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The Piano Saleswoman in Dealing
With the Feminine Buyer
Outstanding Success in Selling Pianos at Retail Achieved by Miss Minnie Rector of the Knabe Studios,
Chicago—Why the Woman Canvasser Gets Past the Housewife's Door More Frequently Than the
Salesman—Winning the Feminine Prospect's Confidence—The Why of Her Success
T
H E success that Miss Minnie Rector has
made in her ten years of retail piano sell-
ing may be attributed, in a degree, to the
statement recently made in these columns that
90 per cent of the piano buyers in metropolitan
stores are women.
Miss Rector, who now holds an important
Miss Minnie Rector
position with the retail sales force of the Knabe
Studios, Chicago, has been selling pianos to
prospects of her own sex as well as the opposite
for the past ten years with marked success and
her experiences, taking in all branches of retail
piano canvassing and selling, emphasize the
importance, if not necessity in some instances,
of having a capable young woman attached to
the piano department.
There are, no doubt, many capable young
women now selling other lines of merchandis-
ing or doing office work who are not particu-
larly fitted for their positions. They, just as
Miss Rector was when she first began selling
music, would no doubt make a success in sell-
ing pianos, for granting that they would have
a natural love of music, they would also have
a good understanding or, according to the mod-
ern phrase, comprehension of the psychology
of 90 per cent of their prospects.
Particularly does the saleslady have an ad-
vantage over the salesman, according to Miss
Rector, in canvassing. The salesman in many
instances is not admitted into the house, but
that same housewife will open the door to one
of her Own sex'. Canvassers in all lines arc
finding it more difficult to get into the home
so they can deliver their sales talk, it is said,
especially in the larger cities. In many in-
stances they are forced to shout their message
through barred doors. Again, many times they
have to make several repeat calls in order to get
into the house, which takes up a great deal of
time. Miss Rector, however, when canvassing
has not confronted sales resistance by barred
doors to any great extent.
She has sold as high as eight grands a day
on the floor and her sales for some months
have equaled the star salesman's of her organ-
ization. That she loses no time in making
the sale is shown in one evening's work when
she handled six customers and sold four of
them. These and other interesting facts are
among Miss Rector's experiences which she
tells as follows:
"Although I had little knowledge of music, I
always enjoyed good music and thought I
would like to sell musical instruments, so I ap-
plied for a position in the music department in
une of the department stores in Omaha.
As
it was Saturday and the department was busy, I,
after a few instructions, immediately began
selling records and phonographs at a salary of
$9 a week. I was only in the department two
hours when I sold a high-priced machine for
cash and, as this was considered an excep-
tionally good start, I was encouraged to work
harder.
"After a few days of experience inside I was
transferred to the outside work and within ten
days had sold $600 worth of phonographs. My
salary was then increased and I stayed with this
house for six months until another house sent
for me and gave me an opportunity to sell
pianos. I was there for seven months when I
went with the Hospe Co., of Omaha, where I
sold pianos for three and a half years and then
came to Chicago, joining one of the large piano
firms and later the Knabe Studios.
"When I first began outside work I went
with one of the salesmen, who showed me how
to drive the car. We would each take certain
houses to canvass and immediately I noticed
that I would invariably get into the house when
he would fail again and again to be admitted.
"I can almost always secure an interview and
when the lady of the house admits me she often
remarks: 'If you had been a man I wouldn't
have let you in.' In many instances I can see
where the prospect cannot admit a man, but
does not hesitate to let a woman come in.
"Women say they feel more at ease when
buying a piano if a saleswoman takes care of
them. Many have often said that they have
more confidence in a saleswoman. Just the
other day a lady came into the store and after I
had taken care of her she said: 'I certainly en-
joyed this visit and I have obtained just the in-
formation that I wanted. 1 These and other ex-
pressions have convinced me that there are
opportunities for the saleswoman in selling
pianos.
"This is also shown by the heart-to-heart
talks I have with my prospects and customers
about music, about a musical education for
their children and their various problems. In
fact I enjoy and take such an interest in work-
ing up sales that it does not seem like work.
"Although the wife often consults her hus-
band when buying a piano, he usually says he
doesn't know anything about pianos and sug-
gests that she use her own judgment, to a cer-
tain extent relying on the sales person to help
her in making a decision. I therefore have al-
ways believed that it pays to be on the square
and have found that honesty will sell more
pianos than misrepresentation. I don't make
conflicting statements. Honesty and service are
broadcast as I have discovered in many in-
stances. I like to please people and will go out
of my way to help or serve the customer, for I
find that courtesy is an important factor in
making the sale."
The music store of Henry P. Leis, located at
3-5 Bloomingdale avenue, Saranac Lake, N. Y.,
which was gutted by fire on September 3, has
resumed business, extensive repairs and alter-
ations having been completed.
The New Grand Piano Display Room
in the Baldwin Cincinnati Retail Store
Recently Remodeled and Redecorated, It Provides a Handsome Background for the Display of
the Grand Line of Pianos Made by the Baldwin Piano Co.