CONTENTS 



PAGE 



Preface vii 



Publisher's Note viii 



Part I — Anticipation 



Chapter I. "To Be or Not to Be" a Nurseryman 1 



Chapter II. What Other Nurserymen Advise 8 



Part II — Preparation 



Chapter III. Establishing a Nursery Office 17 



Chapter IV. The Fundamentals of Selling 25 



Chapter V. The Practice of Publicity 33 



Chapter VL The Practice of Salesmanship 41 



Part III — Realization 



Chapter VII. Some Thoughts on Landscaping 53 



Chapter VIII. Your Relations with the Customer 58 



Chapter IX. The Nurseryman and the Law 61 



Chapter X. Planning for Planting ; 62 



Chapter XL Buying For Planting 68 



Chapter XII. Care in Planting 76 



Chapter XIII. Bibliography of the Nursery Business 80 



Appendix A. A Practical System of Cost Accounting. ... 83 

 Appendix B. Horticultural Standards 95 



V 



