(The Modern Tailor Outfitter and Clothier Vol III)
Observation
At the commencement of a sale, the first task of the salesman lies in careful observation, in the process which is sometimes known as "sizing up".
He must become a veritable Sherlock Holmes in his endeavour to notice evry detail in the customer's appearance and manner which will enable him to deduce his tastes, habits and financial standing. Much can be learned from the first glance : his age, his size, his probable occupation, his general tidiness or otherwise. This inform must be supplemented by tactful questions and conversation ; and every effort should be made to get the customer to talk about himself. Having leanred all he can about his customer, the salesman is now in a position to decide what will be the most suitable materials to show him.
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