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52
THE MUSIC TRADE REVIEW
HOW EDISON TESTS
SALESMEN'S GAMENESS
1920
DAVEGA TO HANDLE PATHE LINE
Machines and Records Will Be Shown in All
Davega Stores in New York City
Leading Insurance Journal Uses William Max-
well's Experiences, as Told in "The Training
of a Salesman," for Featured Article
"Have you ever been 'bawled out' for some-
thing you didn't do?" questions The Under-
writers' Review, the leading insurance journal
of the Middle West, in a featured article in a
recent issue.
"Nearly everybody has, even William Max-
well, one-time star salesman and now vice-
president of Thomas A. Edison, Inc. He tells
about the experience in his book, 'The Training
of a Salesman,' just recently published.
" 'One day,' relates Mr. Maxwell, 'Mr. Edison
summoned me to his library and asked me to
explain something with which I had absolutely
no connection. I started to alibi myself. His
eyes flashed with scorn. I was in the position
of a policeman who had permitted a crime to be
committed because the scene of its perpetration
was beyond his beat.'
" 'Mr. Edison gave me the worst tongue lash-
ing I have ever received. It was the exact
The S. B. Davega Co., of New York City, has
arranged to carry a full line of Pathe phono-
graphs and records, which will prove an impor-
tant acquisition to the already extensive busi-
ness. The Davega Co. conducts a chain of
successful stores in New York at 111 East
Forty-second street, in the Hotel Commodore,
831 Broadway, IS Cortlandt street and 125 West
125th street.
I
"There is no truer test of a salesman's =
g
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Becomes Assistant Manager of Columbia Co.
Branch in That City
NEW ORLEANS, LA., March 29.—H. P. Wise, for-
merly with the Baltimore branch of the Co-
lumbia Graphophone Co., recently reached New
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chronology of all the stupid and ineffective
things I had done from the first day I entered
his employ, but more particularly it was a re-
cital of the things I had not done that might
have been done.
. " 'His arraignment of me was not altogether
just; however, it was extremely beneficial. He
punctured my self-complacency without impair-
ing my self-confidence. That "bawling out" was
worth a good deal to me, and I am sure it was
worth more to Mr. Edison. He may have been,
and probably was, irritated with me, but I
believe his outburst was not primarily a show
of temper. I think it was chiefly a test of my
gameness.'
"Now the interesting point about this experi-
ence of Mr. Maxwell's is not the fact that he got
'bawled out' at all," continues The Underwriters'
Review. "It is the way he took it. How many
insurance salesmen do you know who would say
that being called down for something they didn't
do was good for them? What would your feel-
ings be?
"There is no truer test of a salesman's qualities
for permanent success than the way he takes
criticism. The little-minded man can't stand it.
It pricks his egotism. He 'crawfishes.' He
makes excuses. Then, when he finds excuses
won't take the place of results, he sulks and
pouts. It never occurs to him that he might
profit from the incident.
"But the truly big salesmen see the other side.
They don't like to be criticized any more than
the little fellow, but they are shrewd enough to
know that 'a little criticism now and then is
good for the best of men.' We are all like boys
in training—if left to run wild and imbibe too
freely of praise we degenerate into weaklings.
"Your gameness is reflected in the attitude
you show when improvement in your work is
suggested, or personal handicaps are pointed
out. If you were not worth developing you
would not be worth keeping on the pay-roll.
The right sort of a salesman welcomes con-
structive criticism just as Mr. Maxwell does.
Do you?"
Consult the universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions
of any kind.
How You Can
Safely Increase
Your Income
H. P. WISE IN NEW ORLEANS
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| qualities for permanent success than the
| way in which he takes criticism. The
I little-minded man can't stand it. It pricks
1 his egotism. He 'crawfishes.' He makes
I excuses. Then, when he finds that ex-
1 cuses won't take the place of results', he
| sulks and pouts. It never occurs to him
| that he might profit from the incident."
APRIL 3,
H. P. Wise
Orleans and is taking up the reins of the of-
fice of assistant manager of this branch. In
addition to his familiarity with branch affairs,
Mr. Wise has been associated with Harry C.
Grove Co., Inc., of Washington, D. C, which
is a large retailer of Columbia products.
FILES SUIT FOR DAMAGES
Shelton Electric Co. Asks Damages of $2,713,037
From Victor Talking Machine Co.
TRENTON, N. J., March 29.—Charging unlawful
restraint of interstate commerce the Shelton
Electric Co., of Chicago, to-day started suit in
the Federal Court here against the Victor Talk-
ing Machine Co. for $2,713,037 damages. The
company asks $1,000,000 damages for the alleged
destruction of its business.
It is charged that the Victor Co. ordered all
Victor dealers to cease handling the turntable
motors of the Shelton Co. As a result the
complaint alleges thousands of orders were
canceled.
PARKER BUYS W. E. FOX MUSIC CO.
The W. E. Fox Music Co., 109 South Main
street, Fond du Lac, Wis., has been purchased
by L. C. Parker and associates in the Badger
Victrola Shop, 425 Grand avenue, Milwaukee. A
new corporation, styled the Badger Music Shop,
has been incorporated with $25,000 capital. Ed-
ward R. Sweeney, widely known as a Victor and
Puritan traveler in Wisconsin, and a native of
Fond du Lac, has been appointed general man-
ager. Mr. Parker is president; Mr. Sweeney,
vice-president, and G. A. Einbecker, secretary-
treasurer. The Badger Music Shop will retail
the Victor exclusively and also deal in pianos.
Former soldiers, sailors and marines will have
an opportunity to learn the manufacture of rec-
ords under a plan established by the Knights
of Columbus in co-operation with the manufac-
turers. One set of forty men has already be-
gun the first course and other classes are being
formed as rapidly as possible,
Piano merchants, who have
not investigated the talking
machine field, will find that
the subject is one of deep
interest to them and they
will also learn that talking
machines constitute a line
which can be admirably
blended with piano selling.
The advance that has been
made in this special field
has been phenomenal and
every dealer who desires
specific information con-
cerning talking machines
should receive The Talking
Machine World regularly.
This is the oldest publica-
tion in America devoted
exclusively to the interests
of the talking machine, and
each issue contains a vast
fund of valuable informa-
tion which the talking
machine jobbers and dealers
say is worth ten times the
cost of the paper to them.
You can receive the paper
regularly at a cost of $2.00
a year and we know of no
manner in which $2.00 can
be expended which will
supply as much valuable
information.
EDWARD LYMAN BILL, h e .
Publisher
373 Fourth Ave.
NEW YORK