Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
T H E NEW, YG
PUBLIC L1BRAKY
VOL.
LIX. N o . 6
REVIEW
Published Every Saturday by Edward Lynran Bill at 373 Fourth Ave., New York, Aug. 8, 1914
SING
$ 2E OO CO P P ER S VE°AR ENTS
Adding To the Store of Knowledge.
I
T is bad enough when business is lost because salesmen do not have the necessary informa-
tion concerning the products which they offer, but it is worse when they show an absolute
lack of tact in exhibiting their ignorance.
Every sale that is lost through lack of information or specificness on the part of a sales-
man should have been won, because it is the salesman's duty, just as much as it is the duty of
the lawyer, to acquire a knowledge of his profession—to learn something about the fundamentals
of that which he offers for sale.
Take in the case of pianos, where a single purchase amounts to hundreds of dollars, and yet
how many salesmen are there who have really a scientific knowledge of the forces underlying
piano construction and who can talk intelligently to callers on the difference between special instru-
ments offered for sale?
Every salesman can increase his earning capacity if he will acquire a greater knowledge of
that with which he deals in his daily vocation. His efficiency can be materially added to through
the knowledge which can be his by a little application.
Every individual must measure up to his position and perform every function, not merely as
a machine but as a vital thinking essential to the welfare of the business enterprise.
There should be, in order that the highest results may be obtained, absolute sympathy between
every part of a business machinery, and it is necessary in order that a salesman may reach the
maximum of his earning capacity to fit himself by an adequate knowledge of the requirements
of his position in every way. There can be no perfect service without a proper comprehension of
the requirements of the men in every department of a business enterprise.
Men can rise to higher things through perseverance and persistence.
Every salesman should understand that the purchasing public is becoming more and more critical
by reason of increased education regarding wares offered all the while.
Honesty in advertising is bringing about a better condition in all trades, and the salesman
who wishes to secure the highest results from his own efforts should plan to give the best that is in
him and make that best quite worth while.
The problems of the day as they affect business must be correctly understood and the lessons
of the past must not be neglected. The store of knowledge should be constantly added to, and to
neglect this, particularly for men identified with the selling business, means that, sooner or later,
they will be in the way, and that a new and aggressive force will supersede them.
The demands of modern commercial conditions are unrelenting,
and no man can remain long sand in the bearings, because the
machinery must move with precision and regularity, and if anything
clogs it, out it goes.
Don't be sand in the bearings.
OJ f >D*TtONS.