The talking machine world (Jan-June 1919)

86 THE TALKING MACHINE WORLD June 15, 1919 'THE TRAINING OF A SALESMAN' Volume on This Subject Written by William Maxwell, Vice-President of Thomas A. Edison, Inc., Attracting Considerable Attention William Maxwell, vice-president of Thomas A. Edison, Inc., recently issued a volume entitled "The Training of a Salesman," which is attracting considerable attention not only in our industry, but every business man can find in it scores of ideas applicable to his own affairs. One of the most interesting reviews of this book recently appeared in the Boston Commercial under the caption, "Head of Selling Branch of Edison Concern Writes on Selling." The article read: "The success of Thomas A. Edison is as often attributed to his ability in collecting the right kind of men around him for associates and cov/orkers as to his wizardly genius in electricity. The author of 'The Training of a Salesman' is one of the men Edison has gathered around him. He was selected because the great inventor believed that he could assemble and direct a selling organization that could find a market for the many various specialties that are continuously coming out of the New Jersey laboratories and factories. "Selling Edison products, especially the newer ones, has always required something more than an 'order taker.' A man is not truly a salesman till he has broken new ground and opened new accounts. A good salesman creates the demand and the 'order taker' merely fills the demands that he finds already waiting for him. Mr. Maxwell is bj'' necessity as well as by choice a salesman of the first order. This is why he holds down his job as head of the Edison selling organization. " 'The Training of a Salesman' is written in a very simple, easy manner. It does not have any of the characteristics of a text book except that it teaches you something on every page. Its purpose is to help salesmen increase their value to themselves and to their companies, but it is so entertaining as to never become irksome. "The book is full of incidents that -have come to the attention of the author during his years of experience. These add a human interest so fascinating and refreshing as to make the reader forget that he is trying to improve his selling ability. The 221 pages of large, clear type pass off in a single evening's pleasure reading. After discussing how to size up a customer, the author goes on to suggest means of appioach that he has found valuable, as well as different ways of overcoming indifference. He gives a chapter on closing the order which fairly sparkles with new ideas. "The book should be bought by a salesman for the purpose of getting a close-up view of Mr. Edison if for no other reason. The study of the great wizard of electricity presented in the pres ent volume is probably the most valuable that has even been written. It is made by a constant companion and employe from close-up observations. Edison is presented as being as great a business man as inventor, a man with wonderful power of inductive and deductive reasoning and a student of the first order. He has a sublime confidence in his own infallibility which the author seems to think is wholly warranted. He has no confidence in others' writings or theories till he has checked them up with his own ideas and experiments. He has a system of his own for the judgment of men that seldom fails to secure the correct estimates of character and of ability. "Every salesman should own this book. If contains words of council handed down from a man who has been able to sell himself to an astute judge and keep his account open." KESSELMAN=0'DRISCOLL PROGRESS Prominent Milwaukee Talking Machine Co. to Handle Pianos and a General Line of Musical Instruments — To Occupy New Building Milwaukee, Wis., June 9. — The progress of one Milwaukee retail talking machine company which soon will branch out to embrace a line of pianos and general musical instruments is noteworthy. It is the Kesselman-O'DriscoIl Co., which a few years ago established a Victor store on the northwest side of the city. The business grew so large that two years ago the company moved to the heart of the city, occupying a three-story building. Last fall -the Edison line was added. Now the company will become a piano dealer as well. Arrangements have been completed for the erection of one of the finest music stores in America on the threecornered property bounded by West Water, Wells and Second streets, and known for many years as "The Triangle." On this most advantageous location the Kesselman-O'DriscoIl Co. is building a three-story music temple with foundations adequate for five additional stories when these become necessary. The design is classic and embodies the very best and foremost ideas gained from a survey of the greatest music houses in the country by L. M. Kesselman, president of the company. The exterior will be built in white enameled terra cotta and tile with art glass trimmings. When finished the building will be one of the show places of Milwaukee. It will be completed about August 15 or September 1, at which time the piano business will be added to the present Victor and Edison lines. NEW DEALER IN BROOKLYN A recent addition to the talking m.achine dealers in Brooklyn is L. Everett, manager of the Flatbnsh Talking Machine Shop, 1135 Flatbush avenue. This concern carries the Columbia Grafonola and the Sonora, as well as a full line ol records in all languages. A new talking machine shop has been opened in Akron, O., by Cramer & Perrine, at Market and Arlington streets. Columbia Grafonolas and records will be featured. The "LAUZON" Phonographs are works of art and harmonize with the better types of period furniture — beauty of case design is commensurate with beauty of tone. "Lauzon" motors and mechanical equipment are of the very highest class and most expensive made. Nine Models from $80.00 to $450.00 W rite for discounts and territory STYLE C— $115.00 NOTICE: — During the Grand Rapids Furniture Market — June 23rd to July 25th, "Lauzon" Phonographs will be shown in the ground floor, corner room of the National City Bank Building opposite the Pantlind Hotel. All models will also be on display in connection with the exhibit of Lauzon living room furniture, 5th Floor of the Keeler Exhibition Building. STYLE G-$3OO.0O OFFICES ' 705 Ashton Building Michigan Phonograph Company Phonograph Division of the Lauzon Furniture Company GRAND RAPIDS, MICHIGAN FACTORY Monroe Ave. and 6th St.