Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Jiusk jf/taJe
Established 1879
REVIEW
Vol. 104, No. 12
THE
PIONEER
PUBLICATION
OF
THE
2791st Issue
December, 1945
MUSIC
INDUSTRY
Refinement of Selling Methods
Aim of NAMM Sales Manual
by GEORGE H. BEASLEY
President, Beasley Music Co. Texarkan{$, Ark.
HEN present plans of the Sales
Training Committee of the Na-
tional Association of Music
Merchants are carried out, members
of the association will have available
for the improvement and upgrading
of their salespeople, and for the train-
ing of their future salespeople in pub-
lic schools, as Sales Training Manual,
which is to be called, "Merchandising
Music".
With an outline planned, and the
writing assignments being made, the
committee hopes to have the manual
edited and in it's final form for the
printed in the early Spring of 1946.
First drafts of contributors' manu-
scripts are to be sent in December
10th. When completed, the manual
will contain ideas ond contributions
from more than three score of men
and women in the music trade, in-
cluding the thirty-four who attended
the industry-wide conference. October
22 and 23, at the Stevens Hotel in
Chicago.
Business," currently one of the best-
sellers in the non-fiction field. He has
worked with other trade associations
on the sales manuals. His help will
qualify our manual for use in Distri-
butive Education Salesmanship classes
in public schools and state universities
with the approval and active promo-
tion of its use by the U. S. Office of
Education.
W
Manual Will Help Small Dealers
GEORGE H . BEASLEY
in the manual. Each writer will be
given a complete outline of the man-
ual, together with the ideas for his
special chapter that were suggested
by the thirty-four people who attend-
ed the conference.
Suggestions from 34 People
For several months, NAMM's Ex-
ecutive
Secretary William A. Mills,
The retailers, wholesalers, and man-
and
the
Executive Committee have
ufacturers who participated in the
been
doing
the necessary groundwork.
conference discussed the need of a
Sales Training Manual, recommended Mr. Mills has conferred with author-
the preparation, and helped outline ities in sales training manuals in the
the thoughts for each chapter in the U. S. Office of Education's Distribu-
manual. The Executive Committee tive Education Division (Vocational
and Sales Training Committee took Training) in Washington. They have
steps the second day to start prepara- assigned Mr. Walter F. Shaw as
tion. Well-qualified men and women special consultant to work with our
in the Music Industry were selected Committee. Mr. Shaw is the author
to write material for certain chapters of the book, "How to Start Your Own
THE MUSIC TRADE REVIEW, DECEMBER, 1945
Although the manual's Distributive
Education use is secondary to its pri-
mary purpose—use for sales training
in our own stores—this new voca-
tional education plans is far-reaching
and important. Music Merchants will
have an opportunity to develop young .
sales people among high school sen-
iors who gp to school in the morning,
doing individualized classwork on Dis-
tributive Education (salesmanship,
advertising, merchandising), and who
will work in their stores in the after-
noon as trainees and learners for
small pay. Already some Music Mer-
chants are using this plan in their
cities. Think how much it will mean
to such a prospective salesperson for
your own store to have a Sales Train-
ing Manual on "Merchandising Mu-
sic" to study along with his other
texts on salesmanship and merchan-
dising. The Shoe Industry, the Fur-
niture Industry, and others now have
manuals which are being used—the
Floor Covering Industry and the Paint
Industry are preparing Sales Training