The talking machine world (Oct-Dec 1921)

170 THE TALKING MACHINE WORLD November 15, 1921 A^New Song Gem m the Famous "SAM FOX LIBRARY EDITION" On the recital and concert programs of many well-known artists. Recorded on VICTOR RECORD No. 45254 Just Released Sung by MERLE ALCOCK .Go. EXCELLENT NEW BOOK ON SELLING "The Science and Art of Selling," by James S. Knox, Analyzes the Basic Principles of Salesmanship in a Manner That Is Practical and Interesting — A Worth-while Treatise One of the best books published this year on salesmanship is "The Science and Art of Selling," by James Samuel Knox, A.M., LL.D. It is published by the Knox Business Book Co., Cleveland, O. This book, in a most conscientious manner, covers most completely the subject of its title. Divided into five parts, it discusses: (1) Fundamental Factors in Business; (2) The Basic Principles of Salesmanship; (3) Retail Salesmanship; (4) Efficient and Inefficient Selling Methods, and (5) Specialty Salesmanship. In the preface the author touches the keynote of his most estimable work. Quoting from the introduction, "Every bit of unnecessary waste must be eliminated from the handling of goods. This cannot be done through ignorance, which means waste and expense that must be paid by the customer. It must be accomplished by a careful technical training of every individual who has anything to do with the handling of the merchandise — traveling salesmen, clerks and merchants alike. Every untrained salesman, merchant or clerk adds to the high cost of living, which must be paid by the public." Through the volume the author explains, with extreme simplicity, the science of selling, and thereby points the way to eliminating unnecessary waste in the handling of merchandise and thereby reducing the cost to the ultimate consumer. In the first part, called "The Fundamental Factors in Business," the economics of distribution, trade channels, store management, bookkeeping, psychology of business, human instinct and the senses are discussed. The second division, "Basic Principles of Salesmanship," to which the greater part of the book is devoted, covers every angle of the salesman's individual problem from the approach to the closing of a deal. The third part, dealing with retail salesmanship, gives valuable information and suggestions to salespeople, cites several model selling talks, and discusses retail selling methods, store training and managerial problems. Then comes a discussion on efficient and inefKcient selling methods, which is carried out in a most illuminating way and which proves its points with several well-known examples and finally a treatise on the specialty salesman. Throughout the work there appear a great number of charts and illustrations which help the reader to more quickly and accurately visualize the procedure of development, which the author explains. The book throughout is arranged most conveniently. Divided into parts, as it is, and then into chapters, and with bold-faced captions used throughout the pages, the work is admirably suited for a reference book on selling. The pleasing style of writing which the author employs, together with the many interesting examples which he cites, takes the work out of the cut-anddried text-book class and makes it both instructive and entertaining to read. The volume should be most valuable to sales managers and salesmen in the music industry, as its contents pertain so closely to the problems of the sales force of the music store. RHINES SHOP OPENS IN CANTON Canton, O., November 3. — A branch store of the Massillon, O., Rhines Shop, exclusive Edison dealer, was opened here last week at Third street and Cleveland avenue. The new establishment contains five sound-proof demonstration booths. H. M. Rutledge. formerly of the Massillon store, has been made manager of the local branch. A complete line of Edison phonographs and records is handled and an Edison turntable has been installed. OKEH DISPLAY FOR DECEMBER The Okeh window display for December prepared by the dealer service division of the General Phonograph Corporation is artistic to a degree and typifies the Christmas spirit. During the past few weeks quite a number of Okeh jobbers and dealers have visited the company's headquarters in New York, and they have Interesting Window Display for Holiday Month evinced the keenest interest in the December display, stating that it will undoubtedly act as a marked stimulant to the sale of Okeh records during the Christmas season. A. H. CURRY CONVALESCING Orange, N. J., November 10. — A. H. Curry, recently elected vice-president of Thomas A. Edison, Inc., and in charge of phonograph merchandising, returned to Dallas a few weeks ago for the purpose of looking over his Edison wholesale and retail interests in Texas. While there he contracted appendicitis and was operated on in Dallas. The operation proved very successful and, although Mr. Curry's condition was very serious at one time, he is rapidly regaining his old-time strength and vigor. He is expected back in Orange by the first of December. A BUSY GRANBY FACTORY JOBBERS— ATTENTION ! Announcing to the trade that we are now making arrangements to allot exclusive territories in all sections of the country to responsible houses for an internationally known foreign record, for which there already exists a great demand in this country. The catalog is a complete one and comprises all languages, including German, Polish, Bohemian, Yiddish, Hebrew, Scandinavian, Irish, French and many others. Concerns interested in the handling of the leading foreign records are invited to communicate with us immediately for further particulars. HegemanStewart Corporation 338 Washington Street New York, N. Y. Newport News, Va.. November 7. — The Newport News Press in a recent article refers to the Granby factory in this city as being the only factory in the locality which has been running continuously full time and overtime during the last few years. There follows a detailed description of the addition to the Granby factory which will shortly be constructed and which was announced some months ago. This new addition, besides being an excellent example of a modern factory, will add considerably to the already large plant in this city. EMERY'S MUSIC STORE OPENS Emery's Music Store is the name of a new Victor establishment which was formally opened at Gardner, Mass., recently. A complete line of Victor products is handled in addition to pianos and sheet music. Sound-proof demonstration booths and other conveniences have been constructed for the comfort of patrons.