Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
HMEW
ffOSIC TIRADE
V O L L. N o . 7.
Published Every Saturday by Edward Lyman Bill at 1 Madison Ave., New York, February 12,1910
SING
$ 8 E OO 0 PERVE 0 A C R ENTS
I
I ?!
A
GREAT many men make a mistake in figuring that bulk of business always constitutes success.
Hardly! -
By this reasoning many a man fools himself.
It is not always how much merchandise a man can sell, but how well he can sell it from
the profit viewpoint.
In other words, it is the quality business that counts rather than the quantity.
Most salesmen are prone to figure on quantity rather than quality sales, and in a business where a
one-price system is not rigidly adhered to at all times there is always a possibility that the salesman
will fail absolutely so far as his money-making powers go in his profession.
Then, too, it is his duty to find out something about the financial responsibility of his customer.
To sell a piano to a man who is not financially able to meet deferred payments is mighty poor busi-
ness.
.
.
There are a few requisites that go to make successful salesmen. Shrewdness in argument—
Observation of buyers—conditions—surroundings and honesty of speech.
A man should know the weak points of his goods as well as their strong points and he should
have confidence, in his firm and in the wares offered by them.
He is paid a salary to work for his employers' interests—to talk for them—intelligently—consist-
ently.
A good salesman is a close observer of his customers, and it is after all quite as important that
goods are sold to people who will pay as it is that goods should be sold at a profit.
The salesman who figures from the quality viewpoint will have the satisfaction of knowing that the
monthly showing made in the collection department of the business will reveal few delinquents, and it is
after all the collection department which is the radial center of the piano store.
When we stop to figure the percentage of instruments which are put forth on time it will be seen
at a glance that in order to create a profitable business the instruments must be well sold—must be
placed in the homes of people who will not neglect to make their regular payments.
Tt will be found that the men whose collection departments are in the best condition are the ones
who are the real leaders in the retail piano contests of this country.
They know how to play the game.