The talking machine world (Jan-June 1919)

22 THE TALKING MACHINE WORLD January 15, 1919 WORK THE REAL SECRET OF SUCCESSFUL SALESMANSHIP (Continued from page 21) HAVE LEASED NEW BUILDING outstanding certain features in his make-up. He is a student of human nature and applies his knowledge. Rarely does he approach two people or treat with them exactly alike; he displays much versatility in his methods; he impresses his customer with confidence in his sincerity, and faith in his judgment; in a word, he dominates, but with a diplomacy which lends charm to his work. The real salesman is short on "bluff" and long on conviction. He conveys truth and value. His feet are squarely on the ground, his head well and securely poised, and his manner fearless, but never offensively aggressive. He leads to a favorable decision; never crowds his customer. He believes in himself and his merchandise; has unshakable faith in his house, and is proud of his job. Still other points are well to mention in the conduct of the well-organized salesman. He will have developed to a high degree his ability to concentrate on his argument and his work. It will be conscientiously prepared and arranged in logical order and the whole will be governed by an all-abiding and controlling intelligence. Tact, in all walks of life, is desirable, but the advice to the salesman in his interviews to waste neither his own nor his prospect's time is invaluable. We will concede that there are many kinds of salesmen. Some sell big concerns, some the small dealer. Others call upon those who require frequent visits, while many reach their trade very infrequently. Some flash for a moment, while others grow steadily. Certain men can make large sales once, but dare not come back — the slick kind. But to me the real salesman is the man who takes a territory, builds it up and grows stronger and more popular with each successive trip. To most seasoned salesmen the ideas brought forth herewith are more or less elemental. They may gain nothing from them, but if the poor chap who is unsteady and floundering, and the young fellow who is just starting out, receive the slightest stimulation I shall have been amply repaid for my trifling effort. In conclusion, there is the exceptional, the rare — very rare — and brilliant salesman, the man th.at does tremendous things. I cannot discuss this type for I am not "one of him." Diamond Music Co., of New Orleans, Moving to New and Larger Headquarters MAXWELL'S BOOK FOR SOLDIERS Latest Volume on Salesmanship to Be Sent to Soldiers in France With the coming of peace comes the era of the salesman. The throttle of the great engine of American industry is open wide; the orders are full speed ahead. With increased production in every plant throughout the land, the salesman's part in the life of business becomes vital. As Mr. Edison said recently, "The salesman had to take a back seat during the war, but his tinte has now come. He can do more than anyone else, now, to keep the wheels of industry turning at full speed." The Young Men's Christian Association in its work with the soldiers abroad recognizes this importance of salesmen to American industry. It has decided to make available for the boys "over there" waiting to return the study of salesmanship so that when they get back such of them as desire may enter the ranks of American business as salesmen. To further this plan the Y. M. C. A. has purchased 2,200 copies of William Maxwell's book entitled "Salesmanship" to send to the Yanks overseas who intend to enter the selling game when they come back. F. S. Hemenway, president of the Diamond Music Co., New Orleans, Edison jobbers, writes: "Owing to the early expiration of our lease of 151 Baronne street, and the fact that the building does not answer our purposes, we have leased a three-story building at 341 Baronne street, which is large enough to accommodate both our wholesale and retail departments. We are renovating and improving this new location and will move into same during the month of January. The new building is twenty-five feet wide by one hundred and eight feet long, ground floor, and when we get settled into this we will be in much better position to serve our customers satisfactorily. "It was always a handicap to run the two departments separately, requiring two separate organizations as they were three blocks apart, but now we will have them under one roof where the writer and our Mr. Donnelly can look after every detail of both departments. Our wholesale offices will be on the second floor, and the ground floor will be devoted to the retail department and the re-creations. We are fitting up the whole front of the building into a large reception room with ivory fibre furniture and Wilton rugs, cretonne hangings and furniture covers. We are adding another booth to what we had in the old place, making a total of four booths and the large reception and recital room. The fixtures will be refinished in ivory, and we think the appearance will be a great improvement over the old place." If one does not believe that honesty is the best policy, one should try it. INCREASE IN FOREIGN TRADE The total foreign trade in the United States in the four years preceding the war was $15,972,000,000. In the four fiscal years since the war began it has increased until it now amounts to $29,332,000,000. Possess all the sterling qualities that go to build up a successful phonograph business. They are sold to builders of all the high-grade talking machines, and give universal satisfaction to the user. We are in position to take care of your orders promptly. Our factory is running day and night apd we employ only the most skilled mechanics. Build satisfaction into your products by using the Qyality Line Dayton Motors Dayton Tone Arms Dayton Reproducers Sold all over the world and used in the highest class talking machines. Write for particulars. 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