We use Optical Character Recognition (OCR) during our scanning and processing workflow to make the content of each page searchable. You can view the automatically generated text below as well as copy and paste individual pieces of text to quote in your own work.
Text recognition is never 100% accurate. Many parts of the scanned page may not be reflected in the OCR text output, including: images, page layout, certain fonts or handwriting.
EDISON PHONOGRAPH MONTHLY, SEPTEMBER, 1915
O
Interior Store of "Harrison/' Richmond, Ind. "HARRISON" OF RICHMOND, IND., A LIVE, AGGRESSIVEyDEALER
NE of the liveliest and at the same time one Wescott Hotel Building, Richmond. His repreof the most popular Edison dealers in the sentation of the Edison Disc is invariably high whole State of Indiana is A. J. Harrison, class. He advertises liberally in the local papers.
In demonstrating the tonal quality of the Edison Diamond Disc, if you draw your customer's attention to any special feature of the particular record you are about to play, be sure he understands you. Play the record over two or three times, if need be, until he hears what you hear; until he grasps (or begins to appreciate) the wonders, the quality, and great amount of music, found on the Edison Diamond Disc Record. When this is accomplished your road to closing a sale becomes smooth sailing.
I have found in selecting the first records to demonstrate, that it is best to choose extremes. Let a band follow a violin; a soprano follow a reed orchestra; a bass follow an instrumental trio.
Now, when you realize that your customer is in the proper mood, then is the fitting time to hand him a record catalog and ask him to make some selections.
You now have arrived at the critical point of the sale. Everything seems satisfactory and yet you don't feel just sure what move to make next. You are anxious not to spoil the influence already effected. You know, by experience, that you can
say too much. Right here is the time to talk about furnishings — that is, what particular style of Edison Cabinet would be best suited to the room the instrument is intended for. Sometimes people make their decisions at once — but more often they take a catalog and talk it over at home.
So far, everything, apparently, is O. K. Your prospect is going to let you know his decision "in the next few days." Just here is where so many good sales are lost — some extraneous interference upsets the whole situation; if you wait a couple of days to hear from your prospect he has wandered so far away that it takes double work to bring him back; and, even if you do succeed in bringing him back (which is doubtful) you have lost a decided advantage by waiting. My suggestion is to see your party that very night; call on him at his hrrve. Most li'-Hv you will be asked to give your opinion — to help select the style of cabinet most appropriate for the room in question.
Finally let me say, don't waste your time with the luke-warm or undecided prospects. Follow up the live ones. Don't ever speak of the Edison as a "machine" but invariably as a "musical instrument." Impress this fact upon your prospect.