrors may be us$ 9 ! d9+ room ov] a buffet or commode2 9 ! liv+ room ov] ! mantle1 s(a1 or wall gr\p+1 9 ! hall1 9 ! b$room1 ba?room1 & 9 ! kit*54 ,kit*5 mirrors %\ld be pla91 unfram$1 & undecorat$4 ,_m times an int]e/+ gr\p is made up ( a mirror flank$ by a pair ( pictures4 ,,wall ,,decorations ,9 addition to mirrors & pictures1 !re are _m o!r types ( wall decoration4 ,sconces1 or small %elves nail$ to ! wall on :i* plants or small art objects are plac$1 are gr[+ 9 popul>ity4 ,wall brackets = gr[+ plants1 knickknack %elves1 corn] %elves1 clocks1 plates m\nt$ on wall hold]s1 murals1 & tape/ries are all us$ 9 today's decorative s*eme4 ,9 an eighte5? c5tury room1 an effective gr\p+ c be made ( ?ree wall sconces arrang$ 9 pyramid fa%ion1 on :i* ,*9ese cele/ial figures are plac$4 ,sconces may be us$ s+ly1 9 pairs or 9 gr\ps1 & may be made ( wood1 glass1 or metal & ei!r f9i%$ 9 natural color1 gild$1 or enamel$4 ,a gr\p+ ( sconces ) art objects ov] ! fireplace1 above a s(a1 on a n>r[ wall1 or 9 ! hall is extremely effective4 ,plants ) droop+ v9es may be plac$ on ! sconces1 or colorful art objects 9 keep+ ) ! g5]al s*eme ( ! room4 ,! popul>ity ( t\*es ( liv+ gre5 9 ! room has br\ght wall brackets = hold+ pott$ plants to ! =e4 ,^! brackets are usually made ( wr\ght iron & are enamel$ :ite or pa/el colors4 ,a r+ hold] keeps ! pot 9 place & provides accommodations = "o or sev]al su* plants4 ,wood plant brackets are also on ! m>ket & are us$ 9 ! m =mal p]iod rooms4 ,wall brackets = plants c be us$ 9 any room f ! kit*5 to ! front por* & may be plac$ on ! w9d[ frame1 9 ! ar*way ( a hall1 on ! walls flank+ a mirror or picture1 on a n>r[ wall1 or may hang f a c5tral doorway4 ,_m times color$ pots 9 contra/ to ! wall bracket are %[n1 & ! effect is *e]ful & adds color & gr[+ gre5s to ! home4 ,knickknack %elves h become popul> ) ! increas$ hobby ( collect+ art objects by ! amateur4 ,knickknack %elves are %[n 9 a v>iety ( /yles = v>i\s rooms1 & are available 9 wood1 enamel$ metal1 *rome1 & glass4 ,9 ! ba?room knickknack %elves are us$ to hold ba? accessories1 p[d]1 toilet wat]1 & attractive bottles & j>s2 9 ! kit*5 ^! %elves may hold salt & pepp] %ak]s1 t9y decorative pit*]s & gayly color$ kit*5 accessories2 9 ! b$room1 p]fume bottles1 & knickknacks f9d _! way to ^! %elves2 & 9 ! d9+ room & liv+ room1 plants 9 decorative pots1 & art objects add color to ! wall & ! room4 ,corn] %elves1 :i* fit into a corn] ( ! wall & make use ( o!rwise wa/e space are us$ 9 ! same mann] z ! knickknack %elves :i* are %[n 9 a v>iety ( %apes & sizes4 ,clocks to hang on ! wall are made 9 /yles to h>monize ) e room 9 ! h\se4 ,kit*5 clocks1 9 :ite & pa/el enamels to mat* ! room's color s*emes1 novelty b$room clocks1 & liv+ room clocks come 9 p]iod & mod]n v>ieties4 ,popul> = ! ,colonial & ,e>ly ,am]ican room is ! banjo clock4 ,_m ( ! new clocks are op]at$ by electricity4 ,a popul> wall decoration consi/s ( r>e plates1 plac$ 9 wall-plate hold]s & arrang$ 9 gr\ps on ! wall ei!r ov] a s(a1 or mantle1 or on pla9 walls4 ,plates may be us$ 9 ! same mann] z pictures b c>e %\ld be tak5 to select plates :i* h g5u9e decorative value & h int]e/ ei!r by _! antiquity1 color+1 or subject4 ,murals 9 :i* photographic subjects are enl>g$ 9 a panoramic mann] are us$ z wall decorations1 p>ticul>ly 9 rooms furni%$ 9 a contempor>y mann]4 ,outdoor sc5es1 famili> sc5es ( ! city1 or a composite ( photographic subjects ( int]e/ to ! occupants ( ! room are appli$ to ! wall ei!r 9 ! mann] ( wallpap] or 9 a frame z a gigantic picture4 ,murals1 prop]ly us$1 are extremely decorative b %\ld be us$ "u ! guidance ( an exp]t :o und]/&s ! correct application ( ! mural to ! wall4 ,tape/ries are n 9 z common usage z a decade ago1 hav+ be5 ab&on$ 9 favor ( pictures1 mirrors1 wall brackets1 & o!r new] accessories4 ,tape/ries _m times give a heavy appe>ance to a room & h be5 condemn$ by _m mod]n h\sewives z dirt cat*]s4 ,_m ( ! tape/ries 9 use today are fram$ & ^! may be us$ 9 ! same mann] z a picture4 ,a l>ge tape/ry hang+ may be us$ on ! wall ( a /udy or d5 or beh9d a l>ge wall piece4 ,! subject ( ! tape/ry %\ld be 9 keep+ ) ! g5]al room s*eme & ! color 9 h>mony ) ! o!r furni%+s 9 ! room4 ,,pla/ics ,,ent] ,,! ,,home ,,furni%+s ,,field ,= ye>s pla/ics h be5 ( major importance 9 ! indu/rial field4 ,n[ ! *emi/'s te/ tubes are reveal+ new & out/&+ uses = pla/ics 9 ar*itecture1 light+1 decorator's accessories1 furniture novelties1 & miscellane\s items4 ,! records %[ t #afj1jjj1jjj p\nds ( pla/ics are produc$ 9 a s+le ye> 9 ! ,unit$ ,/ates alone1 & t new pla/ics are be+ develop$ at ! rate ( "o a ye>4 ,?is evolution ( pla/ics has made possible l>ge-scale production ( articles )9 a price range t makes !m available to l>ge numb]s ( homes4 ,a rec5t issue ( ! ,briti% ,ye>book devotes #ee pages to ! m]e li/+ ( products made ( pla/ic & #cj pages to sub/ances f :i* pla/ics are d]iv$4 ,! fif? annual mod]n pla/ics competition br\ght m ?an #a1jjj entries4 ,top aw>d 9 ! furniture classification w5t to a display ( occasional tables ) revolv+ tops1 made )\t us+ screws1 bolts1 & o!r atta*m5ts ord9>ily us$ 9 furniture con/ruction4 ,at ! ,janu>y & ,june 7#aida7 ,furniture ,m>t %[s 9 ,*icago1 ,ill41 pla/ics def9itely ent]$ ! competitive fields = int]ior decoration1 surfac+1 h>dw>e1 & panel+4 ,!re 7 all-pla/ic rooms featur+ d9ette sets1 b$room suites1 dress+ tables1 vanity *airs1 b> /ools1 consoles1 b$side tables1 & sophi/icat$ mod]n /[-away *e/s4 ,*rome & wood 7 comb9$ into a high *air ) a back =m$ ( p9k & blue opaque wov5 pla/ic4 ,!re 7 b$room gr\p+s 9 s(t1 light grays mat*$ by ! woodwork ( ! room4 ,pla9 panel backs ( b$s 7 9 c$> to mat* ! c>pet4 ,wall pap] 0 plaid$ 9 ivory & two-tone gray4 ,!re 7 b$rooms 9 ,fr5* ,prov9cial /yle2 o!rs 9 simple ,colonial1 or ,georgian4 ,d9+ room gr\p+s 7 %[n 9 sp>kl+ furniture t 0 n glass b 0 w>p-resi/+ & imp]vi\s to m>s1 nicks1 *ipp+1 & su* abuse z w\ld require ref9i%+ 9 ! case ( wood or metal pieces4 ,! tal5t ( +5i\s design]s & decorators _h be5 us$ to aid 9 produc+ home accessories 9 pla/ics4 ,!re 7 on display table lamps1 curta9 rods1 picture frames1 salad b[ls & ut5sils1 vases1 wa/epap] baskets1 bird cages1 c>v$ ornam5tal c5t]pieces1 mirror frames1 & coat trees4 ,pla/ics 7 %[n 9 fluoresc5t light+ effects possess+ ! advantages ( day-l light1 less heat1 less p[] consumption1 & great] illum9ation p] unit ( p[] consumption4 ,!re seem$ to be no major product 9 ! home furni%+s field1 includ+ light+ & accessories1 = :i* ?is pla/ics age _h n prep>$ an entry4 ,illu/ration3 ,photograph by ,grignon4 ,figure #ej4--;,exhibit #bdi1 ,june 7#aida7 ,am]ican ,furniture ,m>t1 ,*icago1 ,ill41 %[+ reproduction ( wood gra9 s appli$ z to take ! =m ( a v5e] z an integral "p ( ! surface process$4 ,! *air %[s zebrawood gra9+4 ,z talk+ po9ts = pla/ics 9 ! home furni%+s field1 consid] ! foll[+ claims3 #a4 ,! pla/ic us$ = furniture is nei!r a f9i% nor a protection = a f9i%4 ,x is a h>d-surfac+ sub/ance said to be _m times z /rong z wood4 #b4 ,te/s %[ t x is n affect$ by hot di%es up to #bjj ,f4 ,liquids ( all types & unusual temp]atures h>m pla/ics n 9 ! lea/4 ,^! include p]fumes1 ord9>y acids1 alcohol1 nail poli%1 & fruit /a9s4 #c4 ,pla/ic surfac+ w n discolor or fade1 ev5 ?\gh expos$ = a long p]iod to ! sun's rays4 #d4 ,pla/ic pieces ne$ nei!r poli% nor wax4 ,!y are wa%$ ) ord9>y soap & wat]4 ,salesp]sons %\ld und]/& a few basic te*nical facts 9 ord] to discuss pla/ic pieces or sets or all-pla/ic rooms ) int]e/$ cu/om]s4 ,! t]m pla/ics is a comm]cial1 r ?an a sci5tific1 designation2 ! l9e is drawn n s mu* by :at ! sub/ance is1 z by :at x w d4 ,! mat]ials call$ pla/ics h 9 common n only ! ability to be =m$ :ile s(t into a desir$ %ape possess+ rigidity1 b also ! *emical *>act]i/ics ( hav+ be5 polym]iz$2 t is1 !y are con/itut$ ( l>ge molecules :i* are aggregates ( simil> molecules4 ,pla/ics are classifi$ into two types dep5d+ on _! physical prop]ties3 #a4 ,!rmopla/ic4 #b4 ,!rmosett+4 ,!rmopla/ic mat]ials s(t5 ^u be+ heat$ & become solid aga9 :5 cool$4 ,?is *ange ( /ate c be repeat$ ov] & ov]4 ,!rmosett+ pla/ics on ! o!r h& are comp\nds :i* def9itely alt] _! *emical con/itution 9 ! c\rse ( mold+ "u heat or pressure or bo?4 ,pla/ics also may be classifi$ accord+ to _! *emical s\rce4 ,! #ah or s kn[n basic types fall into #d g5]al fields3 ,cellulose pla/ics1 prote9 pla/ics1 natural res9 pla/ics1 & syn!tic res9 pla/ics4 ,,cellulose ,,pla/ics ,cellulose nitrate1 ! classic 9 ?is type1 beg9s life z cotton l9t]s--! %ort fib]s next to ! se$ 9 a cotton boll4 ,purifi$1 ! cellulose is treat$ ) mix$ nitric & sulfuric acids to produce pyroxyl94 ,camphor1 alcohol1 & color are add$ z desir$4 ,! mixture becomes a d\gh-l sub/ance :i* is roll$1 bak$1 season$1 & poli%$4 ,:5 heat$1 x may be %ap$ to any =m desir$2 & x c be cut1 saw$1 fil$1 bl[n1 roll$1 plan$1 hamm]$1 drill$1 & turn$ on la!s4 ,x may be obta9$ 9 practically e %ade & hue1 9 transp>5t1 transluc5t1 opaque1 & 9 mottl$ & pe>l effects4 ,,prote9 ,,pla/ics ,prote9 pla/ics date back to #ahij :5 ,dr4 ,adolph ,spittel] ( ,hamburg1 ,g]many1 set out to make a :ite blackbo>d = classroom use4 ,he mix$ s\r milk ) =maldehyde & got a case9 pla/ic1 a %9y sub/ance f :i* _m a mod]n button & buckle is made4 ,x is possible to use soya beans1 lign9 f wood1 c(fee beans1 & peanuts 9 mak+ prote9-type pla/ics4 ,,natural ,,& ,,syn!tic ,,res9s ,an example ( a natural res9 is lac secret$ by a little r$ insect t sucks ! sap ( trees & conv]ts x into a protective cov]+ = itself4 ,lac1 ^u be+ ref9$ & dissolv$ 9 a suitable solv5t1 =ms a %ellac4 ,dr4 ,leo ,baekel& 9 #aijg 0 inve/igat+ ?is natural process :5 he comb9$ =maldehyde & ph5ol ) ! aid ( a cataly/ & heat4 ,! result 0 a syn!tic res91 ! basis ( ! fir/ mold$ ph5olic pla/ic--! famili> sub/ance ( telephone receiv]s & _m o!r objects4 ,! comm]cial developm5t ( urea-=maldehyde pla/ics 0 made possible by availability n only ( =maldehyde b also ( syn!tic urea4 ,comp>atively new 9 ! field ( /ructural mat]ials1 b significant = ^? :o sell home furni%+s1 are lam9at$ pla/ics1 plywood1 & v5e]s4 ,lam9at$ pla/ics are made by treat+ %eets ( pap] or wov5 clo? ) syn!tic heat-reactive res9s & subject+ built-up lay]s ( ! treat$ mat]ials to heat & pressure4 ,su* pla/ics also may be bond$ to ?9 wood %eets & to metals4 ,! result+ mat]ials are useful = furniture & = int]ior decoration4 ,?is type ( mat]ial 0 us$ 9 decorat+ ! ,libr>y ( ,congress ,annex4 ,x 0 ext5sively us$ on ! ,briti% sup]l9]1 ,que5 ,m>y4 ,f v9yl res9s1 "o ( ! new families1 comes ! c5t] ( ! s&wi* 9 safety glass4 ,! pla/ic int]lay] is n brok5 by a bl[ b /ret*es1 at ! same "t hold+ brok5 pieces ( glass toge!r & prev5t+ fly+ spl9t]s4 ,at ! pres5t "t ! v>i$ div]sity ( pla/ics is a major asset4 ,9 ! home furni%+s field1 :oev] wants a new1 /rong1 graceful1 functional mat]ial = a new product has a wide range ( mat]ials 9 all color comb9ations f :i* to make a *oice4 ,= ! fir/ "t1 ! claim may be advanc$ t c]ta9 limitations 9 furniture design h be5 releas$ & t innum]able v>iations )\t *ang+ ! %ape or /ructure ( ! product are possible4 ,by ! use ( fasc9at+ surfaces1 textures1 & colors1 x is possible to create designs :i*1 :ile simple1 possess *>m1 intr9sic beauty1 & di/9ction4 ,! introduction ( su* a product to ! home furni%+s field br+s a new competitive elem5t4 ,,d',s ,,& ,,don',t',s ,,= ,,! ,,salesp]son ,e salesp]son has 8 own te*nique = clos+ a sale1 b !re are c]ta9 me?ods :i* seem to impress favorably ! pot5tial cu/om] & o!rs :i* react unfavorably4 ,among ! objectionable sell+ me?ods is t ( mak+ p]sonal comp>isons2 = example1 to tell a cu/om] t y h a *air1 a lamp1 or a rug exactly l ! "o %e is buy+ usually does n impress h]4 ,! av]age cu/om] likes to feel h] ta/e is sup]ior to ! salesp]son's & t %e c af=d some?+ beyond ! price range ( ! p]son s]v+ h]4 ,_m sales are lo/ by ! salesp]son mak+ a p]sonal ref]5ce to himself 9 ?is mann]4 ,don't take a sup]ior attitude :5 wait+ on a cu/om]1 :o seems less in=m$ on ! subject ?an y\rself4 ,sugge/1 r ?an tell h] :at to use1 & appe> to be s]v+ h] 9 a graceful mann]1 lett+ h] "k y enjoy wait+ on h]4 ,mate h] feel p]fectly at ease 9 y\r pres5ce1 yet treat h] ) ! respect t %e z a cu/om] des]ves4 ,_m p r l be+ ref]r$ to by _! "n z x gives !m a p]sonal feel+ ) ! /ore4 ,:5 y "k ! "n ( ! p]son y are s]v+1 ref] to h] "n f "t to "t b don't repeat x too (t54 ,:5 %e leaves1 ?ank h]1 by us+ h] "n & once or twice dur+ ! conv]sation m5tion x4 ,be sure y pron\nce ! "n correctly1 h[ev]1 & t y ref] to h] by h] correct title1 not+ :e!r or n %e is m>ri$ or s+le4 ,p are usually int]e/$ to "k t ! m]*&ise !y *oose complim5ts _! p]sonality & _! p]sons4 ,?is is true ( clo!s & is an important elem5t ( /yle4 ,x is true ( homes & rooms :]e ! h>mony ( color & design c be us$ to ! be/ advantage :5 prop]ly adju/$ to ! p]sonality ( ! due or ! family t uses x4 ,obvi\sly ?is lies 9 ! realm ( new] advances 9 prop] home /yl+ & decoration4 ,nev]!less1 _m salesm5 9 av]age /ores c enhance _! effectiv5ess & _! s]vice by help+ _! cu/om]s to avoid *oices t d n seem to h>monize ) _! obvi\s p]sonal *>act]i/ics4 ,to tru?fully assure a cu/om] t h] *oice does prop]ly reflect h]self is likewise obvi\sly good salesman%ip4 ,p h become accu/om$ to prideful own]%ip ( automobiles simil> to ^? b\ght by _! neighbors4 ,! backbone ( ! home-furni%+s indu/ry is1 h[ev]1 ! individuality ( ! ,am]ican home & x has nev] succumb$ to /]eotyp$ /yle or decoration4 ,almo/ e cu/om] ei!r consci\sly or unconsci\sly recognizes ?is & w be int]e/$ 9 furniture t sets h] home ap>t f o!rs & repres5ts h] individual ta/e & plann+4 ,! fir/ "t a cu/om] may ask que/ions ( a salesman2 ! second & ?ird "t1 j return to look4 ,nev] make any cu/om] feel t y are annoy$ by h] delay$ pur*ase or t y recognize t %e is /ill look+4 ,make y\rself available1 %\ld %e want additional in=mation1 b all[ h] "t to consid] ! m]*&ise at h] leisure1 if %e is s dispos$4 ,,que/ions #a4 ,:at is ! mo/ satisfactory arrangem5t ( light+ units = a liv+ room8 ,a d9+ room8 #b4 ,:at is cove light+8 #c4 ,! texture ( objects det]m9es ! am\nt ( color$ light !y w absorb4 ,expla94 #d4 ,expla9 ! t]ms3 ,c&lep[]1 footc&les1 lum5s1 p>abolic reflector1 & indirect light+4 #e4 ,"u :at conditions w\ld y advocate ! use ( tape/ry wall hang+s8 #f4 ,are y famili> ) ! light specifications work$ out by ! ,illum9at+ ,eng9e]+ ,society1 #fa ,madison ,av5ue1 ,new ,york1 ,n4 ,y48 #g4 ,h[ w\ld y build an effective w9d[ display to increase sales = y\r light+ fixtures dep>tm5t8 #h4 ,discuss ! correct use ( rhy?m 9 display4 #i4 ,d y advise use ( price c>ds 9 connection ) y\r accessories display8 #aj4 ,:at opportunities exi/ to display accessories comb9$ 9 use8 #aa4 ,9 :at way is display a sil5t salesman8 ,,sugge/$ ,,read+ ,,li/ ,,burris-,,mey]1 ,,elizabe?4 ,decorat+ ,livable ,homes4 ,pr5tice-,hall1 ,inc41 ,new ,york1 ,n4 ,y4 7#aicg47 ,accessories1 ,,viii1 pp4 #bjf-bcb4 ,light1 ,,ix1 pp4 #bcb-bdh4 ,,crane1 ,,ross4 ,home ,furni%+ & ,decoration4 ,fr$]ick ,j4 ,drake ,co41 ,inc41 ,*icago1 ,ill4 7#aicc47 ,pictures1 ,,xii1 pp4 #ahc-aia4 ,light+1 ,,xx1 pp4 #bdg-bec4 ,lamps1 ,,xxi1 pp4 #bec-bfa4 ,,eb]le91 ,,mcclure1 ,,holl[ay4 ,! ,practical ,book ( ,int]ior ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 7#aiai47 ,artificial ,light+1 ,,ix1 p4 #cbd4 ,pictures & ,_! ,fram+1 ,,xi1 p4 #cej4 ,decorative ,accessories1 ,,xii1 p4 #cfd4 ,,fales1 ,,w9ifr$4 ,:at's ,new 9 ,home ,decorat+4 ,dodd1 ,mead ,co41 ,inc41 ,new ,york1 ,n4 ,y4 7#aicf47 ,sci5ce ( ,light+1 ,x1 pp4 #bjg-bbi4 ,,jackson1 ,,alice & ,,bett9a4 ,! ,/udy ( ,int]ior ,decoration4 ,d\bl$ay1 ,doran ,co41 ,inc41 ,g>d5 ,city1 ,n4 ,y4 7#aibh47 ,accessories1 ,,xiv1 pp4 #cag-cdj4 ,,knauff1 ,g4 ,b4 ,refurbi%+ ,! ,home4 ,mc,graw-,hill ,book ,co41 ,inc41 ,new ,york1 ,n4 ,y4 7#aich47 ,light+ ,problems1 ,,xiv1 pp4 #bhi-cjb4 ,pictures1 ,hang+s1 ,accessories1 ,,xv1 pp4 #cjb-cag4 ,,footnotes3 #ca ,! ,illum9at+ ,eng9e]+ ,society is made up ( illum9at+ eng9e]s & ^? engag$ 9 ! light+ field :o h work$ out set /&>ds = illum9ation f te/$ specifications4 ---------------------------------------- ---------------------- ,a ,,f9al ,,^w ,we br+ ! f9al unit ( ?is c\rse to an end ) a cordial wi% = y\r prosp]ity & success4 ,we h tri$ to op5 m widely ! door ( opportunity4 ,no man c fix a limit to y\r progress b y\rself4 ,! sale ( home furni%+s at retail c be "o ( ! mo/ int]e/+ ( occupations ) pr(essional /&+ & a good pr(essional income z its rew>ds4 ,we hope & believe t y w w9 & enjoy ^! rew>ds1 & ) !m ano!r & great]4 ,?is is ! happ9ess ( creative ef=t4 ---------------------------------------- ---------------------- ,,app5dixes ,a4 ,gloss>y ( ,t]ms ,b4 ,g5]al ,read+ ,li/ ,c4 ,a ,sugge/$ ,tea*+ ,outl9e = a ,gr\p ,lead] ,d4 ,! ,lead+ ,furniture ,woods ,e4 ,common ,rug ,t]ms ,f4 ,an ,adv]tis+ ,*eck ,li/ ,g4 ,fivefold ,sell+ ,plan = ,floor ,cov]+s ,h4 ,color & ,/yle 9 ,mod]n ,adv]tis+ ,copy ,i4 ,*eck ,li/ = ,plann+ a ,/ore-,wide ,promotion ,j4 ,ready ,ref]5ce ,index ,app5dix ,a3--,,gloss>y ,,( ,,t]ms ,acan?us leaf4--,a classical ornam5tal =m1 d]iv$ f ! acan?us plant4 ,arabesque4--,intricate int]lac+ ornam5t1 9 ! ,arabian mann]4 ,arcade4--,a s]ies ( ar*es1 support$ by columns 7fig4 #aj1 page #ei74 ,aubusson4--,a f9e quality ( h&-made tape/ry2 orig9ally made at ,aubusson1 ,france1 us$ = c>pets or uphol/]y4 ,balu/]4--,9 ar*itecture1 a turn$ or squ>e upright support = ! rail ( a balu/rade2 9 furniture1 a splat ) ! outl9es ( a balu/]4 7,see fig4 #bb1 page #ajf47 ,b& or b&+4--,a n>r[ inlay :i* contra/s 9 color or gra9 ) ! surface :i* x is us$ to embelli%4 ,bani/]4--,same z balu/]4 ,b>oque4--,! /yle :i* foll[$ t ( ! ,r5aissance2 *>act]iz$ by rectangul> outl9e mu* s(t5$ by use ( curves1 & exemplifi$ by ,l\is ,,xiv furniture1 & 9 modifi$ =m by t ( ! late ,jacobean & ,william & ,m>y /yles4 ,bead or bead+4--,a small mold+1 usually ( semicircul> %ape4 ,beauvais tape/ry4--,a f9e h&-wov5 tape/ry made 9 ,beauvais1 ,france1 s9ce #affb1 & us$ = wall panels & furniture cov]+s4 ,bomb4--,puff$1 r\nd$1 or bulg$4 ,brass4--,an alloy ( copp] & z9c4 ,brok5 p$im5t4--,see p$im5t4 ,bronze4--,an alloy ( copp] & z9c4 ,bun foot4--,see foot4 ,c-scroll4--,9 ! =m ( ! lett] ,c4 ,c>t\*e4--,an ornam5tal =m bas$ orig9ally ^u ! op5 scroll2 an oblong1 elliptical1 or %ield-%ap$ flat panel1 us$ 9 ! decoration ( furniture4 ,c>yatid4--,a drap$ female figure1 us$ z a support 9 place ( a column or pila/]4 ,*amf]4--,! surface =m$ by cutt+ away ! angle =m$ by two sides ( a bo>d4 ,classic4--,z "h us$1 con=m+ to ! /yle ( anci5t ,greek & ,roman art4 ,coll>4--,a n>r[ /rap or b&1 us$ ne> ! top & 7or7 bottom ( ! leg4 ,c\rt cupbo>d4--,a %ort cupbo>d2 orig9ally a small cupbo>d set on a side table1 b lat] built z "o piece4 ,cyma curve4--,a d\ble or ,s curve1 z 9 ! cabriole leg4 ,dado4--,! l[] "p ( a wall1 :5 m>k$ (f by panel or mold+s4 ,deal4--,scot* fir4 ,fiddleback4--,hav+ splats %ap$ some?+ l a viol94 ,f9ial4--,a t]m9at+ or cr[n+ detail4 ,flemi% scroll foot4--,see foot4 ,flut+4--,decoration by means ( flutes or *annels1 z 9 a *air leg or dress] po/4 ,foot-- ,ball4--,globul>1 & atta*$ to leg by sl5d] ankle4 ,ball & claw4--,d]iv$ f ! ,*9ese & repres5t+ a dragon's claw hold+ ! great pe>l4 ,bell4--,bell-%ap$1 & jo9$ to leg by sl5d] ankle4 ,bracket4--,us$ = cab9ets1 b n = *airs4 ,bun4--,9 ! =m ( a flatt5$ ball4 ,see trumpet-turn$ leg1 "u leg4 ,dut*4--,ano!r "n = pad foot4 ,flemi% scroll4--,see illu/ration1 page #fb4 ,fr5*4--,see illu/ration1 page #eg4 ,ho(4--,see cabriole leg ) ho( foot1 "u leg4 ,leaf scroll4--,see illu/ration1 page #af4 ,pad4--,see illu/ration1 pages #ei1 #fe4 ,paw4--,see illu/ration1 pages #ei1 #fe4 ,peg top4--,turn$ to a po9t1 l a top1 & atta*$ to ! leg )\t a %>ply def9$ ankle4 ,spade4--,see illu/ration1 page #fh4 ,spani%4--,see illu/ration1 page #ec4 ,s]p5t4--,us$ on tripod tables4 ,fresco4--,9 ! f9e arts1 a me?od ( pa9t+ on fre%ly laid pla/] be=e x dries4 ,fret4--,int]lac$ ornam5tal "w1 c>v$ on flat surfaces or pi]c$ = gall]ies1 *air backs1 or aprons4 ,gall]y4--,an ornam5tal rail+ ( wood or metal along ! edge ( a table1 desk1 or sidebo>d4 ,gesso 7pron\nc$ jes-o74--a pla/]-l mat]ial spread on a surface or m\ld$ into ornam5tal =ms z a base = pa9t+ or gild+4 ,gild+4--,an ov]lay or cov]+ ( gold leaf1 or ( gold p[d] ) size4 ,gir&ole4--,a v elaborate type ( c&le hold]1 us$ on ! walls ( late sev5te5? & eighte5? c5tury ,fr5* salons1 & usually made 9 pairs4 ,highboy4--,a tall *e/ ( draw]s1 m\nt$ on legs4 ,japann+4--,art ( v>ni%+ ) japan2 see lacqu]4 ,knee4--,! project+ upp] curve ( a cabriole leg2 see leg4 ,lacqu]4--,9 p]iod decoration1 a v>ni%1 ( :i* ! be/ 0 produc$ 9 ,japan by tapp+ ! v>ni% tree & dry+ ! sap 9 ! air4 ,pigm5ts 7 (t5 add$ = color4 ,9 ,japanese lacqu] "w at lea/ #ae coats1 sep>ately poli%$1 7 appli$4 ,leg4-- ,cabriole4--,made 9 _m /yles4 ,illu/ration on pages #af1 #fe %[ an example ) ho( foot & c>v$ knee4 ,s-scroll4--,see illu/ration1 page #fb4 ,trumpet-turn$4--,"h %[n ) inv]t$ cup & bun foot4 ,_m v>iations ( ?is g5]al =m include octagonal legs & pe> bulb legs4 ,t]m4--,_m v>iations ( ?is =m1 :i* is "h %[n 9 an ornate leg ( ! /yle ( ,l\is ,,xiv4 ,l[boy4--,a *e/ ( draw]s1 usually n m ?an #d feet high & /&+ on f\r legs4 ,m>quetry4--,inlaid "w1 usually 9 color$ woods1 b occasionally ) ! addition ( ivory1 bone1 "m-(-pe>l1 etc4 ,sometimes diff]5tiat$ z int>sia1 9 :i* ! mat]ials are plac$ 9 *annels g\g$ out ( ! surface ( ! base1 & m>quetry1 9 :i* ! patt]n is =m$ z a v5e] & glu$ to ! surface ( ! base4 ,mullion4--,a sl5d] b> or pi]1 =m+ a division betwe5 w9d[s1 scre5s1 etc4 ,neoclassic 7,new classic74--,designat+ ! revival ( classic ta/e 9 art1 & "h appli$ to ! second revival aft] ! discov]y ( ,pompeian art e>ly 9 ! eighte5? c5tury4 ,ormolu4--,an alloy ( copp] & z9c2 us$ 9 ,france = ! production ( furniture m\nts1 :i* 7 usually fir/ ca/1 !n *isel$ ) jewel-l precision1 & gild$4 ,p>quetry4--,an inlay ( geometric or o!r patt]ns = floors1 (t5 9 color$ woods4 ,pat9a4--,9 furniture1 ! surface appe>ance assum$ by wood1 m>ble1 or o!r mat]ials z ! result ( long exposure4 ,p$im5t4--,9 classic ar*itecture1 ! flat triangul> space betwe5 ! ro( l9es on ! end ( a build+2 n[ (t5 curv$1 & appli$ to ov]-doors1 cab9et tops1 etc4 ,9 ! brok5 p$im5t ! top l9e is cut away4 ,pewt]4--,an alloy ( t9 ) "s o!r metal usually copp]1 lead1 or antimony4 ,re$+4--,embelli%m5t produc$ by n>r[ convex mold+s2 ! rev]se ( flut+4 ,rococo4--,! g5]al decorative /yle :i* develop$ f & foll[$ ! ,b>oque2 *>act]iz$ by exclusive employm5t ( curv$ l9e1 avoidance ( complete symmetry1 & exub]ant & fanciful ornam5t 9 :i* %ell & scroll =ms 7 freely employ$4 ,s-scroll4--,a scroll r\ghly 9 ! =m ( ! lett] ,s1 (t5 us$ = ! legs ( *airs or cab9ets2 see leg4 ,s]p5t9e4--,s9u\s or w9d+2 9 furniture1 b[-%ap$1 ) ! ends /raight or b5t back l a ,cupid's b[4 ,splat4--,a broad1 flat upright memb] 9 middle ( *airback4 ,splay or splay$4--,spread outw>d obliquely4 ,/rap-"w4--,a decorative design consi/+ ( a n>r[ fillet or b& ) cross$1 fold$1 or int]lac$ ornam5t4 ,silh\ette4--,z appli$ to /ret*]s or skirts1 an ornam5tal outl9e or pr(ile4 ,squab4--,a ?ickly /uff$ loose cu%ion1 especially "o us$ = ! seat ( a s(a1 c\*1 *air1 or /ool4 ,swag4--,a decoration 9 wood or metal1 resembl+ fe/oons or drap]ies4 ,truss4--,9 furniture1 a rigid frame1 ( solid1 op51 column or arcade con/ruction1 us$ 9 pairs to support ! ends ( a piece ( furniture1 & usually connect$ by "s =m ( /ret*]4 ,te/]4--,a canopy ov] a b$1 support$ by ! b$po/s4 ,tre/le4--,a brac$ frame1 =m+ :ole support ( a table top4 ,app5dix ,b4--,,g5]al ,,read+ ,,li/ ,9 ord] to avoid confusion1 ?is li/ is re/rict$ to a few books :i* are adequate = our pres5t purpose1 & usually are to be f\nd 9 e public libr>y4 ,books deal+ ) mat]ials1 con/ruction1 & special aspects ( home-furni%+ practice1 & ) salesman%ip & m]*&is+ pr9ciples are li/$ = sugge/$ read+ at ! end ( ea* unit4 ,,g5]al ,,ref]5ce ,! new ,encyclop$ia ,britannica 7#ad? edition7 conta9s an a/\nd+ weal? ( well writt5 & beautifully illu/rat$ mat]ial v useful to ! salesman4 ,,g5]al ,,read+ ,,sugge/ions ,,:]e ,,to ,,beg9 ,,crane1 ,,ross4 ,int]ior ,decoration4 ,a ,/udy ,c\rse = ,furniture ,m54 ,! ,s5g ,co41 #adcj ,no4 ,dayton ,/reet1 ,*icago1 ,ill41 #aibh4 ,,eb]le91 ,,h>old4 ,practical ,book ( ,int]ior ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 #aicg4 ,,kelsey1 ,,cl>k4 ,furniture3 ,its ,selection & ,use4 ,national ,committee on ,wood ,utilization1 ,unit$ ,/ates ,dep>tm5t ( ,comm]ce4 ,sup]9t5d5t ( ,docum5ts1 ,unit$ ,/ates ,gov]nm5t ,pr9t+ ,(fice1 ,wa%+ton1 ,d4 ,c4 #aica4 ,,musel:ite1 ,,ka!r9e4 ,pr9ciples & ,practice ( ,int]ior ,decoration4 ,suttonh\se1 ,ltd41 ,publi%]s1 ,los ,angeles1 ,calif4 ,,palm]1 ,,lois4 ,y\r ,h\se4 ,bo/on ,cook+ ,s*ool ,magaz9e ,co4 #aibh4 ,,po/1 ,,emily ,,price4 ,p]sonality ( a ,h\se4 ,funk ,wagnalls ,co41 ,new ,york1 ,n4 ,y4 #aicc4 ,,p[ell1 ,,lydia4 ,! ,attractive ,home4 ,macmillan ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,,reyburn1 ,,samuel ,w4 ,sell+ ,home ,furni%+s ,successfully4 ,pr5tice-,hall1 ,inc41 ,new ,york1 ,n4 ,y4 ,,:iton1 ,,%]rill4 ,elem5ts ( ,int]ior ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 #aicg4 ,,mak+ ,,an ,,attractive ,,int]ior ,,burris-,,mey]1 ,,elizabe?4 ,decorat+ ,livable ,homes4 ,pr5tice-,hall1 ,inc41 ,new ,york1 ,n4 ,y4 #aicg4 ,,burr[s1 ,,!lma4 ,successful ,h\se ,furni%+4 ,manual ,arts ,press1 ,peoria1 ,ill4 #aich4 ,,knauff1 ,,c>l ,g4 ,b4 ,refurbi%+ ,! ,home4 ,mc,graw-,hill ,book ,co41 ,inc4 ,new ,york1 ,n4 ,y4 #aich4 ,,k\es1 ,,hel54 ,h[ ,to ,be ,y\r ,own ,decorator4 ,tudor ,publi%+ ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aici4 ,,maas1 ,,c>l4 ,common ,s5se ,9 ,home ,decoration4 ,gre5b]g ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aich4 ,,m]ivale1 ,,m>g>et4 ,furni%+ ,! ,small ,home4 ,/udio ,publications1 ,london1 n4 d4 ,,mill]1 ,,gladys4 ,decoratively ,speak+4 ,d\bl$ay1 ,doran ,co41 ,new ,york1 ,n4 ,y4 #aici4 ,,/orey1 ,,walt]4 ,p]iod ,influ5ces 9 ,int]ior ,decoration4 ,h>p] ,bros41 ,new ,york1 ,n4 ,y4 #aicg4 ,,furniture ,,/yles ,,aronson1 ,,joseph4 ,book ( ,furniture & ,decoration4 ,cr[n ,publi%]s1 ,new ,york1 ,n4 ,y4 #aicg4 ,,aronson1 ,,joseph4 ,encyclop$ia ( ,furniture4 ,cr[n ,publi%]s1 ,new ,york1 ,n4 ,y4 #aici4 ,,holl[ay1 ,,edw>d4 ,practical ,book ( ,am]ican ,furniture & ,decoration4 ,j4 ,b4 ,lipp9cott ,co41 ,philadelphia1 ,pa4 #aicg4 ,,kim]ly1 ,w4 ,l4 ,h[ ,to ,"k ,p]iod ,/yles 9 ,furniture4 ,gr& ,rapids ,furniture ,record ,co4 #aiab4 ,,ormsbee1 ,,?omas4 ,e>ly ,am]ican ,furniture ,mak]s4 ,tudor ,publi%+ ,co41 ,new ,york1 ,n4 ,y4 #aicj4 ,metropolitan ,museum ( ,art1 ,h&book ( ! ,am]ican ,w+4 ,r4 ,t4 ,h4 ,halsey-,*>les ,o4 ,cornelius4 ,metropolitan ,museum ( ,art1 ,new ,york1 ,n4 ,y4 #aibh4 ,,/rictly ,,mod]n ,,drap]1 ,,doro?y ,,tuck]man4 ,decorat+ ,is ,fun4 ,d\bl$ay1 ,doran ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aici4 ,,frankl1 ,,paul4 ,space ,= ,liv+4 ,d\bl$ay1 ,doran ,co41 ,inc41 ,new ,york1 ,n4 ,y4 #aich4 ,,patmore1 ,,d]ek4 ,color ,s*emes = ! ,mod]n ,home4 ,/udio ,publications1 ,london4 #aicf4 ----4 ,decoration = ! ,small ,home4 ,g4 ,p4 ,putnam's ,sons1 ,new ,york1 ,n4 ,y4 #aich4 ,ye>book ( ,decorative ,art4 ,/udio ,publications4 #aich4 ,app5dix ,c4--,a ,,sugge/$ ,,tea*+ ,,outl9e ,,= ,a ,,gr\p ,,lead] ,unit ,,iv conta9s mu* m mat]ial ?an c be discuss$ at "o meet+4 ,! gr\p lead] mu/ be selective & decide :i* po9ts are to be develop$ at ! gr\p meet+4 ,two programs are sugge/$4 ,,= ,,! ,,fir/ ,,gr\p ,,meet+ #a4 ,op5+ rem>ks by ! gr\p lead] 7#e m9utes73 a4 ,no matt] :at k9d ( furniture we /ock & sell1 we fir/ mu/ h a work+ k ( ! hi/oric /yles4 b4 ,?is unit conta9s cond5s$ in=mation on p]iod decoration4 ,y w n ne$ to le>n all ^! details ?or\ghly--at lea/ n at once4 ,take ! unit home & read x c>efully4 c4 ,aft] ?is read+1 ?9k ov] y\r own /ock & decide j :at p>ts ( ! description ( p]iod furniture w be mo/ useful to pick out & /udy 9 detail4 #b4 ,high-light+ a furniture sales talk 7#ce m9utes73 a4 ,a s]ies ( talks made by v>i\s salesm5 & limit$ to #e m9utes ea*4 ,h five or six articles1 furniture & rugs1 gr\p$ 9 front ( ! class & assign "o piece to ea* man aft] he gets on 8 feet4 ,/ress ! /yle appeal ( ! piece "u discussion4 b4 ,p]mit a m9ute or two = criticism aft] ea* talk & criticize !m solely z to _! probable effect 9 influ5c+ a buy]4 #c4 ,a ,colonial b$room 7#ae m9utes73 ,demon/ration by ,mr4 ,williams w cov] all ! elem5ts ( a good sell+ talk--fitness1 room arrangem5t1 color appeal1 beauty ( design1 /yle 7) emphasis ^u s5tim5tal appeal & pres5t vogue7 & price4 ,! demon/ration %\ld be criticiz$ on ! basis ( its smoo?ness & cumulative effect1 or build-up4 ,int]mission #d4 ,is our m]*&ise prop]ly /yl$ = our own trade8 7#be m9utes73 ,design$ to put ! buy] on ! def5sive1 & to develop ?r\gh frank discussion any ne$ = *anges 9 ! "* ( ! m]*&ise f ! po9t ( view ( design & price only4 ,y are try+ to build up a bus9ess-gett+ ma*9e1 ) no friction1 dissatisfaction1 or m5tal alibis4 ,! idea t a salesman c sell any?+ to anybody w h to be disc>d$4 #e4 ,promotion plans = ?is season's bus9ess 7#ae m9utes73 ,by "s own] or by ! *airman2 a brief1 c&id /atem5t ( plans = buy+ display1 adv]tis+1 & all =ms ( promotion & sales ef=t4 ,good to insure en?usia/ic teamwork & to build up loyalty4 #f4 ,p]sonal exp]i5ces 7#aj m9utes73 ,! *airman w draw ^u ! sell+ exp]i5ces ( individual memb]s ( ! gr\p4 ,,= ,a ,,second ,,gr\p ,,meet+ 7,,if ,,desir$7 #a4 ,op5+ rem>ks by ! gr\p lead] 7#e m9utes73 a4 ,we c make ! be/ />t1 ) lea/ likelihood ( resi/ance1 by help+ ! cu/om] to f9d articles t suit h] ne$s1 ta/es1 & means1 & add to ! com=t1 h>mony1 & beauty ( h] home4 b4 ,/yle 9 furniture doesn't /op ) ! hi/oric /yles1 b x does />t !re1 & if we are go+ to make pr(itable use ( /yle z a sell+ factor we mu/ fir/ "k h[ our own m]*&ise is /yl$4 #b4 ,/yl+ our own /ock 7#ej m9utes73 a4 ,e>ly ,european /yles4 ,mr4 ,/>k 7#ae m9utes74 b4 ,eighte5? c5tury ,european /yles4 ,mr4 ,pe>son 7#bj m9utes74 c4 ,am]ican /yles4 ,mr4 ,hahn 7#ae m9utes74 ,g 9 a body directly to ! ne>e/ piece to be %[n1 & move on ! m9ute t ?is piece has be5 adequately discuss$4 ,see to x t ! m5 give a brief1 ord]ly /atem5t on ?ree po9ts3 7#a7 ,! /yle ) :i* !y id5tify ! piece2 7#b7 reasons = ! classification2 & 7#c7 types ( non-p]iod pieces1 rugs1 etc41 9 y\r own /ock t c\ld be us$ h>moni\sly ) x4 ,"t %\ld be all[$ = criticism & comm5t1 ev5 if v few pieces c be exam9$4 ,if ! gr\p fails to arrive at g5]al agreem5t on any piece1 reque/ ! m5 :o are argu+ mo/ ke5ly ab\t x to consult o!r au?orities & report at ! next meet+4 ,int]mission #c4 ,sell+ furniture on /yle basis 7#cj m9utes73 ,demon/ration by ,messrs4 ,black & ,h]rick4 ,9 ?is demon/ration1 let ! m5 h #ae m9utes free f int]ruption1 ) ! "t limit ann\nc$ 9 advance2 /op !m promptly :5 _! "t has expir$2 & call = comm5t & criticism4 ,^! sales rehe>sals are ( ! utmo/ value if prop]ly conduct$4 ,!y %\ld nev] be p]mitt$ to lag or become involv$ 9 w9dy discussion4 #d4 ,h[ c we make use ( unit ,,iii 9 clos+ any sales n[ p5d+8 ,op5 discussion 7#bj m9utes73 ,a sale ( importance (t5 has to be z c>efully prep>$ & /ag$ z a /age play4 ,if ! /yle appeal c be us$ to advantage 9 sales hang+ fire or 9 sight1 use ! bra9s ( ! entire organization to f9d out h[ to d x4 ,z an alt]native proc$ure to t sugge/$ 9 #d above1 ! foll[+ may be pref]r$ by "s gr\p lead]s3 ,appo9t ?ree /yle lead]s1 or divide ! entire =ce into ?ree /yle committees1 to deal respectively ) 7a7 ! e>ly ,european /yles1 f ! ,r5aissance to ,william & ,m>y2 7b7 ! eighte5? c5tury ,european /yles2 & 7c7 ! ,am]ican /yles4 ,^! lead]s or committees %\ld be in/ruct$ to g ?r\gh ! /ock1 assign z _m pieces z possible to ! v>i\s hi/oric p]iods1 & be prep>$ to give ! reasons = ^! assignm5ts to ! :ole gr\p4 ,9 a l>ge /ock1 limit ! assignm5t to liv+ room furniture only4 #e4 ,assignm5t ( practice "w 7#e m9utes73 ,typ$ =ms prep>$ ab\t z foll[s %\ld be di/ribut$ at ?is "t3 ,hi/oric /yle ,"n ( salesman ,approximate dates ( beg9n+ & end ,reign+ mon>* ,pr9cipal *>act]i/ics ( ! /yle ,details ( con/ruction1 ornam5t1 & decorative practice ,o!r /yles m or less closely relat$ to ?is "o ,pieces 9 our own /ock :i* c be assign$ to ?is /yle4 ,give numb]1 article1 & f9i% ,criticism & comm5t by ,mr4 7,"n ( second salesman to be fill$ 9 lat]7 ,fill 9 "o ( ^! %eets ) a diff]5t /yle = ea* salesman4 ,*oose only ! /yles important = y\r own bus9ess4 ,h& ^! =ms out ) ! reque/ t !y be fill$ 9 aft] c>eful /udy4 ,app5dix ,d4--,,! ,,lead+ ,,furniture ,,woods ,acacia4--,africa1 ,au/ralia1 & g5]ally ?r\gh\t ! w>m] regions ( ! globe4 ,! #eej species ( acacia include sev]al valuable timb] woods1 among !m ! ,au/ralian blackwood & acacia koa 7see ,koa7 ( ! ,s&wi* ,isl&s4 ,acacia 0 us$ z a furniture wood 9 ! ,byzant9e & ,romanesque /yles m ?an #a1bjj ye>s ago4 ,am>an?4--,*iefly f ,briti% ,guiana1 ,s\? ,am]ica4 ,also kn[n z purplehe>t tree & violet wood4 ,x is ( fair size2 wood heavy1 h>d1 & ( a deep purple color n fa/ to light2 us$ 9 m>quetry embelli%m5t ( ,l\is ,,xv furniture1 & /ill popul> 9 f9e furniture4 ,amboyna4--,ea/ ,indies1 ,malay ,ar*ipelago4 7,also spell$ ,ambo9a1 f ! isl& ( t "n1 ,dut* ,ea/ ,indies47 ,?is beautifully figur$ & mottl$ wood has mu* ! color ( sat9wood4 ,amboyna burl1 s-call$1 comes f ! pad\k tree4 7,see ,pad\k47 ,x is a ri* gold5 yell[1 %ot ) brilliant r$1 & is "o ( ! mo/ co/ly woods 9 ! _w4 ,apple4--,! fruit wood1 us$ 9 ,elizabe?an ,engl& & s9ce1 z an inlay4 ,a%4--,europe1 ,asia1 & ,nor? ,am]ica4 ,a l>ge1 widely di/ribut$ gr\p relat$ to ! olive family4 ,!re are #bj species 9 ,nor? ,am]ica1 rang+ f des]t %rubs to ! magnific5t :ite a% ( ! l[] ,ohio valley4 ,! wood is m>k$ly r+-por\s1 & :5 skillfully f9i%$ is v h&some1 ei!r pla9 or qu>t]-saw$4 ,v>ieties commonly us$ = v5e] are figur$ trees ( ,am]ican :ite a%1 ,engli%1 ,au/ralian1 & ,japanese a%1 ! latt] kn[n z tamo4 ,color ranges f grayi% :ite to nut br[n 9 tamo2 a small fiddle or peanut figure is *>act]i/ic4 ,asp54--,*iefly f ,m>yl& & ! ,appala*ian ,m\nta9s4 7,also kn[n z silv] popl>47 ,l>ge trees1 yield+ "s figur$ logs hav+ a *>act]i/ic small block mottle figure4 ,! wood is ( light-/raw color ) "s light-br[n /reaks1 & takes a beautiful f9i%4 ,avodire4--,we/ coa/ ( ,africa1 ne> ! equator4 ,a creamy color$ wood1 yield+ a h&some figure 9 crot* or qu>t]-slic$ v5e]s4 ,ay\s4--,we/ coa/ ( ,africa4 ,cream-color$ wood ( a slight gre5i% t+e2 resembles prima v]a 9 appe>ance1 & because ( its l[ co/ is sometimes us$ z a sub/itute = blond woods4 ,basswood4--,nor? ,am]ica4 7,also kn[n z l9d5 & :itewood47 ,?is tree1 :i* belongs to ! lime family1 has a wood ( cream-:ite color1 almo/ free f visible m>k+s due to pores1 annual r+s1 or rays4 ,9 furniture manufacture x is us$ = plywood cores & kit*5 table tops to be left unf9i%$4 ,bee*4--,europe1 ,asia ,m9or1 & ea/]n ,nor? ,am]ica4 ,( ! same g5us z ! oak & ! *e/nut1 ?is tree yields furniture wood ( light r$di%-br[n color4 ,x has ab\t ! same weight & h>dness z sug> maple4 ,bir*4--,nor? ,am]ica1 ,europe1 ,asia ,m9or1 & nor!rn ,sib]ia4 ,a h>dy1 beautiful tree1 yield+ a h>d & h&some wood1 :e!r 9 pla9 or qu>t]-saw$ surfaces1 or 9 ! =m ( v5e]s4 ,! wood is ( close texture2 (t5 has a wavy gra91 produc+ :at is kn[n z curly bir*1 not$ = wavy figure ( *ang+ high lights & %ad[s4 ,bosse4--,africa1 ,fr5* ,ivory ,coa/4 ,?is l>ge tree1 closely resembl+ ! c$>1 has a wood light r$ or p9k 9 color1 :i* takes an excell5t f9i%4 ,x is us$ 9 ,am]ica only z a v5e]4 ,boxwood4--,europe1 ,nor? ,am]ica1 & ! ,we/ ,indies4 ,an extremely heavy1 t\gh1 close-gra9$ wood1 :ite or pale yell[ 9 color1 us$ 9 mak+ musical in/rum5ts & also 9 furniture inlay4 ,bub+a4--,we/ coa/ ( ,africa4 ,closely relat$ to ! rosewood1 & its equal 9 weight1 h>dness1 & capacity to take a high poli%4 ,! wood is slightly d>k] ?an mahogany4 ,! v5e] is usually /rip$1 b sometimes figur$1 ) a gorge\s black mottle4 7,see ,kewaz+o47 ,butt]nut4--,nor? ,c5tral ,unit$ ,/ates4 7,also kn[n z :ite walnut47 ,?is relatively small tree has a %ort trunk :i* makes x difficult to get v5e] logs ( good l5g? & free f knots4 ,c$>4--,asia1 ,africa1 & ,nor? ,am]ica4 ,! c$> ( ,lebanon has be5 a favorite ) poets & pa9t]s = ?\s&s ( ye>s4 ,o!r fam\s memb]s ( ?is family are ! deod> or god tree ( ! ,himalayas1 & ! ?uya4 ,among ! ,am]ican v>ieties are ! inc5se or :ite c$>1 ! ,port ,ox=d or ,oregon c$>1 & ! r$ or ,am]ican c$>4 ,c$> 0 us$ z a furniture wood 9 anci5t ,egypt1 ,mesopotamia1 & ,p]sia almo/ #d1jjj ye>s ago4 ,*]ry4--,europe & ,nor? ,am]ica4 ,?is fruit wood is n[ r>e & little us$ 9 furniture mak+ b x is highly valu$ by cab9et mak]s by reason ( its h&some f9e-gra9$ texture1 its fre$om f w>p+1 & its capacity to take a high poli%4 ,*e/nut4--,europe & ,nor? ,am]ica4 ,! wood is closely alli$ to t ( ! oak1 :i* x resembles 9 g5]al appe>ance1 ?\gh x is s(t] & ! m$ull>y rays are f9] & less pron\nc$4 ,ideal = lumb] cores ( h>dwood plywood4 ,decay resi/ant2 easily glu$ & easy to "w4 ,! blight 9 no way subtracts f ! quality ( ! wood1 b x has decreas$ ! am\nt n[ available4 ,cypress4--,europe1 ,asia1 & ,nor? ,am]ica4 ,! common cypress is /raight1 tap]+1 & /ately1 b d>k & =bidd+ 9 appe>ance4 ,! wood is h>d1 close-gra9$1 ( a ri* r$di% hue & durable4 ,a v5e] ( cypress /umps1 ) a highly intricate gra91 is us$ 9 furniture mak+ "u ! "n ( faux sat9e1 or false sat94 ,deal4--,scotl&4 ,! ,scot* fir1 us$ to "s ext5t 9 ,elizabe?an ,engl& & lat] z a furniture wood4 ,ebony4--,india1 ,ea/ ,indies1 & ,ceylon4 ,accurately1 ! black1 heavy he>twood ( a g5us ( tropical trees4 ,accord+ to leg5d ! wood 0 us$ by ! anci5t k+s ( ,india n only = scept]s & images1 b also z dr9k+ cups4 ,macass> ebony1 s nam$ f ,macass>1 seaport ( ! isl& ( ,celebes1 ,dut* ,ea/ ,indies1 is notable = its close gra91 int5se h>dness & ri* hazel br[n color1 /rip$ or mottl$ ) black4 ,x is mu* us$ 9 ?is c\ntry1 :]e x is (t5 kn[n z m>blewood4 ,elm4--,europe1 ,asia1 & ,nor? ,am]ica4 ,a noble & beautiful tree1 widely di/ribut$ 9 ! nor? temp]ate zone4 ,9 ?is c\ntry :ite elm is *iefly important = furniture1 ) "s use ( rock elm & slipp]y elm4 ,! wood is h>d1 rang+ 9 color f r$di% br[n at ! he>t to :ite sap wood1 & has a f9e wavelike gra9 :5 pla9 saw$4 ,! ri*ly figur$ lea!r-br[n burl v5e]s made f trunk burls ( elms f ! ,c>pa?ian m\nta9s1 9 c5tral ,europe1 are among ! co/lie/ ( cab9et woods4 ,goncalo alves4--,brazil4 ,a h>d & beautiful wood1 closely relat$ to rosewood4 ,x has a rosy /raw color1 /reak$ ) d>k br[n & black2 is bo? saw$ & slic$ on ! qu>t]1 & is us$ = ! same purposes z ,macass> ebony4 ,greywood or ,silv] ,greywood4--,see ,h>ewood4 ,gum4--,unit$ ,/ates4 ,! t]m gum tree is appli$ to sev]al unrelat$ gum-be>+ trees 9 ! ,unit$ ,/ates1 ( :i* ! wood ( ! r$ gum is *iefly us$ = furniture4 ,x has a close gra91 uni=m texture1 :ite sapwood1 & r$di% br[n he>twood1 ! latt] sometimes conta9+ d>k /reaks1 & kn[n 9 ! trade z figur$ gum4 ,tupelo gum & black gum h almo/ ! same texture z r$ gum1 b are :ite or w>m gray 9 color4 ,gumwood 0 =m]ly call$ sat9 walnut 9 ?is c\ntry & /ill be>s t "n 9 ,engl&4 ,r$ gum is "o ( ! mo/ widely us$ h>dwoods = plywood & ranks second among native h>dwoods 9 production ( face v5e]s & fir/ 9 production ( utility or comm]cial v5e]s4 ,! sap wood is commonly call$ sap gum4 ,h>ewood 7artificial74--,engl& & ! ,cont95t4 ,h>ewood1 a ,we/ ,indies wood n[ practically ext9ct1 0 mu* us$ by eighte5? c5tury cab9et mak]s4 ,artificial h>ewood1 also kn[n z silv] grey-wood1 is made f c>efully *os5 ,engli% curly maple1 kn[n !re z sycamore4 ,! logs are fir/ cut into planks & air-dri$ = ?ree mon?s2 !n cut into v5e] & dy$ ) iron salts 9 huge tanks "u pressure1 :i* produces a beautiful silv] grey wood ) a slightly metallic %e54 ,x is "o ( ! mo/ co/ly v5e]s4 ,holly4--,engl&4 ,engli% :ite holly has be5 us$ s9ce ! "t ( ,elizabe? = inlays4 ,! ?9 v5e]s1 hav+ an exceptionally close texture1 c be dy$ to v>i\s colors4 ,x is simil> 9 appe>ance & use to boxwood1 b less exp5sive4 ,iroko4--,africa4 ,?\gh n ( ! teak family1 ?is wood is call$ ,african teak4 ,x is h>d1 firm1 ( ! color ( a ripe cucumb]1 & 9 v5e]s has a waxy figure4 ,kewaz+o4--,africa4 ,a v5e] made 9 ,france f a species ( bub+a1 & cut 9 a peculi> way to a wavy figure4 ,x is us$ z a decorative z well z a base wood 9 tables & case goods4 ,khaya4--,africa4 7,african mahogany47 ,see ,mahogany4 ,koa4--,hawaiian ,isl&s4 ,belong+ to ! acacia family1 ! koa is ! mo/ valuable ,hawaiian tree4 ,its beautiful wood is ( gold5 color1 sometimes /reak$ ) black or br[n4 ,mo/ logs h "s figure & _m h a pron\nc$ ripple gra9 9 v5e]s4 ,k+wood4--,briti% ,guiana1 ,s\? ,am]ica4 ,a heavy wood1 relat$ to ! rosewood1 & sometimes call$ violet wood because ( its color4 ,x is *iefly us$ 9 ! =m ( v5e]s saw$ f small logs1 ab\t ! size ( f5ce po/s4 ,koko4--,&aman ,isl&s1 ,ea/ ,indies4 ,! ,ea/ ,india walnut2 has a h>d1 smoo? texture simil> to koa2 n mu* figure1 b a n>r[ prom95t /ripe :5 qu>t]$2 nut br[n color4 ,lacewood4--,au/ralia4 7,also kn[n z silky or ,au/ralian oak or selano47 ,?is wood ( a light1 rosy color has pron\nc$ m$ull>y rays1 & :5 qu>t]$ yields a beautiful effect ( gra9 /rik+ly simil> to t ( co>se lace4 ,lauaan4--,philipp9e ,isl&s4 7,pron\nc$ la-wan'1 ) bo? a's z 9 arm47 ,a tall tree native to ! ,philipp9es1 ! wood ( :i* be>s a m>k$ resemblance to mahogany4 ,=m]ly m>ket$ z ,philipp9e mahogany1 & n[ z r$ lauaan4 ,laurelwood4--,&aman ,isl&s1 ,ea/ ,indies4 ,relat$ to koko1 & "o ( ! f9e/ timb]s ( ! ,ea/4 ,laurelwood is a highly figur$ wood1 gray ) black /ripes1 & ) a wavy gra94 ,lime4--,europe4 7,also kn[n z l9d51 ! ,nor? ,am]ican v>iety is basswood47 ,a s(t1 :ite wood1 extraord9>ily well adapt$ = c>v+ 9 high relief or 9 ! r\nd4 ,macass>4--,see ,ebony4 7,(t51 & prop]ly1 spell$ ,makass>47 ,makass> oil1 orig9ally produc$ f ! s&alwood ( ,makass>1 0 s mu* us$ z a hair dress+ 9 ,victorian ,engl& t x gave rise to ! use ( antimacass>s or tidies1 z a protection to uphol/]$ *air backs4 ,magnolia4--,s\!a/ ,unit$ ,/ates4 ,also species are f\nd 9 ,japan1 ,*9a1 ! ,himalayas4 ,! wood is f9e-gra9$1 fairly h>d1 :ite at ! sap & ( a pale yell[i% or gre5i% t+e at ! he>t4 ,mahogany4--,a f9e cab9et wood1 is not$ = v>iety & beauty ( figure or patt]n ( ! gra9 ( ! wood4 ,widely us$ = v5e]s & lumb] ( extreme dim5sions & fre$om f defect4 ,us$ = traditional furniture /yles su* z ,*ipp5dale1 ,hepple:ite1 ,%]aton1 & ,duncan ,phyfe1 & desirable = mod]n /yles ei!r 9 traditional or ! light] f9i%es4#cb ,?ree g5]al types ( mahogany are recogniz$3 ,we/ ,indian1 conc$$ to be ! h>de/ & /ronge/4 ,mo/ ( ?is type n[ comes f ,cuba1 b less ?an #e p]c5t ( ! ,am]ican imports ( mahogany are f ! ,we/ ,indies4 ,! ma9l& ,tropical ,am]ican1 :i* gr[s f s\!rn ,mexico to ,colombia & ,v5ezuela & appe>s aga9 on ! ,upp] ,amazon & its tribut>ies 9 we/]n ,brazil & ea/]n ,p]u4 ,some:at mild] textur$ ?an ! ,we/ ,indian4 ,a ?ird type comes f ! ,we/ ,coa/ ( ,africa4 ,?is mahogany is n q z firm textur$ z ! ,am]ican mahogany1 b ! trees are l>ge & _m are highly figur$4 ,accord+ly1 ! mo/ ( ! mahogany v5e]s us$ 9 ?is c\ntry are ,african4 ,mahogany wood is /rong & t\gh1 uni=m 9 /ructure & close or mod]ately op5 gra9$1 dep5d+ ^u ! locality :]e x is gr[n4 ,mahogany possesses a comb9ation ( physical & woodwork+ *>act]i/ics t h br\ght x into high r5[n z a cab9et wood4 ,x is receptive to ! f9e/ ( f9i%es4 ,fre%ly cut mahogany ranges f a light p9k to yell[1 b on exposure to light & air1 quickly turns to a r$di% br[n or %]ry color4 ,mahogany has an int]lock+ gra9 :i*1 on ! qu>t]1 usually reveals a /raight /ripe or ribbon figure4 ,to a m limit$ degree "s trees %[ brok5 /ripe1 rope1 ripple1 mottle1 fiddleback1 & bli/] figures & v>i\s comb9ations ( ^! figures4 ,out/&+ are ! crot* & swirl figures obta9$ f sections ( ! trunk imm$iately b5ea? a =k or crot* 9 ! tree4 ,mahogany does n produce cle>ly def9$ annual gr[? r+s common to trees ( ! temp]ate zone4 ,consequ5tly1 ! %ell or leaf patt]n 9 flat cut mahogany is due to ! int]lock+ gra9 r ?an to annual gr[? r+s4 ,maid\4--,burma & ,indo-,*9a4 ,?is tree is closely relat$ to ! amboyna1 b has a co>s] figure & a d>k] br[n color4 ,maid\ burls are h>d1 s\nd1 & valuable4 ,makore4--,africa1 ,we/ ,coa/4 7,also kn[n z ,african *]ry47 ,a l>ge tree1 yield+ a furniture wood simil> 9 texture & color+ to our *]ry1 b frequ5tly reveal+ a /rong black mottle4 ,madrone4--,cali=nia & ,oregon4 7,also call$ ,madrona47 ,*iefly us$ 9 9 ! =m ( burl v5e]1 :i* has a t\gh h>d surface1 intricately ve9$ figure1 & rose-p9k color4 ,maple4--,nor? temp]ate zone4 ,!re are ab\t #aej species 9 ! maple family1 ( :i* #ac are native to ,nor? ,am]ica4 ,! sug> maple 7also kn[n z h>d maple & rock maple7 is a magnific5t tree :i* sometimes atta9s a height ( #abj feet4 ,! wood is heavy1 h>d & ( f9e gra91 z is t ( ! black maple4 ,9 v5e]s ! maples yield _m beautiful effects1 includ+ curly maple1 bird's-eye maple1 & ! rem>kable maple burls f ,oregon trees4 ,) ! natural f9i% x is pr9cipally us$ = b$room1 por*1 & kit*5 furniture4 ,occasionally x is us$ 9 comb9ation ) o!r woods = expos$ p>ts :i* are /a9$ or pa9t$ & = int]ior p>ts :]e /r5g? or rigidity are ess5tial4 ,m>blewood or ,m>ble-he>t4--,see ,ebony4 ,mov+ue4--,africa1 we/ coa/4 ,a /raw-color$ wood resembl+ ,java teak1 b m yell[ 9 color4 ,9 v5e]s x produces mottl$ wood & f9e fea!r crot*es4 ,myrtle4--,nor!rn ,cali=nia & ,oregon4 ,a gre5i%-yell[ wood1 :i* :5 us$ 9 v5e]s has ! peculi>ity ( %[+ ! *>act]i/ic figuration ( pla91 butt1 & burl woods 9 a s+le small area4 ,*iefly us$ 9 burls4 ,n>ra4--,dut* ,ea/ ,indies & ! ,philipp9es4 ,r$ n>ra v>ies 9 color f deep r$ %ad+s to attractive rose t9t4 ,yell[ n>ra ranges ?r\gh ! brilliant br[ns to gold5 yell[4 ,:5 cut on ! qu>t] ! appe>ance is n unlike qu>t]$ unfigur$ sat9wood4 ,new ,gu9ea ,wood4--,a rec5t popul> importation4 ,br[n to light gray ) def9ite black l9es4 ,l>ge trees produce wide1 long v5e]s4 ,a highly figur$ wood ) /raight n>r[ /ripe4 ,resembles ori5tal wood1 b slightly light]4 ,usually cut on ! qu>t]4 ,oak4--,nor? temp]ate zone4 ,( ! hundr$s ( species ( oak1 #hd are f\nd 9 ! ,unit$ ,/ates4 ,"s ( ! spl5did =e/ oaks rea* a height ( #aej feet4 ,9 ! trade1 oak lumb] is classifi$ z :ite oak 7cut *iefly f ! :ite1 *e/nut1 po/1 burr1 ov]-cup1 & swamp *e/nut oaks71 & r$ oak 7cut *iefly f ! r$1 ,%um>d r$1 sc>let1 black1 & yell[ oaks74 ,engli% br[n oak is tak5 f c]ta9 ,engli% :ite oak trees1 ! wood ( :i* has become br[n f an infection ( microscopic fungus :i* fe$s on ! tann9 9 ! wood1 leav+ a br[n residue :i* gives ! wood ! appe>ance ( f9e tortoise %ell4 ,_m ( ^! trees 7 /urdy specim5s hundr$s ( ye>s be=e ! ,norman conque/ 9 ! ye> #ajff4 ,poll>d oak is ! t]m appli$ by ,engli% cab9et mak]s to oak burls4 ,! v5e]s are *oice & co/ly4 ,its uses are legion1 b 9 f9e furniture x has great /r5g?1 durability & attractive appe>ance4 ,ori5tal wood4--,que5sl&1 ,au/ralia4 7,also kn[n z ,que5sl& or ,au/ralian walnut47 ,^! huge trees resemble ! ,au/ralian silky oak & ! ,am]ican blue bee*4 ,! wood1 :i* is comp>atively new on ! ,am]ican m>ket1 resembles walnut 9 appe>ance1 & ! v5e]s1 qu>t] cut1 yield /ripe1 fiddleback1 & mottl$ effects4 ,pad\k4--,burma & ! ,&aman ,isl&s4 7,also kn[n z ,v]milion wood47 ,a beautiful wood ( r$di% gold5 color ) prom95t ribbon /ripe4 7,see ,yomawood47 ,pe>wood4--,europe & ,nor? ,am]ica4 ,! fruit wood1 mu* us$ by sev5te5? c5tury furniture mak]s4 ,p]oba4--,brazil4 ,! l>ge/ family ( f9e ,brazilian woods4 ,p]oba ,rosa has a p9k color1 some:at resembl+ t ( tulipwood1 :ile ,p]oba ,blanca resembles sat9wood4 ,! v5e]s h a f9e gra9 & take a rem>kable poli%4 ,popl>4--,unit$ ,/ates4 ,! cab9et wood kn[n z yell[ popl>1 :itewood1 & popl> 9 ?is c\ntry1 & z can>y :itewood 9 ,engl&1 comes f a tall ,nor? ,am]ican tree kn[n z ! tulip tree4 ,! wood is ( f9e gra91 uni=m texture1 & ( a color rang+ f ! yell[i% :ite 9 ! sap to yell[i% gre51 purpli% br[n1 or iridesc5t blue 9 ! he>t4 ,x closely resembles magnolia1 b is some:at s(t]4 ,mu/ n be confus$ ) ! r>] ,brazilian tulipwood4 ,prima ,v]a4--,c5tral ,am]ica4 ,:ile n a mahogany1 prima v]a is g5]ally kn[n z :ite mahogany4 ,! wood is ( cream color ) a gre5i% ca/1 & resembles /ripe mahogany 9 texture4 ,purplehe>t4--,see ,am>an?4 ,r$wood4--,nor!rn ,cali=nia4 7,also kn[n z ,sequoia47 ,*iefly us$ 9 furniture 9 ! =m ( v5e]s cut f ! huge trunk burls1 :i* yield %eets #e #f feet )\t defects4 ,! wood has a /rik+ly ve9$ figure & a light brick-r$ color4 ,rosewood4--,brazil1 ea/]n ,india1 & ,madagasc>4 ,brazilian rosewood1 also kn[n z ,rio rosewood1 0 =m]ly ext5sively us$ 9 mak+ piano cases & musical in/rum5ts1 & is /ill sometimes kn[n z piano-wood4 ,color v>ies f br[ni% yell[ to deep r$1 ) black gr[? l9es4 ,! v5e] is g5]ally cut rot>y1 b also slic$ on ! qu>t] or across ! he>t4 ,ea/ ,indian rosewood1 sometimes kn[n 9 v5e] =m z malabor or ,bombay rosewood1 is "o ( ! f9e/ cab9et woods4 ,x v>ies 9 color f cle> yell[ ?r\gh ! r$s to purple1 ) d>k /ripes4 ,madagasc> rosewood1 also kn[n z faux rose1 is a heavy h>dwood rang+ f pale p9k to dull r$ 9 color1 & reveal+ a f9e p9-/ripe 9 v5e]4 ,sapele4--,we/ ,african coa/4 ,mo/ ,sapele logs are cut on ! qu>t] & produce a /raight /ripe t 9 wid? is ab\t halfway betwe5 ! /ripe ( mahogany & /ripe ( sat9wood4 ,sat9wood4--,pu]to ,rico1 & ,isl& ( ,ceylon4 ,?is f9e/ ( cab9et woods 0 obta9$ by ! eighte5? c5tury ma/]s f ! ,we/ ,indies1 b little is n[ to be _h outside ,ceylon4 ,:e!r /raight-gra9$ or figur$1 sat9wood has an incomp>able beauty & fire4 ,snakewood4--,brazil4 ,?is t]m is appli$ to sev]al woods1 ( :i* ! mo/ /rik+ is ! h&somely mottl$ wood ( ! ,s\? ,am]ican leop>d tree4 ,x is us$ only 9 v5e]4 ,sycamore4--,unit$ ,/ates4 ,?is "n is appli$ to ! native ,am]ican plane tree1 al?\gh ! t]m /ill is appli$ to ! anci5t ,egyptian & ,asia ,m9or mulb]ry4 ,sycamore wood1 g5]ally kn[n 9 ,europe z maple1 is r$di%-br[n 9 color & :5 qu>t]$ is h&somely figur$4 ,x has int]lock$ gra9 & is !re=e difficult to split4 ,tamo4--,japan4 7,native "n = ! ,japanese a%47 ,v5e]s cut f figur$ logs reveal an extraord9>y wavy-l figure1 & are beautiful & co/ly4 ,tanguile4--,philipp9e ,isl&s4 ,a ,philipp9e h>dwood simil> to r$ lauaan 7see ,lauaan7 & l ! latt] at "o "t m>ket$ z ,philipp9e mahogany4 ,teakwood4--,region ( ! ,gulf ( ,b5gal4 ,a h>dwood ( extreme durability1 ) :ite sapwood & a beautiful gold5-yell[ he>twood :i* on season+ becomes d>k br[n1 mottl$ ) /ill br[n] /reaks4 ,! teak tree is native to ,india1 ,burma1 & ,?ail&1 & ! wood is kn[n to h be5 us$ 9 ,india = m ?an #b1jjj ye>s4 ,x is "o ( ! mo/ endur+ woods1 & in/ances are record$ ( teak beams :i* la/$ m ?an #a1jjj ye>s4 ,?uya4--,alg]ia1 ,africa4 7,=m]ly & prop]ly spell$ ?uja47 ,?is is ! botanical "n = ! arbor vitae1 or tree ( life1 ( ! c$> family4 ,9 ,europe ! ?uya burl is consid]$ to %>e ) amboyna ! di/9ction ( be+ ! f9e/ ( all woods4 ,! v5e] is ( r$di% br[n color1 ) a *>act]i/ic figure remotely sugge/ive ( ! fea!r crot*1 & speckl$ ) small r\nd eyes4 ,x is us$ 9 ,europe *iefly = f9e cig>ette & jewel cases4 ,tig]wood4--,africa1 we/ coa/4 7,also kn[n z ,african or ,b59 walnut47 ,an inexp5sive b h&some v5e] wood1 rang+ f gold5-yell[ to dull br[n 9 color1 ) a wide & pron\nc$ ribbon /ripe4 ,! crot*es are l>ge & good4 ,tulipwood4--,brazil4 ,an extremely h>d wood ( p9ki%-r$ color1 mu* us$ s9ce ! sev5te5? c5tury = m>quetry4 ,v]milion wood4--,see ,pad\k4 ,violet wood4--,see ,am>an? & ,k+wood4 ,walnut4--,nor? temp]ate zone ( ,am]ica & ,europe4 ,am]ican walnut is produc$ comm]cially f ,wiscons9 & ,s\!rn ,ont>io to ,kansas1 ,t5nessee1 & ! ,c>ol9as4 ,x is widely us$ = lumb] & v5e]s4#cc ,its use z a cab9etwood = furniture began 9 ! late fifte5? c5tury & has cont9u$ f t "t until ! pres5t4 ,! wood's natural color1 )9 its out] b& ( creamy sapwood1 ranges ?r\gh a gamut ( s(t grayi% br[ns ^: deepe/ note is pale *ocolate sometimes lightly t+$ ) violet4 ,dean ,s4 ,j4 ,record1 ,yale ,univ]sity says3 ,walnut is "o ( ! f9e/ cab9et woods 9 ! _w4 ,x has /ood ! te/ ( "t4 ,trace its use back ?r\gh ! c5turies1 & x w be f\nd a m$ium ( expression = :at successive p]iods h consid]$ mo/ beautiful & wor?y 9 furniture design4 ,z "o lov] ( ! wood phrases x1 'f ! massiv5ess ( ! ,flemi%1 ! elegance ( ! ,italian & ,fr5*1 & ! balanc$ beauty ( ! eighte5? c5tury ,engli% walnut1 by its inh]5t qualities1 has be5 ! "o cab9et wood t fulfill$ all dem&s4' ,?is record result$ f walnut's unusual comb9ation ( physical & me*anical prop]ties4 ,x is widely us$ n only = ! mo/ co/ly furniture1 b = ! m$ium pric$ z well1 because ( ano!r important feature--its great v>iety ( figure types4 ,^! v>y f ! sev]ely pla9 /raight-qu>t]$ walnut1 commonly se5 on mod]n furniture & ar*itectural woodwork1 ?r\gh slic$ wood1 rot>y1 _m types ( /umpwood1 to ! swirls1 burls1 & highly figur$ crot*es4 ,9 addition to ! ,am]ican species1 import$ v>ieties su* z ,fr5*1 ,engli%1 ,italian1 & ,circassian1 are /ill us$ occasionally4 ,h[ev]1 m ?an #ii p]c5t ( all ,am]ica's ne$s are suppli$ by our own ,am]ican walnut1 :i* ranks some:at high] 9 /r5g? prop]ties ?an ! ,european v>iety4 ,yomawood4--,burma & ! ,&aman ,isl&s4 7,also kn[n z ,burmese ,pad\k47 ,?is is "o ( ! mo/ beautiful woods1 v>y+ 9 color f deep crimson ?r\gh *]ry r$1 p9k & r$-br[n to br[n4 ,! figure is commonly ( ! /raight ribbon type1 b "s v5e]s %[ a cross figure1 a little l t ( figur$ sat9wood4 ,zebrawood4--,africa1 we/ coa/4 7,also kn[n z ,zebrana47 ,?is highly decorative wood has be5 us$ s9ce ! e>ly eighte5? c5tury4 ,! trees are l>ge1 & ! v5e] logs are import$ 9 squ>es #d to #e feet squ>e & #bj feet or m 9 l5g?4 ,! wood is light 9 color1 & :5 cut on ! qu>t] ! v5e]s reveal d>k /ripes ( extraord9>y /raightness1 :i* makes ! wood a favorite = mat*$ diamond v5e]s4 ,! "n is d]iv$ f ! resemblance ( ?is wood to ! sk9 ( ! zebra4 ,app5dix ,e4--,,common ,,rug ,,t]ms#cd ,burl+4--,an inspection treatm5t aft] weav+1 to /raight5 up sunk5 tufts1 to clip (f long tufts1 & o!rwise add to f9i%$ appe>ance ( fabric4 ,*5ille4--,a s(t tuft$ or fluffy cord ( cotton1 wool1 silk1 or wor/$1 made by weav+ f\r w>p ?reads ab\t s(t fill+ ?reads1 aft]w>d cut4 ,fill+4--,?reads ?r[n across ! w>p to fill up space betwe5 knots4 ,gr\nd color4--,! prevail+ color aga9/ :i* o!r colors create ! motif or design4 ,jaspe4--,broad irregul> /ripes ( two %ades1 usually a light] & d>k] %ade ( ! same color1 us$ ei!r z an effect 9 pla9 goods or z a gr\nd frame 7sometimes 9 top colors z well7 ( figur$ goods4 ,x is produc$ by dipp+ a ske9 ( y>n twice 9 ! dye1 fir/ ! entire ske9 9 ! light] %ade & !n a portion ( x 9 ! d>k] %ade4 ,v>i\s types ( f9e or broad jaspes are obta9$ by ! twi/ giv5 ! y>n4 ,f ! ,fr5* ^w mean+ m>bl$4 ,l9oleum3 ,a two-ton$ patt]n resembl+ m>ble4 ,jute4--,fib] f inn] b>k ( jute plant1 us$ z base = *eap] rugs4 ,pick4--,! weft ?read %uttl$ ?r\gh ! fabric crosswise ( ! loom betwe5 ! w>p ?reads4 ,! weft s]ves to tie 9 ! y>n t =ms ! surface tufts or loops4 ,! numb] ( picks p] in* is indicative ( ! clos5ess ( ! weave2 = example1 a high class ,wilton has ab\t #ac picks p] in*4 ,9 ! ,axm9/] weaves1 ! ^w r[ means ! same z pick4 7,see ,wires47 ,pile4--,project+ fib]s or tufts on surface ( rug2 ! nap4 ,pile weav+4--,9 :i* !re are two w>ps "o ) ! weft =m+ ! base & ! o!r1 =m$ into loops ov] wires1 mak+ ! pile4 ,9 ,brussels1 ! wire is pull$ out leav+ ! loop intact4 ,9 ,wiltons1 !re is a knife at ! end ( ea* wire :i* cuts ! y>n z ! wire is drawn out1 mak+ ea* loop a tuft4 ,! pile is clos] on ,wiltons ?an on ,brussels1 z #ac wires are us$ to ! in*1 #h be+ cu/om>y on ,brussels4 ,pit*4--,indicative ( clos5ess ( weave1 consid]$ 9 connection ) pick or r[s4 ,pit* means ! numb] ( w>p ?reads p] in* measur$ crosswise ( ! loom4 ,! w>p ?reads run l5g?wise ( ! fabric & int]lock to b9d 9 ! weft1 ?us fa/5+ ! surface y>n4 ,! clos] toge!r ! w>p ?reads ! f9] ! weave2 = example1 good ,wilton rugs are #bef pit*1 mean+ t !re are #bef w>p ?reads to ea* #bg in*es ( wid? ( c>pet1 or #a1jbd 9 a #i by #ab rug4 ,qu>t]4--,unit ( loom wid?1 #i in*es1 or ( a y>d4 ,! /&>d c>pet wid? is 1 or #c times #i equals #bg in*es4 ,y>d-wide c>pet is kn[n z _/2 #i feet wide z _/2 #ae feet wide z _/1 etc4 ,%ot4--,! numb] ( weft ?reads 7see pick7 consid]$ 9 ref]5ce to ! tufts or loops ( surface y>n4 ,two-%ot means t !re is "o weft ?read betwe5 ea* r[ ( pile tufts4 ,?ree-%ot means ?ree weft ?reads to ea* r[ ( tufts1 "o on ! back & "o on ea* side4 ,?ree-%ot1 requir+ m mat]ial & m loom motion1 adds to ! co/1 b increases durability4 ,/aple4--,! g5]al fib]s ( wool or cotton1 consid]$ z an index ( quality2 = example1 a s+le fib] judg$ by itself z to l5g?1 ?ickness1 & resili5cy d5otes ! quality ( ! bat*4 ,/uff]s4--,co>se y>n 7usually jute7 runn+ l5g?wise ( ! fabric t is caught by ! weft & w>p & b\nd into ! fabric to =m a ?ick1 /iff1 protective back+4 ,top colors4--,colors =m+ ! design1 z di/+ui%$ f ! gr\nd color4 ,tuft4--,a bun* ( flexible fib]s l hairs1 unit$ at ! base4 ,f9e ,wiltons conta9 #ah1jjj tufts to ! squ>e foot4 ,w>p4--,?reads runn+ ! long way ( rug1 betwe5 :i* ! weft1 or wo( 7cross ?reads7 are wov54 ,weft4--,?reads runn+ ! %ort way ( ! rug4 ,wires4--,metal rods ins]t$ betwe5 w>p at same "t weft is ins]t$1 crosswise ( loom4 ,:5 )drawn1 result+ loops compose ! pile4 ,numb] ( wires is also us$ z index ( quality4 ,wo(4--,same z weft4 ,wor/$4--,select$ wool y>n made f long fib]s1 comb$ p>allel & twi/$ h>d4 ,?ree p\nds ( raw wool provide "o ( wor/$4 ,app5dix ,f4--,,an ,,adv]tis+ ,,*eck ,,li/ ,?is adv]tis+ *eck li/ 0 work$ out by ! ,*icago ,tribune = apprais+ ! effectiv5ess ( retail adv]tis+4 ,copy :i* gets #gj po9ts or bett] has prov$ to be satisfactory4 ,sample *eck+ ( y\r adv]tisem5ts aga9/ ?is table occasionally is sugge/$4 ,rat+ #a4 ,does ! headl9e conta9 news value8 #ae #b4 ,is !re a promise to ! read]'s self-int]e/8 #ae #c4 ,is !re an appeal = direct action8 #aj #d4 ,is ! adv]tisem5t ( prop] size = ! importance ( ! (f] & = its mo/ favorable pres5tation8 #aj #e4 ,is ! adv]tis]'s signature cle>ly display$8 #e #f4 ,is ! m]*&ise or s]vice m5tion$ 9 ! headl9e8 #c #g4 ,does ! headl9e include ! "n ( ! firm8 #b #h4 ,does ! illu/ration %[ ! m]*&ise or s]vice 9 use8 #e #i4 ,does ! illu/ration invite ! read] to project himself into x pleasantly1 pr(itably1 or favorably8 #c #aj4 ,does ! lay-out locate elem5ts logically & eye-invit+ly8 #e #aa4 ,is ! lay-out excit+ or att5tion compell+8 #c #ab4 ,does ! copy tell :at is new1 diff]5t1 or bett] ab\t ! m]*&ise or s]vice1 especially f ! /yle angle8 #c #ac4 ,does ! copy inspire en?usiasm = ! m]*&ise or s]vice8 #c #ad4 ,does ! copy h a def9ite r+ ( tru? & s9c]ity8 #e #ae4 ,does ! copy tell ! m]*&ise or s]vice is pric$ to save money8 #b #af4 ,does ! copy tell t ! product is gu>ante$1 la/+1 & gives good s]vice8 #c #ag4 ,does ! copy develop & appeal to price8 #b #ah4 ,does ! copy or illu/ration imply ! m]*&ise increases sex appeal8 #c #ai4 ,does ! copy tell :y ! m]*&ise is s pric$8 #a #bj4 ,does ! copy tell ( ! seasonal appeal ( ! m]*&ise8 #a #ba4 ,does ! copy describe ! m]*&ise or s]vice ) reasonable complet5ess8 #b #bb4 ,does ! copy indicate a p]sonal loss = n buy+ or us+ ! product8 #a #bc4 ,are all negative ?\ghts connect$ ) ! product elim9at$ f ! copy8 #b #bd4 ,does ! copy indicate en?usiasm ( us]s1 su* z te/imonials8 #b #be4 ,does ! copy br+ out sup]iorities ( ! m]*&ise or s]vice ov] competitive products8 #a #bf4 ,is ! urge to action repeat$ ?ree times--9 ! head+1 9 fir/ p>agraph1 & 9 clos+8 #e #bg4 ,is ! price display$ s x w comm& suffici5t att5tion8 #c #bh4 ,is !re a free deal1 free (f]1 free trial1 or some?+ free includ$8 #c #bi4 ,h all details to facilitate action be5 includ$8 7,phone numb]1 ord] blank1 /ore h\rs1 m5tion ( air condition+1 p>k+1 etc47 #b ,app5dix ,g4--,,fivefold ,,sell+ ,,plan ,,= ,,floor ,,cov]+s#ce ,"o furniture /ore has enjoy$ a record ( sales increases e mon? b "o = ! la/ #b ye>s 9 ! floor cov]+s dep>tm5t4 ,?is is attribut$ to a fivefold m]*&is+ approa* bas$ ^u /yle & value4 ,dur+ ! entire ye>1 o!r ?an at special sales p]iods ?is company promotes ori5tal reproductions1 f9] broadloom 7tone on tone7 c>pet+1 wa%$ c>pet1 inlaid l9oleum 7y>d goods71 always acc5t+ ,/yle & ! necessity ( f9e floor cov]+s 9 relation to f9e home furni%+s4 ,dur+ ! s-call$ sale p]iods ( ! ye>1 ! /ore features ,room-wide floor cov]+s1 ,b\nd broadloom remnant rugs1 l[-pric$ #i by #ab ,axm9/]s1 &1 9 ,febru>y & ,augu/1 ori5tal reproductions at r$uc$ prices4 ,! /ore !me is1 ,value 9 e adv]tisem5t4 ,cu/om]s are always sold ! adv]tis$ m]*&ise1 & full /ocks make x unnecess>y to say--,madam1 we are sold out4 ,^! two ?+s build cu/om] confid5ce 9 ! /ore's publicity & 9 ! /ore itself4 ,"h are ! fundam5tals ( ! ,fivefold ,plan3 #a4 ,adv]tis+4--,bas$ on #e p]c5t ( ! dep>tm5tal volume1 ! floor cov]+ dep>tm5t is repres5t$ 9 ! newspap] #eb weeks ( ! ye>4 ,con/ant promotion insures results4 #b4 ,w9d[ display4--,a w9d[ is assign$ to ! dep>tm5t e week :]e9 may be f\nd ! adv]tis$ m]*&ise1 or new & highly /yl$ floor cov]+ innovations4 ,a ,w9d[ ,e ,week4 #c4 ,inn]-/ore displays4--,! !me is ,f9e floor cov]+s are a necessity 9 ! home ( today4 ,e "o ( ! model rooms features z an integral "p ( ! furni%+s a f9e rug4 ,! same holds true 9 ! ,small] home gr\p+s4 ,^! rugs are n plac$ on ! floor & =gott54 ,! furniture salesm5 call att5tion to !m daily4 ,! c>pet salesm5 f "t to "t make use ( ^! gr\p+s z sell+ aids4 #d4 ,tra9$ salesp]sons4--,new m]*&ise is sold fir/ to ! salesp]sons4 ,!y are taught also t tru? is ! mo/ p[]ful sell+ argum5t4 #e4 ,s]vice4--,! cu/om] is n sold to be =gott54 ,?is company keeps 9 con/ant t\* ) ! cu/om] aft] ! sale is made1 bo? to fo/] bus9ess & to keep h] satisfi$4 ,app5dix ,h4--,,color ,,& ,,/yle ,,9 ,,mod]n ,,adv]tis+ ,,copy8 ,= mon?s we h be5 int]e/$ 9 *eck+ home-furni%+s adv]tis+ copy 9 daily pap]s4 ,?is easily may become m ?an an absorb+ pa/ime4 ,z ?is is writt51 !re is be=e u copy ( a d\ble-page spread by a well-kn[n company :i* sells home furni%+s4 ,! copy fairly %\ts color1 tape/ries1 & p]iod /yles4 ,ev5 brief /udy ( ! copy w %[ h[ _m & v>i$ are ! (f]+s to meet ev]-increas+ competitive dem&s = some?+ new4 ,?is "o piece ( copy--typical ( _m appe>+ 9 ! daily pap]s--%\ld conv9ce any home-furni%+s salesman t he mu/ be a con/ant /ud5t if he is to appe> at 8 be/ z an int]pret] ( color & /yle to 8 cu/om]s4 ,look at ?is p>ade ( #ai diff]5t colors1 bo? pla9 & pebbly twi/1 9 c>pets 9 #i-1 #ab-1 & #ae-;foot wid?s4 ,pla9 colors ,res$a gre54 ,beav] taupe4 ,royal blue4 ,hea!r-mi/4 ,*]ry r$4 ,norm&ie rose4 ,horizon blue4 ,fr5* pea*4 ,burgundy4 ,maple tan4 ,h5na w9e4 ,rosegl[4 ,dubonnet4 ,fr5* grey4 ,pebbly textur$ colors ,burgundy4 ,res$a4 ,maple tan4 ,rosegl[4 ,royal blue4 ,tango ru/4 ,jade gre54 ,fr5* pea*4 ,plat9um beige4 ,burnt copp]4 ,de]-tone4 ,dubonnet4 ,ori5tal rugs 9 exquisite bl5d+ ( colors & native orig9ality 9 design are (f]$ 9 ,india1 ,teh]an1 ,g>evan1 ,kirman1 ,bidj>1 & ,ardebil weaves4 7,see footnote #e1 p4 #afj1 unit ,,viii47 ,= ! d9+ room !re are ,%]aton-,hepple:ite gr\ps ( g5u9e mahogany con/ruction rubb$ & !n wax$ to its deep ri* r$ color4 ,*oice is (f]$ ( p$e/al d9+ table1 or "o ( ! leg type2 also *oice ( ! fam\s ,hepple:ite %ield back or ,%]aton model *airs4 ,o!r (f]+s include an ,adam gr\p 9 g5u9e ,honduras mahogany ) beautifully figur$ swirl mahogany v5e]s1 delicately c>v$2 an ,engli% ,*ipp5dale gr\p2 an ,e>ly ,am]ican gr\p ( solid rock maple con/ruction4 ,sep>ate pieces = ! ap>tm5t d9+ room f :i* "o may create 8 own ensemble include (f]+s ( a-- ,%]aton ext5sion console--g5u9e ,honduras mahogany con/ruction inlaid ) sat9wood4 ,duncan ,phyfe side *air ( lyre back design4 ,colonial corn] cab9et--g5u9e ,honduras mahogany4 ,%]aton drop-leaf table ( ! p$e/al type4 ,= ! liv+ room are (f]$ uphol/]$ pieces--s(as1 w+ *airs1 easy *airs1 op5 arm*airs1 'tailor$' 9 effective cov]+s2 b :i* may be pur*as$ 9 musl9 & tailor$ 9 fabrics ( y\r own selection4 ,look at ^! notewor?y dep5dable furniture fri5ds3 ,*ipp5dale w+ *air ) h&somely c>v$ cabriole legs2 ball & claw feet4 ,tape/ry tailor+4 ,fireside w+ *air4--,colonial ,*ipp5dale design2 ball & claw feet ( solid mahogany4 ,tailor$ 9 tape/ry4 ,engli% easy *air4--,expos$ frame solid mahogany cov]$ 9 a comb9ation ( tape/ry & velvet4 ,engli% club *air4--,seat cu%ions fill$ ) g5u9e d[n4 ,tailor$ 9 damask4 ,engli% ,*ipp5dale s(a4--,tailor$ 9 damask4 ,eighte5? c5tury easy *air4--,tailor$ 9 frieze4 ,b>rel-back *air ( ,engli% design4--,tailor$ 9 brocatelle4 ,! occasional pieces include3 ,secret>y ,desk 9 ?ree designs--,am]ican ,hepple:ite1 ,colonial ,%]aton1 & ,e>ly ,colonial4 ,cocktail table4--,hepple:ite design--h&-tool$ lea!r top4 ,cocktail table4--,*ipp5dale p]iod--swirl figur$ v5e] top4 ,ti] table aft] ! colonial p]iod--ea* ( ! tops is squ>e 9 %ape mak+ an ideal lamp table = ! *air side4 ,knee-hole desk4--,eighte5? c5tury ,engli%4 ,kidney desk4--,f9i%$ 9 ! old colonial r$ tone4 ,ne/ ( tables4--,%]aton 9 design--ma/] table has h&-tool$ lea!r top4 ,book %elf4--,e>ly colonial 9 design1 g5u9e ,honduras mahogany4 ,= ! b$room are _m new int]pretations ( old p]iods 9 int]e/+ color f9i%es & a v>iety ( woods1 includ+ an (f]+ (-- ,am]ican ,hepple:ite f9i%$ 9 ! new silv] gre5 kn[n z silv]-m9t4 ,am]ican ,%]aton4--,honduras mahogany inlaid ) sat9wood4 ,engli% ,%]aton4--,inlays ( m>quetry4 ,*ipp5dale gr\p foll[+ ! ,*9ese influ5ce4 ,mod]n figur$ oak4--,blond color--trimm$ ) silv] h>dw>e--hang+ mirrors ( cry/al type4 ,*9ese ,*ipp5dale gr\p4--,g5u9e ,amazon mahogany ) crot* mahogany panels4 ,e>ly ,am]ican4--,solid maple f9i%$ 9 ! traditional tone4 ,fr5* ,prov9cial4--,solid maple1 f9i%$ 9 lovely p9e color1 ea* piece effectively proportion$--tw9 b$s ( ! footless type ) uphol/]$ headbo>ds1 cov]$ 9 *9tz4 ,app5dix ,i4--,,*eck ,,li/ ,,= ,,plann+ ,a ,,/ore-,,wide ,,promotion 7,c\rtesy ! ,national ,retail ,furniture ,association1 ,*icago1 ,ill47 #a4 ,op5+ date2 clos+ date4 7,,note4--,! mo/ successful /ore-wide promotions run #aj days4 ,two weeks %\ld be ! limit4 ,make y\r plan at lea/ a mon? ahead4 ,be all set at lea/ a week 9 advance47 #b4 ,"n4 7,?is %\ld include at lea/ a h9t ( ! reason :y y are hold+ ?is sale47 #c4 ,m]*&ise to be featur$4 7,see t a good p]c5tage ( ?is is new m]*&ise1 items t y h nev] run be=e4 ,/ore-wide ev5ts bas$ entirely on old m]*&ise are nev] z successful z !y %\ld be47 #d4 ,total adv]tis+ exp5diture = ev5t3 a4 ,newspap]s4 b4 ,direct-mail4 c4 ,radio4 d4 ,w9d[ & /ore displays4 #e4 ,adv]tis+ exp5diture by days4 7,/>t y\r sale (f ) a bang & end x ) a gr& f9ale4 ,! middle w take c>e ( itself47 #f4 ,presale or old-cu/om] c\rtesy days3 a4 ,! dates4 b4 ,=m ( ann\nc+ !m to cu/om]s 7lett]1 fold]1 phone calls1 etc474 c4 ,special t]ms1 premiums or o!r inducem5ts to old cu/om]s :o pur*ase on ^! dates4 7,,note4--,sale or no sale1 mo/ ( y\r bus9ess comes f old cu/om]s4 ,see t !y get special att5tion 9 any /ore-wide ev5t47 #g4 ,w9d[ displays3 a4 ,m]*&ise to be featur$4 b4 ,w9d[ /ream]s4 c4 ,price & description signs4 #h4 ,int]ior & o!r displays3 a4 ,aisle bann]s1 po/ hang]s1 elevator signs1 ca%i] & cr$it dep>tm5t signs4 b4 ,g5]al floor arrangem5t & special m]*&ise displays4 c4 ,buttons or o!r special id5tification insignia = salesm54 d4 ,truck bann]s4 #i4 ,price tags4 ,= any /ore-wide ev5t1 y\r m]*&ise %\ld c>ry special price tags--n ! ones y ord9>ily use4 #aj4 ,quotas3 a4 ,by dep>tm5ts4 b4 ,by salesm54 #aa4 ,meet+s3 a4 ,special meet+ = all employees4 b4 ,meet+ = sales employees only4 c4 ,meet+ = cr$it employees only4 #ab4 ,special employee remun]ation3 a4 ,/ore-wide sales conte/1 sell+ & non-sell+ help4 b4 ,conte/ = salesm5 only4 c4 ,special spiffs on p>ticul> pieces ( m]*&ise :i* y wi% to pu%4 7,,note4--,x is n recomm5d$ t e /ore-wide promotion embrace e "o ( ^! po9ts1 al?\gh ?is is possible4 ,y %\ld1 h[ev]1 consid] all ^! possibilities 9 plann+ y\r /ore-wide sale47 ,app5dix ,j4--,,ready ,,ref]5ce ,,index ,accessories1 #acf1 #ade1 #aia1 #aih1 #bae1 #bbg1 #bcb ,adam furniture & decoration1 #eh1 #ff1 #fg1 #gb ,adjo9+ rooms1 relation%ips among1 #aga ,adv]tis+1 #c1 #g1 #aif1 #bfe1 #bff1 #bfg ,all-ov] c>pet+1 #aga1 #aha ,alum9um1 #gc ,am]ican /yles1 #gj1 #afe ,analog\s color h>monies1 #aca1 #acd ,animal fib]s1 #aec ,antique3 ,furniture1 #fj1 #gc1 #afa ,rugs1 #afj1 #afa ,ap>tm5t liv+ room1 #bfg ,ar*itectural factors 9 sell+ furniture1 #aca1 #acc ,argum5t1 folly (1 #gh ,armures1 #aeg1 #afh ,axm9/] c>pet+s1 #ga1 #aeg1 #afj1 #afd1 #bca ,balance 9 room arrangem5t1 #adb1 #adg ,basket weave1 #afg1 #afh ,beauty3 ,nature (1 #aca ,relation to price1 #acb ,b$d+1 #ajg1 #ajh1 #bje ,b$room3 ,*ildr5's b$rooms1 #bjh ,decorative processes1 #fa1 #bjf1 #bcg ,drap]ies1 #bjg ,floor cov]+s1 #agb1 #bjg ,relaxation room1 #bje ,sales ( m]*&ise =1 #gf1 #bje1 #bjh1 #baj ,wall treatm5ts1 #bjf ,b$spr+s1 #aai1 #bjh ,blond woods1 #ajj ,body ,brussels c>pet+s1 #aed1 #afd ,book rack1 use ( hang+1 #eh1 #bba ,brackets1 #ff ,breakfa/ nook1 #bag1 #bba ,breakfa/ room1 #ajj1 #bag1 #bah ,broadloom c>pet+s1 #afe1 #afh1 #bff ,brocades & brocatelles1 #ed1 #fj1 #aef1 #aeg ,buffets1 #ed1 #aif1 #bce ,bureaus1 #ea1 #id ,burls1 #ia1 #bee ,buy+ habits1 #c1 #bd1 #ce1 #cf1 #ch1 #db1 #hc1 #hd1 #aif1 #baj ,cab9ets1 #ej1 #ef1 #fc1 #fi1 #ahi1 #aij1 #aic1 #aif ,cabriole leg1 #da1 #fi ,calcim9e colors1 #ahj1 #ahg ,call trade1 #e1 #h ,c>olean /yle1 #gj ,c>pet+s1 #aec1 #aee1 #afj1 #afb1 #agj1 #agd ,case goods1 #ea1 #id1 #baj ,c$> *e/1 #ahg ,cellulose pla/ics1 #bci ,c5t] ( int]e/1 #ada1 #ahd ,*airs1 #ea1 #ee1 #fd1 #ib1 #id1 #aib1 #aid1 #bca1 #bcg ,*aise l\nge1 #ee1 #eh1 #bje ,*>les ,i1 ,,ii furniture1 #fa ,*eck-up1 ! daily1 #aj ,*5ille c>pet+s1 #aed1 #afj1 #afb1 #bfc ,*e/s1 #ea1 #eb1 #ed1 #ahi1 #aij1 #bjh1 #bji1 #bci ,*iffoni]1 #eh ,*9a %elves1 #ff1 #aif ,*9ese1 influ5ce 9 decoration1 #fc1 #ff1 #bcb1 #bce ,*9tzes1 #fd1 #aeg1 #aeh ,*ipp5dale furniture1 #af1 #fd1 #fe1 #ff1 #gb1 #gf1 #bfg1 #bfh ,*romatic circle1 #aci ,*romium1 #gc1 #ig1 #bai1 #bcf ,clocks1 #ef1 #fc1 #aij1 #bce1 #bcf ,cocktail tables1 #aeg ,coils1 #aab1 #aac1 #aad1 #aae ,coir1 #aec1 #aee ,colonial furniture1 #gj1 #gb1 #aic1 #bcg1 #bfg ,color3 ,*>t ( color comb9ations1 #ace1 #adf ,def9itions1 #acd1 #acf1 #bbg ,emotional effects (1 #acc1 #acd1 #acf1 #ade1 #bah ,managem5t1 #ace1 #acf1 #aci1 #adj1 #bce ,means = l>g] sales1 #bfg ,names & families1 #acd1 #ace ,sales talk bas$ on1 #acc1 #acf ,color s*emes3 ,g5]al1 #acc1 #acf1 #aci1 #aga ,b$room1 #aga1 #bjf ,breakfa/ room1 #ajj1 #bah ,connect+ rooms1 #aie ,d9+ room1 #aij1 #aia ,hall1 #aga1 #ahf ,kit*51 #bai ,liv+ room1 #aga1 #ahj1 #ahe1 #bca ,sunroom1 #ajj1 #aga ,commodes1 #cf1 #bce ,competition3 ,factor 9 sell+1 #cf1 #aig ,=ms (1 #aif ,complem5t>y colors1 #acd1 #ace1 #acf1 #agf ,confid5ce3 ,de/roy$ by unprov$ ass]tions1 #cc ,w9n+ ! buy]'s1 #cd1 #dj1 #aig1 #bbb ,console tables1 #ed1 #fg1 #adc1 #ahi1 #bcg ,con/ruction3 ,hidd5 values1 #cj1 #ic1 #if ,me?ods 9 floor cov]+s1 #afb-aff ,me?ods 9 furniture1 #ie1 #bad ,ord] ( 9 sales pres5tation1 #ca1 #hd1 #bad ,wom5's attitude t[>d1 #di1 #hd1 #aig1 #bdj ,consum] education3 ,wide spread1 c1 #e1 #aj1 #cg1 #gd1 #ajg ,problems increas+1 #e1 #aig ,s]vice to1 #e1 #ic1 #abc1 #aih1 #bah1 #bcd ,contra/3 ,z an elem5t ( beauty1 #aci ,z a me?od 9 %[+ furniture1 #baj1 #baa1 #bac ,cotton fib]s1 #aaf1 #aec1 #aed ,c\*1 /udio1 #fc ,craftsman%ip1 #gh1 #ib ,cr$5zas1 #ed ,cretonnes1 #aee1 #aeh1 #bae ,crewel embroid]y1 #aei1 #aij1 #bdg ,crot* figure1 #hb1 #ia ,cupbo>ds1 #bdg ,cu/om]3 ,att5tion to1 #bj1 #bb1 #hd1 #ajh1 #aii1 #bji ,buy+ habits1 #ce1 #hd1 #bji1 #bbb ,influ5c+ !1 #f1 #dj1 #ajh1 #abc1 #aih ,meet+ !1 #bd1 #aii1 #bda ,psy*ology (1 #bc1 #db1 #he1 #aih1 #bjj1 #bji1 #bda ,types ( exceptional1 #cb1 #gh ,daily *eck-up1 #aj1 #cf1 #bda ,damasks1 #ed1 #fj1 #aah1 #aed1 #aeg ,david /yle1 #fj ,d9+ room3 ,comb9$ ) liv+ room1 #aic1 #aie ,decoration (1 #aij1 #bcg ,d9ettes1 #aid1 #aie1 #bcg ,floor cov]+s1 #aia1 #bfg ,junior d9+ rooms1 #aic1 #aid1 #aif ,light+1 #aij1 #aib1 #bbg ,relation to connect+ rooms1 #aic ,w9d[ treatm5ts1 #aib ,directoire furniture1 #dh1 #fj ,dom9ant elem5t3 ,me?od (1 #acg1 #ahi ,necessity =1 #ahi ,drap]ies3 ,*oice (1 #fi1 #acf1 #bjg ,fabrics1 #acf1 #aee1 #bjg ,function (1 #ach1 #bjg1 #bae ,l5g? (1 #ahc ,patt]ns1 #acf1 #ahc1 #aib ,wom5's int]e/ 91 #baf ,drum pr9t+ ( c>pet+s1 #aeh1 #afj1 #afe ,dut* cab9et1 #fc ,e>ly ,am]ican1 #ga1 #aic1 #bac1 #bcj1 #bcf ,easy *air1 sales proc$ure1 #ag ,elizabe?an /yle1 #fa1 #fb ,embroid]ies1 #ff1 #aei1 #aih ,emotional h>mony1 te/ =1 #adc1 #add1 #ade ,emotional values3 ,color1 #ace1 #ach ,light1 #acc1 #ach ,l9e1 #acg1 #ach ,proportion1 #acg1 #ach ,empire /yle1 #ei1 #fj1 #gb ,enamel+1 #ajj ,engli% /yles1 #fa1 #bfh ,ensembles3 ,advantages1 #agb1 #aii1 #bjh ,build+ units = use 91 #agb1 #aid1 #baa ,sales te*niques1 #agb1 #agd1 #aif1 #aii1 #bjj1 #baa ,fabrics1 #db1 #aec1 #agb1 #bbj1 #bbh ,fea!rs1 #abd ,f$]al p]iod1 #fj ,felt-base c>pet+s1 #afj ,fib]s1 textile1 #aec1 #aed1 #aef1 #aff1 #aib ,figures 9 woods1 #cd1 #he1 #if1 #bbe ,f9i% z an elem5t ( value1 #di1 #ig1 #ih1 #bji ,f9i%+ me?ods1 #gc1 #ig1 #ih ,fireplace gr\p1 #ahd1 #bce ,flake figure1 #hg ,flax1 #aec1 #aee ,floor cov]+s3 ,*oice (--,see discussion ( v>i\s rooms1 #aha1 #bjg1 #baf ,c>e (1 #aff1 #afi ,color managem5t 91 #aei1 #bjg ,common t]ms1 #bfc ,con/ruction 91 #cc1 #aei ,pla9 vs4 figur$1 #agb1 #bjg1 #baf ,sales talk bas$ on1 #aga1 #baf1 #bff ,us$ to unite adjo9+ rooms1 #aga ,floor plans1 nature & use1 #bj1 #ba1 #bjj ,fluoresc5t light+1 #bbf1 #bbh1 #bch ,foll[-up ,me?ods1 #aij1 #bjj ,foot3 ,v>i\s types (1 #fi1 #bdh ,def9$-gloss>y1 #bdh ,=mal balance1 #adc ,francis ,i1 #ee ,fr5* ,prov9cial1 #ei1 #fj1 #aid1 #bcg1 #bfh ,fr5* ,r5aissance1 #ee1 #bcj ,friezes1 friss1 #aef1 #bfh ,furniture3 ,arrangem5t1 #ada1 #add1 #ahc1 #aid ,cov]+s1 #add1 #aee ,effects1 wom5 int]e/$ 91 #he1 #acb ,hidd5 values1 #cc1 #db1 #ic1 #id1 #if ,selection & use1 #aie ,uphol/]y1 #if ,furniture woods3 ,appeal (1 #he1 #hh ,f9i%es1 #ig1 #ih1 #ii1 #bee ,h>dwood & s(twood1 #hg ,li/ ( pr9cipal1 #bee ,/ructure & eye appeal1 #hf ,gate-leg table1 #fb1 #fc1 #fd1 #aie ,georgian /yles1 #fd1 #gb1 #bcg ,gir&oles1 #ff1 #fg1 #bdh ,glass3 ,furniture mat]ial1 #gc ,curta9s1 #ahb1 #bjg1 #baf ,gloss>y1 #bdg ,grass rugs1 #aff1 #afh ,gr\p+1 importance (1 #acb1 #ada1 #add1 #adg1 #ahd1 #ahe1 #bca1 #bcg ,gr[?-r+ figures1 #hf ,gue/ room1 #bjh ,hall3 ,color s*eme =1 #ahf ,decorative pr9ciples =1 #ahf1 #ahh ,drap]ies1 #ahh ,floor cov]+s1 #ahh ,m9imum equipm5t1 #ahi1 #aij ,h>mony3 ,nature (1 #aca1 #add1 #adf1 #bjh ,te/s =1 #ade ,hepple:ite furniture1 #fg1 #fh1 #bfg ,high-light+ m]*&ise1 #da1 #gf1 #gg1 #baa1 #beb ,high-pressure me?ods1 #ah1 #cg1 #aig ,hook$ rugs1 #afj1 #agc ,horsehair1 #aec ,hues1 def9ition ( t]m1 #acd1 #bbj ,imag9ation 9 sales1 #h1 #aih1 #bag1 #bah ,inlay1 hi/oric use (1 #db1 #ed1 #fi1 #id1 #bdg ,int5sity 9 color1 #ahc ,int]ior ,decoration3 ,def9ition (1 #c1 #aca1 #acc ,basic pr9ciples1 #ach1 #ada1 #aih1 #bda ,inv5tory y\r home1 #acc1 #baa ,italian ,r5aissance1 #eb1 #gg ,jacqu>d weave1 #aah1 #aef1 #afc1 #afg ,jacobean /yle1 #fa1 #fb ,jute1 #aec1 #aee1 #bfc ,kapok1 #aag1 #abe1 #aec1 #aee ,key piece me?od ( sell+1 #cc ,kit*53 ,accessories =1 #bah1 #bbj1 #bce ,breakfa/ nook1 #bag1 #bba ,color 9 !1 #bai1 #bbj ,curta9s = !1 #bbj ,decoration (1 #bbj1 #bcf ,floors1 #bbj ,walls1 #bbj ,knee-hole desk1 #eh1 #bfh ,knickknack %elves1 #bcf ,kroehl] survey1 #ci ,lacqu]1 #ef1 #fc1 #fd1 #ig1 #ii1 #bdh ,ladd]-back *air1 #ff ,lamps1 #agc1 #aii1 #bae1 #bbg1 #bcj1 #bce ,latex1 #aag ,lea!r1 #ed ,legs1 table & *air--/yles (1 #bdh ,libr>y1 #aga ,light3 ,emotional effect (1 #acc1 #bcb ,relation to color1 #acc1 #bjg ,light+3 ,fluoresc5t1 #bbg ,me?ods = rooms1 #add1 #bcj1 #bca ,l9e & =m1 emotional values1 #acg1 #aci1 #bjh ,l95s1 #aee ,l9oleum3 ,mat]ials & con/ruction1 #gc1 #afj1 #afe ,us$ 9 v>i\s rooms1 #aha1 #ahh1 #bbj ,liv+ room3 ,color s*emes =1 #aga1 #ahj1 #ahe1 #bca ,decorative pr9ciples1 #agi1 #ahh ,gr\p+s1 #ada1 #bfg ,individual pieces1 #aic1 #bfg ,relat$ m]*&ise =1 #agi ,room picture me?od1 #aig ,sett+ up complete room1 #aig1 #aii1 #bjj ,wall treatm5ts1 #ahj ,l\is ,,xiv furniture & decoration1 #ee1 #eg1 #hh ,l\is ,,xv furniture & decoration1 #ef1 #eg1 #fj ,l\is ,,xvi furniture & decoration1 #eh1 #fj1 #fi1 #gf ,love seat1 #fi1 #adc ,lum9osity 9 color1 #bbg ,ma*9e-made furniture1 #gg1 #gh1 #ib ,mahogany1 #eh1 #fj1 #fd1 #fg1 #gc1 #ajj1 #bcb1 #beh ,maple1 #ib1 #ajj1 #aic1 #bac1 #bcb1 #bei ,m>quetry1 #db1 #ef1 #eh1 #bdi ,mat]ials z elem5t ( value1 #ca1 #di1 #hd1 #aaj ,mattresses1 #ajf1 #ajh1 #aab1 #aaf1 #bjh ,m5 z buy]s1 #ch1 #aai ,mirrors1 decorative use (1 #ef1 #ff1 #acg1 #ahg1 #ahi1 #aia1 #bcb1 #bcc ,mohair1 #aec1 #aed1 #aef ,moi/ure cont5t 9 woods1 #id ,moss1 #aec1 #aee ,motifs 9 decoration1 #ada1 #aha1 #bjf1 #bce ,murals1 #bcf ,names1 importance 9 sell+1 #bc1 #be ,ne$lepo9t1 #ed1 #fd1 #aei ,neutral colors1 #acf1 #acg ,night tables1 #bje ,nurs]y1 #aga ,oak1 #ef1 #fa1 #ii1 #bei ,objections3 ,h[ to anticipate1 #bab ,h[ to answ]1 #i1 #aii ,occult balance1 #adb ,odd pieces1 sell+1 #aid1 #bjh ,ord] tak+ vs4 sell+1 #ah1 #adj1 #bjf ,ori5tal rugs1 #fa1 #ge1 #afj1 #bff ,ornam5t1 #fg1 #gc ,outfit sales1 te*nique =1 #aii1 #bjj ,palm fib]1 #ig1 #aec1 #aee ,panel+1 prop] employm5t (1 #ga1 #ahj1 #bcg ,p$e/als1 #ef ,p]iod furniture & decoration1 #di1 #bce ,p]sonality1 elem5ts (1 #f1 #ab1 #bda ,phyfe1 ,duncan1 #gb1 #aic1 #bfg ,physical h>mony1 te/s =1 #ada1 #ade ,pictures 9 decoration1 #acg1 #ach1 #aia1 #bcb1 #bcc ,pill[s1 #ajf1 #aji1 #aab1 #abc1 #abd1 #abe ,plann$ sell+1 me?ods (1 #aij1 #aii1 #bja1 #bjh1 #baj1 #bbc ,pla/ics ent] field ( competition1 #ajj1 #bcg1 #bch ,plu%es1 #aef ,plywood3 ,con/ruction1 #hi1 #ij ,*>act]i/ics1 #if1 #bdj ,value1 #ij ,por* furni%+s1 #ajj1 #bag ,p[d] table1 #eh ,prices3 ,elem5t ( value1 #h1 #gh1 #hc1 #bjf1 #bbb ,*ang+ attitude t[>d1 #gh1 #aaa1 #aca1 #aif ,judg+ cu/om]'s level1 #acb1 #bjf ,meet+ competition (1 #aaa1 #aig ,:5 to quote1 #bd1 #bjj ,prim>y colors1 #acd1 #ace ,pr9t$ l95s1 #aeh ,progress program *>t1 #d ,proportion1 emotional value (1 #acg ,prote9 pla/ics1 #bci ,pure colors1 effect (1 #acd ,quality1 (t5 a conceal$ value 9 furniture 9 relation to price1 #ic ,que5 ,anne /yle1 #fc1 #fe ,que/ions z an aid 9 sell+1 #ai1 #bb1 #ch ,ramie1 #aec1 #aee ,rattan1 #ig ,rayon1 #aah1 #aec1 #aee ,re$ furniture3 ,mat]ials & con/ruction1 #ic1 #if ,9 ! sunroom1 #bae ,relat$ m]*&ise3 ,importance ( sell+1 #g ,sale (1 #g1 #aij ,r5aissance1 !1 #ea ,repetition3 ,arti/ic me?od (1 #cd ,basic importance 9 sell+1 #cd ,resi/ance--due to unprov$ ass]tions1 #i1 #baj ,retail-/ore s]vices1 #agd1 #bff1 #bfi ,rococo ornam5t1 #ff1 #fi1 #bdi ,roll] %ades1 #ahb ,room arrangem5t1 #ba1 #acc1 #adg1 #bjg ,room picture me?od1 #acf1 #aih1 #bjj1 #baa1 #bad ,rugs3 ,arrangem5t ( small1 #aha1 #ahh1 #aib1 #bjg ,*oice (1 #aha1 #ahh1 #aib ,common t]ms1 #bfc ,h&-tuft$ weaves1 #afj ,prop] m>g9s =1 #aha ,sales proc$ure =1 #dc1 #gd1 #afd1 #aga1 #agb ,sale3 ,clos+ !1 #ag1 #bc1 #bab1 #bad1 #bbb ,/>t+ !1 #ag1 #ah1 #acb1 #baa ,salesman3 ,z bus9ess build]1 #c1 #he1 #ajg1 #abb1 #adj1 #bbb ,z int]pret] ( appreciations1 #gh1 #he1 #ach1 #adj ,daily *eck-up1 #aj1 #ab1 #af ,equipm5t (1 #aj1 #he1 #adj ,objectives (1 #e1 #ag1 #bbb ,te*niques us$ by1 #f1 #h1 #hc1 #agb1 #bjf ,sales volume3 ,s\rces ( increas+1 #e1 #g1 #hd1 #ajg1 #aaa1 #aih ,ways to l>g]1 #e1 #bjh1 #baj1 #baa1 #bbb ,sate51 sat91 #aah1 #abf1 #aef1 #bji ,sav]y1 ,william1 #gb ,scatt] rugs1 #aha1 #bjg ,scre5s1 #ef ,secret>ies1 #ada1 #bfh ,sell+3 ,accord+ to plan1 #bj1 #agc1 #baj1 #baa ,fundam5tals 91 #h1 #aj1 #bi1 #cg1 #bba ,hidd5 factors 91 #db1 #he1 #bje1 #bab1 #bda ,%ade z a color t]m1 #acc1 #acd ,%ades3 ,see w9d[ %ades1 #agj1 #ahb1 #aib ,lamp1 #bbi ,%ad+ 9 pile c>pets1 #baf ,%ad[ pr9ts1 #aeh ,%e5-type rugs1 #cc ,%elves1 wall1 #bce1 #bcf ,%]aton furniture & decoration1 #af1 #fh1 #fi1 #bfg ,sidebo>ds1 #fg1 #fi ,silk1 #aec ,sisal rugs1 #afh1 #afi ,small rugs1 #aha ,s(a b$1 #fj1 #ajg1 #abf1 #adc1 #bcb ,sol>ium1 #bad ,solid furniture1 #gc1 #hg1 #ij ,spaci\sness1 secur+ effect (1 #acg1 #ada ,spani% furniture & decoration1 #ed ,spr+s1 #ajg1 #aab1 #aae ,/a9s1 #ih1 #ii ,/air c>pets1 #agb1 #ahh ,/eel z furniture mat]ial1 #gc1 #ajj ,/ore s]vices1 #agd1 #bff1 #bfi ,/ret*]s1 #ec1 #fc1 #fd1 #ib ,/udio c\*1 #ajf1 #abf ,/yle3 ,appeal ( color 91 #bfg ,appeals bas$ on p]iod decoration1 #gd1 #gf1 #gh ,z a sell+ factor1 #h1 #di1 #ge1 #ahj1 #bab ,see p]iod furniture discussion1 #di ,sunroom3 ,decorative pr9ciples1 #ajj1 #aga1 #bad1 #bae ,furniture suitable =1 #bad ,typical treatm5ts =1 #bae1 #baf ,sup]latives1 avoid use (1 #i1 #bd1 #baa ,syn!tics1 #gc1 #bdj ,tables3 ,b$side1 #bcg ,breakfa/1 #fj ,con/ruction (1 #eb1 #id ,d9+ room1 #fj ,gate-leg1 #fb ,importance ( small1 #ej1 #ef1 #eh ,kit*51 #b1 #bai ,occasional1 #g1 #eb1 #ahi1 #bcg ,tea1 #fj1 #bca ,tab\ret1 #ee1 #ef ,tact1 #h1 #bda ,taffetas1 #add1 #aeg ,tallboys1 #fd ,tape/ries1 #ef1 #ajf1 #acf1 #ada1 #aee1 #aef1 #ahi1 #bcf ,tape/ry ,brussels c>pet+s1 #afe ,textile fib]s1 #baf ,!rmopla/ic1 #bci ,!rmosett+1 #bci ,tick+1 #aah ,t9t1 z a color t]m1 #acd ,tone1 color1 #acd1 #aci1 #afa ,t\*1 s5se (1 #db1 #dc1 #dd ,tra9+ levels1 #d1 #e ,tru? 9 sell+1 #i1 #cc1 #cd1 #ge1 #gg1 #ajh1 #aii1 #bff ,tuft1 #aai1 #afd1 #agj1 #bfc1 #bfd ,twill weave1 #aah1 #aef1 #afg1 #afh ,unit1 %ift+ f to entire room1 #aih1 #aii ,unity z elem5t ( beauty1 #aha ,unmat*$ furniture1 sale (1 #ahi1 #aia1 #aic1 #bjh ,uphol/]$ fabrics3 ,*oice (1 #aah1 #aed1 #aei1 #ahe1 #aid ,see discussion ( v>i\s rooms1 #aei1 #bji ,hi/oric practices1 #ef1 #aed ,uphol/]$ furniture3 ,con/ruction (1 #ic ,hidd5 values1 #ic1 #if ,utility3 ,z a buy+ motive1 #h1 #ej1 #acc1 #adg ,values1 #h1 #acc1 #add ,value3 ,def9$ z color t]m1 #acc ,h[ to demon/rate1 #bi1 #hd1 #id ,real nature (1 #hc ,/udies ( emotional1 #acc1 #acd ,:5 to demon/rate1 #ca1 #aji ,v>gu5o1 #da1 #ec ,vegetable fib]s1 #aed ,velvet c>pet+s1 #afe ,velvets2 vel\rs1 #fj1 #gf1 #aef ,v5e]3 ,beauty & hi/oric use1 #ee1 #hg1 #hh1 #ia1 #bbh ,prep>ation (1 #hf1 #hh1 #hi ,sales talk bas$ on1 #gc1 #ia ,:5 to sell m]its (1 #ij1 #ia ,v5etian bl9ds1 #ahb1 #bjg1 #baf ,v]nis ,m>t91 #da ,vocabul>y build+3 ,aids to1 #da1 #gf ,importance (1 #ce1 #dj1 #ge1 #gg ,li/ ( descriptive t]ms1 #da ,sugge/ions =1 #da ,voyeuse1 #fj ,wall decorations1 #adg1 #ahi1 #aia1 #bce1 #bcf ,wall panels1 #aij1 #bae ,wallpap]s1 #acf1 #aci1 #adg1 #ahh1 #aia1 #bjf1 #bae1 #bcg ,wall treatm5ts3 ,color 91 #agj1 #bbj ,connect+ rooms1 #ahf ,description ( me?ods1 #da1 #adg1 #bae ,pa9t$1 #ahj1 #ahg1 #bjf1 #bah1 #bbj ,pap]$1 #fd1 #acg1 #ahj1 #bjf1 #bah ,prop] relation%ips among1 #adg1 #ahj1 #ahh1 #aia1 #bae ,walnut1 #ee1 #eh1 #fc1 #gc1 #ia1 #ajj1 #bcb1 #bfa ,w>m colors1 #ace1 #bah ,w>p pr9ts1 #aee1 #aeg1 #aeh1 #bfc ,wa%$ rugs1 #afa1 #bff ,wavy figures 9 woods1 #bef ,weft1 #aef1 #aeg1 #bfc1 #bfd ,:ite us$ 9 decoration1 #bjd1 #bjf1 #bai1 #bbh ,william & ,m>y furniture & decoration1 #fc1 #fe ,wilton c>pet+s1 #aed1 #afj1 #afc1 #afe1 #bfc ,w9d[ display1 #dj1 #bff ,w9d[ %ades1 "* & use1 #agj1 #ahb1 #aib ,w9d[ treatm5ts1 #dj1 #ada1 #ahb1 #aib ,wood3 see furniture woods1 #he1 #ic ,woodwork 9 ! decorative process1 #ih1 #ii ,wool fib]s1 #aec1 #afh ,wool5 & wor/$ y>ns1 #aec1 #aed ,wom5 z buy]s1 #ce1 #cg1 #hd1 #aif1 #aii1 #baa1 #baf ,^w pa9t+1 importance 9 sell+1 #ce1 #bjh1 #bab ,,footnotes3 #cb ,/atem5t prep>$ by ! ,mahogany ,association1 ,*icago1 ,ill4 #cc ,/atem5t prep>$ by ,am]ican ,walnut ,manufactur]s ,association1 ,*icago1 ,ill4 #cd ,! ,s5g ,h&book1 ,! ,s5g ,co41 ,*icago1 ,ill4 7#aici71 pp4 #ed-ee4 #ce ,reproduc$ by p]mission ( ,rob]t ,b4 ,palm]1 adv]tis+ manag]1 ,duff ,repp1 ,kansas ,city1 ,mo41 & ! ,national ,furniture ,review4 ,,transcrib]',s ,,notes ,sil5tly correct$ simple spell+1 gramm>1 & typographical errors4 ,reta9$ ana*roni/ic & non-/&>d spell+s z pr9t$4 ,enclos$ italics m>kup 9 und]scores4 ,enclos$ bold sans-s]if m>kup 9 tildes4