The talking machine world (Jan-Dec 1910)

The Talking Machine World Vol. 6. No. 2. IS THE SALESMAN BORN OR MADE? Environment as Important a Factor in the Making of a Successful Salesman as is Heredity — Certain Principles Must be Incorporated in His Make-up in Order That He May be Successful. All things considered, the most essential issue in the science of the distribution of merchandise to-day is the salesman. Many people think that salesmen are like poets — "born, and not made" — forgetting, perhaps, that there are good and bad poets, as well as salesmen. However, we are willing to concede that a salesman may be born, but, like everything else on this mundane sphere, he can be made, and the manner in which he may be made, granting that the fundamental principles of salesmanship have been born in the man, is by associating his talents with those surroundings winch will best answer for their further development. In other words, environment is just as important a factor in the making of a successful salesman as is heredity, as it is literally "up to" the man to place himself in touch with the live wires of trade in order to carry out the promises of his birthright. Environment Most Important to a Salesman Environment to the salesman who does things is everything. It means that he must know thoroughly all about his goods — not merely that they are the best values possible to sell at a certain price, but why they are. It means that he must know each step in their manufacture, why it was taken, and why another was disregarded, in order that the firm might offer a higher grade product or perhaps a cheaper and less attractive, but a more staple product for some special trade It means that the salesman who is making full use of his environment must be able to converse fluently upon all these points, telling the buyer in every case the actual merits and weaknesses too, of what he is asking him to spend his good money for. In order to get the most from environment, the salesman should move among a clientele who appreciate actual statements of fa?ts in regard to merchandise bought and who accept the counsel of a keen business man who is looking out for the best interests of his customers, to this end making the frank and commendable statement that he desires continued reorders in the future. The Salesman's Duties to His Customers. To secure the greatest amount of benefit from environment, the salesman should associate himself with a firm that will back him up in these policies; a firm that will call a spade a spade, and one which will not countenance any desire of a salesman to load up the customer with such goods as would, in his judgment, prove to be "stickers." The salesman who secures the largest amount of benefit from such an association is the one who always has in mind the purchasing proclivities of the ultimate customer in every case. It does not matter what the maker, the jobber or the dealer believes, if the salesman has honest convictions that another style of goods would prove more satisfactory to his customer than the one most favored by him, it is his plain duty to state his doubts and advise light orders on the line in question. This is the sort of salesmanship which wins out in the long run, and it wins out because each season the salesman who employs these methods adds more names to his list of firms who swear by his judgment, and who cannot be swung over by a rival house, no matter what rosy trade propositions are made to them. The buyer who is fortunate enough to be able to purchase through this kind of a salesman has practically added, without division of profit, another partner to his firm. He knows that he gets New York, Februuary 15, 1910, a square deal. He knows that he does not have to waste his time or exercise his wits in any endeavor to pick a flaw in the goods presented to him, or watch for any concealed double meaning in a statement made. He knows that the salesman is O.K., and that his house will back up every statement or promise that he makes; and so he continues to give his orders to the firm and to the salesman who makes good — not most of the time, but all of the time. No salesman can be successful unless these principles are included in his make-up, and if they are, he will find his orders grow hand-inhand and keep pace with the success of those who buy from him; but environment rightly rounds off these basic principles of successful salesmanship, puts them in practical shape and on a working basis. If, then, you salesmen, who are born with a high talent for your chosen profession, will place your talents in the proper environment, with the right goods owned by right people, you will receive a full realization of the golden promises of your birthday. CONCERT FOR CLOISTERED NUNS. A Great Treat Prepared for Them Through the Courtesy of O. K. Houck Piano Co. — Enjoy the Victor Machine and Records Immensely. (Special to The Talking Machine World.) Memphis, Tenn., Feb. 1. 1910. The Sisters of the Good Shepherd and 150 of the young woman in their care enjoyed a very interesting concert recently through the courtesy of the O. K. Houck Piano Co.. of this city. An exceptionally fine line of Victor records furnished the program, with Mr. Xewburn acting as director. The Sisters of the Good Shepherd are a cloistered order, only two members of the community ever leaving the convent, and thsse only on urgent business connected with the needs of the institution. So the outer world is an unexplored region. They know only such of its interests as may be brought to them. The superioress, Mother Good Shepherd by name, is a violinist of ability. Knowing this, a friend of the institution brought the matter to Mr. Houck's attention, and since they could not come to the concert, the concert was carried to the sisters. Mr. Newburn placed the Victrola at the upper end of the big reception hall, which seats several hundred, and there the sisters and the penitents gathered to hear selections from grand opera sung by Melba, Farrar, Calve, Caruso. Scotti. Tetrazzini and o:hers. There were a few catchy popular airs, especially for the girls, and good violin selections from Saint Saens' compositions, brought along tor the especial pleasure of the superioress. For over two hours the musical treat was heard. While the institution is conducted by a Catholic sisterhood and supported almost entirely by Catholic donations, its doors are open to every known denomination, and less than one-fifth of the inmates are Catholics. The music-loving friend of the convent who had suggested the sending of the Victrola to the convent and the reporter stayed a little while after the concert. They sat at a dainty table in a room opening off the reception hall, and coffee and home-made cakes were served them. The three sisters did not eat. The rules of their order forbid their eating outside their refectory. They sat and talked of things out in the big world beyond their walls. More especially they talked of the work of the Catholic missionaries and the labors of their predecessors who have gone far into the depths of African forests; of the early American martyrs, Father Jongues and his fellow workers; of the Jesuit explorer who Price Ten Cents advanced the lakes-to-the-gulf idea before Jamestown was a perceptible dot on the map; of Pere Marquette and his work on the upper Mississippi ; of Father Junipero Serra and his long line of missions in California. FOLLOWING UP CUSTOMERS. What a Jobber Has to Say Regarding the Dealer Who Does Not See That Machines Sold by Him Remain in Good Order — How It Affects Sales — A Suggestion Worth Considering. A progressive and successful talking machine jobber, located in the Middle West, while discussing subjects of interest in that trade recently, laid particular stress upon the fact that to be really successful the dealer should not get out of touch with the customer as soon as he had purchased an outfit and simply be content with sending him the list of new records each month when they came out. "Even though the purchaser of a machine never buys another thing from the dealer, the dealer should make it a point to be sure that the machine is in good running order at all times." said the jobber, "for every machine sold acts as an advertisement, whether good or bad, depending upon the dealer himself. Did you ever live or visit in a neighborhood where there was a talking machine that wheezed and scratched and proved a source of torment generally for the neighbors? How many possible sales are killed by such a machine, those who would like to own a talker becoming disgusted with what they hear of the neighborhood pest and not being easily persuaded to put aside their prejudices and investigate the merits of a firstclass machine, in good condition. "The dealer who sells a machine that pans out as the one referred to and who makes no efforts to persuade the owners to have it put in good condition, or to fix it free if the trouble is slight, is simply throwing away money and trade.. Though the care of machines after sale may cost him a little money, the effect on his trade will more than compensate him for the outlay. "One dealer of my acquaintance has worked on the plan of having his salesmen call upon all those who have purchased machines from them at least once in every month or two and inquire if the machine is giving satisfaction; trying it out, if possible, with a new record. Besides adjusting many small troubles before they become serious, it has been found that the record sales have been considerably augmented through the judicious selection of records with which the salesmen test the machines. Needless to say that dealer has built up a strong trade in his particular territory." TALKING MACHINES IN SCHOOLS. Demonstration of Successful Methods Made at California Teachers' Convention — Outfits Now Used in Berkeley Schools. At the recent convention of the California teachers, held in San Francisco, the teachers of the music section held a special session for the purpose of discussing the best pedagogic methods. One of the interesting features of the session was the demonstration of the method of teaching music through the medium of the talking machine, at present being used in the schools in Berkeley and which is said to be an unqualified success. Miss Victorine Hartley, of Berkeley, explained the system, playing a number of operatic selections for the benefit of the teachers. Miss Hartley, however, criticized the reproduction through the metallic horn, claiming that it distorted the music. The "talker" idea, however, was enthusiastically approved.