Saleswoman

“ The more accurate her knowledge of materials, the better saleswoman she will make. She should also take a personal interest in the wants of her customers. Her object is to sell articles which will give satisfaction.
The average earnings of saleswomen at times seem disappointingly small. It should be remembered, however, that the indifferent or careless girl lowers the average. The successful saleswoman, after some years of work, may earn from fifteen to twenty dollars a week. ”

“ The prosperity of the business in the future depends on the fashion and the amount of money in circulation. Winter is the best season for the sale of goods. The women are mostly German; they succeed best in knitting, because they are brought up to it. There are openings in the business, West and South. A saleswoman told me her business is hard on the back, because of the standing, reaching up, and bending. She is paid $6 per week, her store companions $3, spending eleven hours in the store. A person of business qualifications requires only practice to make a saleswoman. ”

“ If a saleswoman has excellent business ability, she may, after years of experience, become an important influence in the management of the store. Some departments offer greater opportunities than others. The more expensive the article to be sold, the more is required from the saleswoman. A very young girl will not be found selling coats and cloaks or expensive suits and dresses. "The customer who is spending a large amount of money wants to have confidence in the judgment of the saleswoman," is the saying of an expert in store management. ”

“ The successful saleswoman gains the confidence of her customers, holds them, brings millions of francs' [Pg 51] worth of business to her employer, and receives a commission on all sales. One saleswoman, among the best in her class, makes as much as fifteen thousand dollars a year out of her commissions, and, though this is exceptional, all earn good incomes. ”

“ Further, in one store the management especially advises the saleswomen to be seated at every moment when the presence of a customer does not require her to stand. But the saleswoman's inability to attract possible customers while she is seated still keeps her standing, in order not to diminish her sales.
Curiously enough, it would seem that the shopping public of a nation professedly democratic will not buy so much as a spool of thread from a seated woman. ”

“ Salesmanship. Passing from the class of work which has to do with making things to that group of occupations which has to do with the distribution of various products to the consumer, we shall naturally consider, first of all, the saleswoman. In any given group of young and untrained girls drawn as in our schools from varying environment and heredity, the natural saleswomen will probably be in the minority. I do not mean that girls may not often express a desire to "work in a store" as apparently the easiest and most immediate employment for the untrained girl. ”

“ The girl who enters the employment of a store should determine to become a skilled saleswoman.
Fortunately, the work of the saleswoman is steadily rising in its standing as a good occupation. It is becoming skilled employment. Already there are a number of schools which teach salesmanship, and many of the larger departmental stores have courses of instruction for their salespeople. The managers of these stores say that this training pays both the store and its staff of employees. ”

“ It is not difficult for the average girl to become an efficient saleswoman. To recapitulate—she should be neat and pleasing in appearance, quick to learn, willing to obey, with good manners and bright intelligence, and she should be interested in her work. She should have a "head for figures," a knowledge of correct English, and ability to work quickly and courteously at the same time. ”

“ After training the employees make better wages and the store earns a higher percentage. Any girl who wants to be a saleswoman should, if possible, take a course in salesmanship either at a business college, a trade school, or at a Young Women's Christian Association, or she should try to find a position in a store where there is a school for employees. ”

“ A saleswoman—the same one the manager assigned to Rose under the misconception which that smart French ulster of hers had created when she came into the store—now came around behind the screen to gather up the frocks the girls had shed. ”

“ Nothing in the past experience of most saleswomen can give them a clue as to the “how.” Few have bought extensively, and few have an environment which would make them judges of quality. Even inborn taste must suffer through inexperience. The saleswoman cannot rely on her own judgment for the ability to give expert advice, and who is there to teach her? Her co-workers are not competent, the floor managers are not competent, the department buyers are too busy. As to understanding her customers, she is still more hopelessly without a source of instruction. ”

“ We never lose sight of a woman that shows any business capacity, but of course that’s only as a rule in heads of departments. A saleswoman gets about the same right along. Two thirds of the girls here are public-school girls and live at home. ”

“ The saleswomen were aided by young women, evidently selected for their height and good figures, whose duty it was to continually whip on a dress or mantle, and promenade back and forth before the purchasers. By these shrewd manœuvres, many a fat dowager or dumpy woman of wealth was induced to purchase an elegant garment, which, upon the lithe, undulating figure of a girl of twenty was a thing of grace and beauty, thinking it would have the same effect upon herself. ”

“ I can put you right in as stock-girl till you get the hang of things. I always think stock-girl work is the finest sort of training for salesmanship.”
He saw by her expression that she did not know what a stock-girl was, that she did not realize what a privilege it was to be put at once in the coveted Cloak-and-Suits. But she rose at once. He liked [Pg 129] the way she stood up, with one thrust of her powerful body. That was the way he liked to have salespeople get up, alertly, when a customer came in. It expressed willingness to serve and strength to give good service. ”

“ Nevertheless, from the woman’s point of view retailing deserves separate consideration, because, whether as a branch of Family Industry or as a trade in itself, the employment of selling was so singularly adapted to the circumstances of women, that among their resources it may almost take rank with agriculture and spinning. ”

“ A woman's statement that she is not yet ready to buy is in many cases merely a "defense mechanism"—a psychological device to serve as an excuse to leave if she senses that high-pressure selling effort is being applied. It is possible that if we answer, in effect, "Please don't think of yourself as a customer, but rather as a valued guest of the store. This is not a busy hour for me, and while you are here I hope you will let me show you some more of the new things, which are particularly interesting this season," we may be able to develop the confidence and desire necessary to effect a sale. ”

“ A woman alights from her splendid carriage before one of the expensive shops where shawls are sold in the Rue Vivienne. She is not alone; women almost always go in pairs on these expeditions; always make the round of half a score of shops before they make up their minds, and laugh together in the intervals over the little comedies played for their benefit. Let us see which of the two acts most in character—the fair customer or the seller, and which has the best of it in such miniature vaudevilles? ”

“ This gives us a large number of women who are engaged in the sale of goods. For the girl of the commercial mind, salesmanship in some form presents certain possibilities, although there is far less chance for her to rise in this work than for a boy. She must begin at the most rudimentary work, as cash or errand girl, and her progress will necessarily be slow. She will require an ability to handle with some skill elementary forms of arithmetic, an alert and observing mind, an interest in and some knowledge of human nature, and good health to endure the confinement of the long day. ”

“ Women know how to buy for women—or should know. How foolish indeed would be the merchant prince of the New York of this day who would not instantly say "yes" to the assertion that feminine taste in buying is the one thing with which his store absolutely could not dispense. So the woman buyer in our city stores is so much an accepted fact as to call today for little special comment, save possibly to add that in no store outside of Macy's has she come more completely into her own. The buyer's job covets her. And she covets the buyer's job. ”

“ Here and there a younger woman, dressed in the fashion of the best shop in the town, with a basket of rather more elegant shape, went about her marketing with equal decision, if more fashion: the wife of some tradesman who lived in one of the numerous new villas with small gardens increasing every year on the fringe of the old town, who still liked the stir of the market and a bargain, but whose chief reason for marketing herself would be given to a friend as, "you can't trust those girls. ”

“ To name the various kinds of business in which women are found making for themselves a sustenance would be to give a list of the many lines of retail trade; but the shopwoman of the earlier part of the nineteenth century is quite a different person from the tradeswoman of the latter half. Instead of a small, obscure shop, conducted in a hesitating, apologetic manner, to-day women are as aggressive advertisers, make as fine displays in their shops, and sustain the same business relations with the wholesale dealers, as do the retail dealers of the other sex. ”

“ Saleswomen, usually plain-featured, but vivacious, waylaid the feminine foot passenger with cunning importunities, after the fashion of market-women, and using much the same language; a shop-girl, who made free use of her eyes and tongue, sat outside on a stool and harangued the public with "Buy a pretty bonnet, madame?—Do let me sell you something!"—varying a rich and picturesque vocabulary with inflections of the voice, with glances, and remarks upon the passers-by. Booksellers and milliners lived on terms of mutual understanding. ”

“ She also debated as to whether it [Pg 45] would be wise to ask for one shilling and ninepence per day instead of the customary one shilling and sixpence. If the house was a big one she might be required by this new customer oftener than once a week, and, perhaps, there were others in the house besides the lady who would find small jobs for her to do—needlework or messages, or some such which would bring in a little extra money; for she professed her willingness and ability to undertake with success any form of work in which a woman could be eminent. ”

“ I met some grand women at Bloomington, one who has been a successful merchant in the dry-goods business. She has not only supported her self and a family of children, but cleared $5,000 in five years. Another lady is a furniture dealer; when her husband died she went on with the business, and although he was so much embarrassed that every one advised her to close up and save what she could, she has paid all the debts, saved a handsome sum of money, and been every way more successful than her husband before her. A lady is the head of an establishment where music and pianos are sold. ”

“ You know it’s women who make the homes for people at home, and why not the homes for people traveling?... I’m woman sales-manager for Truax & Fein—sell direct, and six women under me. I’ll show you my record of sales. I’ve been secretary to an architect, and studied architecture a little. And plenty other jobs. Now you take these suggestions of mine to your office and study’em over with your partner and we’ll talk about the job for me by and by. ”

“ Many a poor woman, unable to purchase the articles required, has obtained them to sell on commission, and, by industry and economy, earned sufficient, in the course of time, to purchase a stock of her own. I called on a lady that keeps a variety store. She sells gloves, handkerchiefs, suspenders, and such articles to gentlemen, and tape, buttons, &c., to ladies. She would rather sell to gentlemen. She has been keeping store thirty-five years. ”

“ Quite a battle was waged at the shop-counters, where woman was pitted against woman in a sharp rivalry of wealth and beauty. There was the sullen jealousy of the saleswomen towards the well-dressed customers, the ladies whose manners they tried to imitate, and there was a still stronger feeling on the part of the poorly-dressed customers, those of the lower middle-class, against the saleswomen, those girls arrayed in silk, from whom they would have liked to exact a servant's humility even in the serving of a half franc purchase. ”

“ It is in the matter of buying and selling that we perhaps have most frequent representations upon the monuments. And women as well as men are portrayed driving their bargains with the venders of all sorts of wares. Women both buy and sell in the public places. One has perfume of her own manufacture, upon the merits of which she glibly descants, even in terms poetic, as she thrusts the jars under the nostrils of the hoped-for purchaser. ”