The Secrets of “Sell-A-Million Sam” (1961)
Title: “The Secrets of “Sell-A-Million Sam”"
Author: SAMUEL E. GROSS
Publisher: FAIRCHILD PUBLICATIONS, INC New York
Year of Publication: 1961
Pages: ~72
LOC Catalog Entry: http://lccn.loc.gov/61015949
Copyright Status: Public Domain in the United States and countries following the rule of the shorter term
FOREWORD:
“To his three adoring grandchildren he’s known as “Grandpa,” to his business acquaintances in the Orient he’s known as “Sam-Sam,” to the 150 salespeople who worked for him at Famous-Barr he’s known as “Mr. Gross,” but to practically everybody else in retailing he’s known as “Sell-A-Million Sam.” After reading this book, I don’t think you’ll have any difficulty in understanding how and why Sam Gross earned this latter nickname.
For when Sam retired from Famous-Barr earlier this year after almost forty years, he left behind a record seldom if ever matched in the annals of department store retailing. He was buyer for sport¬ing goods, auto accessories, radio, television, records, cameras and pet supplies for Famous-Barr’s downtown store and three branches, as well as chairman of the radio, television and camera buying com-mittees for the entire May Department Stores chain. His achieve¬ments in each of these capacities are legendary, and I consider him the greatest showman and best salesman I have known in retailing.
Typical of the buying coups scored by “Sell-A-Million Sam” was the 1950 deal that resulted in Famous-Barr’s acquisition of the stock of a bankrupt sporting goods firm in St. Louis. Some of us felt that the stock was too large to be handled profitably by Famous-Barr and the rest of the stores in our Company combined, but Sam per¬suaded us that he alone could handle almost the entire stock. As a result, thousands flocked to the Famous-Barr sale and, within two weeks, the stock was completely sold out.
This was no easy accomplishment. It required showmanship as well as salesmanship. It required enthusiasm and, above all, hard work.
It’s reassuring to know that, in spite of his retirement, Sam is still as active as ever. Testimony to that fact is the book you’re about to read, another milestone in the career of an outstandingly successful merchant.”
Morton D. May
President
The May Department Stores Company
St. Louis
June, 1961
TABLE OF CONTENTS:
Foreword iv
Introduction 1
Chapter 1. My wisest investment in human relations
Chapter 2. Short cuts to better buying
Chapter 3. The new buyer takes over…now what?
Chapter 4. Putting the “show” in showmanship
Chapter 5. Private brand for extra profits
Chapter 6. Speeding up slow-moving merchandise
Chapter 7. Promotions spell p-r-o-f-i-t
Chapter 8. How to buy and then sell close-outs
Chapter 9. Chalking up record sales with a recorder
Chapter 10. This little buyer went to market
Chapter 11. My miracle sales chart
Chapter 12. Mistakes you can easily avoid
Chapter 13. My little black book
Chapter 14. Getting your salesclerks to sell
Chapter 15. What about the customer
Chapter 16. When you think you’ve arrived, you’ve ceased to climb
Chapter 17. If I were a small retailer
Chapter 18. He started as a stock boy
Chapter 19. What’s ahead and how to face it
Chapter 20. One hundred steps to sales success
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