* *

Other traits which a salesperson may appeal to in the customer are:
Vanity, parental pride, greed, imitation, curiosity and selfishness. One
really gets in touch with a lot of nice people in this work and can
bring out the very best that is in them.

Customers are divided into groups indicative of temperament. There is
first the Impulsive or Nervous Customer. She is easily recognized
because she walks into the store in "a quick, sometimes jerky manner.
Her eyes are keen-looking; her expression is intense, oftentimes
appearing strained." She must be approached promptly, according to the
book, and what she desires must be quickly ascertained. Since these are
the rules for selling to people who enter the store in this manner, it
might be well, no matter how lethargic you may be by nature, to assume
the appearance of the Impulsive or Nervous Customer as soon as you enter
the store, adopting a quick, even jerky manner and making your eyes as
keen-looking as possible, with an intense expression, oftentimes
appearing strained. Then the clerk will size you up as type No. 1 and
will approach you promptly. After she has quickly filled your order you
may drop the impulsive pose and assume your natural, slow manner again,
whereupon the clerk will doubtless be highly amused at having been so
cleverly fooled into giving quick service.

* * * * *

The opposite type is known as the Deliberate Customer. She walks slowly
and in a dignified manner. Her facial expression is calm and poised.
"Gestures are uncommon, but if existing tend to be slow and
inconspicuous." She can wait.

Then there is the Vacillating or Indecisive Customer, the Confident or
Decisive Customer (this one should be treated with subtle flattery and
agreement with all her views), The Talkative or Friendly Customer, and
the Silent or Indifferent one. All these have their little weaknesses,
and the perfect salesperson will learn to know these and play to them.

There seems to be only one thing left for the customer to do in order
to meet this concerted attack upon his personality. That is, to hire
some expert like Mr. Ivey to study the different types of sales men and
women and formulate methods of meeting their offensive. Thus, if I am of
the type designated as the Vacillating or Indecisive Customer, I ought
to know what to do when confronted by a salesman of the Aristocratic,
Scornful type, so that I may not be bulldozed i