[Retail Sales Film - Luggage, 1960s]

That's right. I need something for business trips. It's good-looking and easy to carry. How about this? As this is a big seller, lightweight construction, it'll hold your suit and accessories very neatly. Do you fly a lot? I sure do. I go on overnight trips all over the country. See, I have something here that's just great for quick trips by air. It's designed to fit under the seat of an airplane. That'll eliminate waiting for your luggage at airports. A big time saver. Say, hey, that's pretty nice. It's a beauty. Nothing I like better than really good leather. Isn't the leather kind of heavy for carrying around? You know, there's only a couple of pounds difference between these two. Try it. It has a light aluminum frame. After all, you're only going to carry one change of clothes. That's right. This one's really a knockout. When you use something a lot, I think that it ought to be the kind that you enjoy the most. You'll notice that the manufacturer calls this the first class traveler. Mhm. I can see why. I wonder how it'll look after I've used it for a while. Well, the leather will darken. It mellows with age, so to speak. Gets more beautiful. And it's reinforced at the corners to take a lot of wear. It's good for a long time. And notice how well organized these fittings are. Well, I use luggage so much. Maybe I ought to give myself a present and get something special. Cut. Good job. Looks to me like the customer was sold what was right for him, what he needed. He bought luggage that he likes and it'll give him good service. But if the salesman hadn't taken control and presented the advantages of better quality, none of this would have happened. Right. Okay, now let's get on to this other situation. Mrs. Logan, will you step in, please? Now, this time, we want to show another way to boost the total. The quick, easy, extra sale that can be made after the first purchase is decided on. This depends on some logical, welltimed suggestions from you, Mr. Edwards. The idea is to help the customer buy all that's needed and wanted. Okay. Scene two, take one. Action. I know your husband will appreciate your choice. Well, thank you for helping me decide. It's a handsome piece. Well, since you like this so much, may I show you a companion to it? This matching attach case just as handsome, isn't it? Oh, that's lovely. Perfectly lovely. But I I hadn't planned to buy anything else today. No, no, thank you. Well, maybe your husband's birthday is coming up. Not his birthday, but we do have an anniversary in a few weeks. He already has an out of shake case, but it's kind of tired looking. He uses it so much. He'd be tickled with this. I know. In fact, I can't think of anything he'd like more. Well, I hadn't intended to, but it'll be wonderful to have his gift all taken care of. It's a good feeling to have just the right gift already, isn't it? Would you like a luggage tag attached to each piece? This is a good design. I can have your husband's name printed on them. Yes, please do. The bags are too beautiful to risk losing. Cut. That ought to do it nicely. It shows the power of good suggestions in this sales building process. Well, just one thing. We don't want to mislead people to think that the customer always accepts every suggestion. They don't. But a refusal isn't a tragedy. No thank you just means that at least you made a try. Most tries pay off, right? And if you don't try to improve the quality or the quantity of a sale, customer isn't helped and nobody's satisfied. Hey, what's with you two? We just wanted to ask Mr. Edwards if his store had this leather luggage in stock. I uh I guess we're sold. [Music]