The talking machine world (Jan-Dec 1916)

The Talking* Machine World Vol. 12. No. 9 New York, September \5, \9l6 Price Twenty Cents SCIENCE OF SALESMANSHIP LARGELY JUST COMMON SENSE EXCELLENT PROSPECTS IN WINNIPEG Ordinary Intelligence and Use of Brains Should Serve to Solve Many of the Problems That Arise — Knowledge of Line Handled the Salesman's Greatest Asset who has both gas and Salesmanship is a science, yet it is founded absolutely on common sense, and the talking machine salesman who uses common sense in his work will achieve lasting success. Much has been said about the psychology of salesmanship, yet after all the closest psychological investigations show that the science of salesmanship is based squarely and absolutely on common sense. In the selling of talking machines, as in the selling of everything else, common-sense is the greatest help that the salesman can have. We are told that perseverance is the thing that wins — common-sense tells us that if we are endeavoring to do a thing, it is much better to keep at the task until we have either accomplished it, or else demonstrated its absolute impossibility. The salesman is told that he should know his line thoroughly — common-sense tells us that no one can sell an article, or even talk on a subject convincingly, unless he knows something about it, and the more complete his knowledge is, the more convincingly he can talk, the easier and better he can sell. The salesman should keep posted on the latest developments in his particular line, which is the veriest common-sense, for tallow candles went out of fashion when kerosene lamps were invented, the kerosene lamp went into the discard when illuminating gas came into general use, and to-day the man electricity in his home turns on the "juice" rather than hunt for a match. The same theory can be applied to every maxim which has been laid down for the guidance of the salesman. There are a multitude of things which the salesman must know, and believe in, and put into practice, in order to achieve success, yet an investigation will prove that all of them are predicated on sound common-sense. That some salesmen are more successful than others is because the successful ones have more common-sense than have those who are less fortunate, or, perhaps more strictly speaking, they use more common-sense in their work than do their mediocre brethren. A good appearance, an easy address, a facile tongue, a pleasing personality, all are more or less natural gifts which some men possess to a greater degree than do others, yet every one of these qualities can be cultivated to the point of absolute possession if a sufficient amount of common-sense is applied to the problem. Therefore, the greatest factor in successful salesmanship is common-sense, and the "talker" salesman who will cultivate it, and apply it diligently, is the one who will achieve a success that will make his competitors envy him and "wonder how he does it." ADVISE DEALERS TO READ "WORLD" AUTO PROVES A TRADE DEVELOPER Should Keep in Touch with Big Things Going on in the Trade, Say Frank E. Bolway & Son, Inc., in One of Their Letters to Dealers In line with its progressive policy of advancement under the direction of Frank E. Bolway, the house of Frank E. Bolway & Son, Syracuse, N. Y., exclusive Edison distributors, has written to its many dealers the following letter: Mr. Edison Disc Dealer: Every night you read the newspaper to learn of the important happenings in the world in which you live. You are a talking machine dealer. Are you reading the talking machine newspaper? Do you know of the big things that are going on in our game, and obtaining the valuable ideas that are waiting for you in the perusal of this newspaper? We call it, rather incorrectly, a newspaper; it is The Talking Machine World, a publication that you should have and should read and should study. Our only interest in this publication is an appreciation of its quality, and we would like to see you a subscriber to it. It costs only $1.00 a year, and comes once a month. You can obtain it through the estate of Edward Lyman Bill, 373 Fourth avenue, New York City. The sending of your subscription in to-day may mean making ideas that will bring money to you in the coming season. Very truly yours, Frank E. Bolway & Son, Inc. As this letter was sent out voluntarily by Mr. Bolway, it not only shows the interest that he has "in The World, but it should prove to dealers that it is the paper for them to read. Frank E. Bolway & Son will soon be in their new home, which is a magnificent building, and a photograph of it will appear herein when completed. Roy F. Ott, Huntsville, Ala., Uses Maxwell Car in Covering Wide Country Territory — Is Placing Victrolas in Many Schools Huntsville, Ala., September 2. — Roy F. Ott, head of the Roy F. Ott Talking Machine Co., this city, believes in a modern method of getting business and as a result is constantly on the go through the country districts in his automobile for the purpose of developing and closing sales. The accompanying illustration shows Mr. Roy F. Ott and His Victor Car Ott on the road in his Maxwell car, which has traveled over 15,000 miles and built up so much business that a new auto truck is fequired to make deliveries. Just so the people may know whom he represents Mr. Ott has equipped his car with a big Victor dog fastened to the hood and a Victor sign on the wind shield. Mr. Ott has been particularly active in developing school trade, and with the opening of the country schools he has made arrangements to canvass every school within seventy-five miles of Huntsville. Already eleven schools have, been equipped with Victrolas through his efforts, with many more in line. NEW STORE IN TRENTON, N. J. The Noah L. Walker Phonograph Co. has opened quarters at 322 East Eighth street, Trenton, N. J., and will feature the Carola talking machine in that section. C. J. LeClair, who handles the Laffargue, Jacob Bros, and other makes of pianos, at Pompton Lakes, N. J., has opened a large talking machine department, in which he will handle the Columbia machines and records, as well as the Concertola Corp. line. Harvest Promising and Money Plentiful in Western Canada — Columbia Distributors Hold Picnic — Recent Travelers From the East Winnipeg, Man., September 1. — Favorable harvest prospects and a more free circulation of actual money is having a wholesome effect upon trade. The heads of the various music houses while eagerly anticipating fall business are not spending their time wishing for the passing of summer as last year, for example. Prospects in the country are splendid and with this season's crop safely harvested the West should be in a financial position to take care of its financial obligations to the East. Considerable interest attaches to the local agency movements and changes reported below. Manager Fitch, of Babson Bros., Edison phonograph dealers, has returned to his duties after a delightful six weeks' vacation spent in Portland, Ore., and Seattle with his family. The Western Fancy Goods Co., Columbia distributor, joined with the Western Hotel Supply and the Gowans Kent Western, Ltd., Association Companies, in its annual outing, the party consisting of about sixty all told. The management had chartered a car, proceeding to Selkirk, some thirty miles distant, on the Red River. There were the usual picnic festivities including the races for the kiddies and dancing in the pavilion to the music of a 65 Grafonola. The company then sat down to a splendid dinner provided by the management, and speeches were the order of the day. Stanwood's, Ltd., reports a fair month's business in Edison and Columbia machines and records, with good prospects ahead. 'GRAFONOLA TWINS" IN BUFFALO Clever Mechanical Dancers Prove Strong Attraction in Show Windows of Household Outfitting Co. — Columbia Records Furnish Music Buffalo, N. Y., September 5. — The Household Outfitting Co., the prominent furniture house, which has taken an active interest in the talking machine game since opening its new Grafonola department recently, is pushing the Columbia line of machines with unusual energy at the present time. Sometime ago the Household Co. displayed in its show windows "The Grafonola Twins," marvels of mechanical grace and skill who gave an unusually . interesting dancing performance to the music of Columbia records; the twins, one male and one female, gave an excellent demonstration of the late dances and were remarkably lifelike in appearance. "They are machines," said one little girl. "They are not, they're human beings," argued her" companion. "Darned if I know," declared papa, and that was the common situation. JOS. NOLAN WITH GATELY=HAIRE Joseph Nolan, "Albany's premier comedian," has become associated with the Victrola headquarters of the Gately-Haire Co., Inc., 121 North Pearl street, as a member of the retail force. Mr. Nolan is well known as an entertainer in private entertainments, having participated in various entertainments held at Wolferts Roost, the Adelphi Club, the Mohawk Golf Club, the Knights of Columbus and other prominent organizations. His many friends are strong in their congratulation of his connection with "Albany's Musical Center" and Mr. Nolan has invited all to visit him to hear their favorite selections on the Victrola. As a member of the Knights of Columbus he has the good wishes of the entire organization for his success in his new venture.