The Edison phonograph monthly (Dec 1914-Dec 1915)

12 EDISON PHONOGRAPH MONTHLY, APRIL, 1915 EDISON SALESMANSHIP EVERY Edison salesman as he goes forth to sell Edison goods ought to feel abundantly confident of success, for back of his efforts is Edison superiority and Edison organization. If he has any doubts at all of the superiority of the Edison product, let him eradicate it once and for all by a very simple and effective plan. Let him make an exhaustive test of the Edison alongside of any and all other machines; of the Blue Amberol alongside of any and all other machines; of the Blue x\mberol alongside of any and all other Records; and if he feels that he might be personally biased, let him take to the test one or two disinterested friends. One cannot sell successfully if he has a "lingering suspicion" that he hasn't really the best on the market; he cannot convince others of that fact unless he himself is enthusiastic about Edison superiority. We know of no means to accomplish this result so good as this exhaustive test. "Salesmanship is one of the greatest games there is — it's the matching of the wits of the salesman against the wits of the buyer, and the harder the proposition, the more joy to the true salesman in landing the order. It's a confidence game, not because the salesman tries to do the buyer, but because the salesman's bearing, his appearance, his manner of approaching and presenting his arguments, must inspire confidence in him, his goods and his house." Hugh Chalmers, President of the Chalmers Motor Company of Detroit has defined salesmanship as follows: "Now what is salesmanship? If I were asked to define it in a simple way I should say that it is nothing more or less than making the other fellow feel as you do about the goods you have to sell. I have found with salesmen that it is nine-tenths men and onetenth territory. In short, it is a matter of personal equation. The qualities of success, as I have found them, are health, honesty, ability, initiative, knowledge of the business, tact, industry, sincerity, open-mindedness and enthusiasm. It takes a combination of things to make a business profitable." It takes a combination of qualities to make a Phonograph and a Phonograph Record perfect. But in order to make a perfect Record profitable to handle there must be a real business organization behind it. Such an organization is the Edison, Edison skill, Edison honesty, and Edison progressive methods have made the Edison Phonograph and the Blue Amberol Record one of the biggest factors in the market to-day. Let the salesman remember this and enthusiastically add his selling ability and his enthusiasm for success is then assured. Edison salesmanship is the greatest opportunity for an earnest, determined and tactful man in the selling line to-day. One Edison dealer says his salesmen have confidence because they don't have to lie about the goods they sell, and so speak confidently and forcibly. MUSICAL ECHOES Paderewski has a rare sense of humor. He was recently introduced to a well-known polo player and the person who introduced him said: "1 hope you two will be good friends for you are both leaders of your professions, though they are, of course, very different." "Oh not so very different," replied Paderewski smiling. "My new friend here is a dear soul who plays polo and I am a dear Pole who plays solo." (Paderewski's Minuet is a good seller. Blue Amberol 1558). The pleasure of hearing several Edison artists in one evening was recently afforded a local Masonic Lodge — The Roseville (N. J.) Lodge No. 143 F. & A. M.— on the occasion of its Fortieth Anniversary. Marie Kaiser, Helen Clark, John Young, Frederick Wheeler, Harvey Hindermeyer, Donald Chalmers, Joseph Phillips and Ed Meeker made the evening a memorable one. The Edison Brass Quartet also entertained the audience with several choice selections. A neat program was issued, on the last page of which the Edison disc was displayed with these words "The entertainers this evening can all be heard on the new Edison Diamond Disc Phonograph." Robert Grau says the cost of presenting Grand Opera has increased 500 per cent during the last thirty years, and has now reached such colossal figures that it is a question whether a halt will not be called even in this operatic era. In 1870 the budget came to 315,000 a week. Then it soon increased to 320,000, then to 330,000. In 1899 it cost 350,000 a week. The present weekly cost at the Metropolitan Opera House, New York, is in excess of 360,000. It is difficult to imagine how the powers that be can call a halt, for 35.00 a seat opera can only be tenable with the presentation of the world's greatest artists and most celebrated singers in the casts. Each year the number grows less, and stellar lights do not appear on the horizon as readily as they vanish. (Edison opera records are wonderfully reasonable at the prices asked). Fanny Crosby, the noted hymn writer, who recently passed away at 95, blind, some years ago had an Edison phonograph installed through the courtesy of our representative in Bridgeport, Connecticut. In thanking him in a letter made public at the time, she said: "Its clear silver tones, its sweet classical melodies, beautifully and artistically rendered have held us all captive. We hail the Edison Phonograph and venerate the genius of him whose deep research and unwearied perseverance have made him the wonder and admiration of a progressive and literary world." Albert Spalding, the noted violinist, recently gave a recital in New York at which his Edison disc records were used to show how true they were to his playing