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TRAINING SALESMEN
(Continued
from Page 27J
productive immediately, and they
more fully realize the value of good
suggestions and they are, not only a
stabilizing influence on the younger
salesmen, but can themselves contri-
bute valuable help in promotion, dis-
play and selling. Then, too, older men
have to eat.
Average Salesman's Quota
It has never been my good fortune
to see 100 $1,000 bills in my hand
but I would have, I know, a great re-
spect for such an amount. It has been
my good fortune, however, to view a
potential $1,000,000, and I am speak-
ing of a producing sales person. The
average good piano man should aver-
age $3,000 to $5,000 per month. So,
in one year's time, he should sell
about $50,000. Yes, that to me is a
very good reason why I am not only
willing but eager to take my time to
train these embryonics. If I do it well
enough, I do not think I have exag-
gerated in stating that I have a poten-
tial $100,000 in any one of them. In
the past, I have made many errors
and one of them has been to permit
men to contact customers without
sufficient sales training. This was ex-
tremely costly to my firm and when
these salesmen made errors I often
poured maledictions on them, at least
to myself. This was entirely wrong
because I was to blame. It is not
going to happen any more. It is my
feeling today, that it is much better
for customers to leave our store with-
out being waited upon, rather than
have an untrained salesperson contact
them.
Not every fine salesperson can train
beginners. It requires savoir jaire of
the /ith degree type. If I attempt to
help any person I must not arouse his
antagonism. If I do—I am sunk. It
is not my wish to destroy the embry-
onic's age. This can be easily done
if my demeanor shows that I think he
is a halfwit. On the contrary, there
should be developed in this man a
quiet confidence that he can do the
job and do it well.
To you and to me the present situ-
ewis Viano Exchange
A. L. SPELLMAN, Representative
WAyerly 6-0993
190 CUSTER AVENUE
llewark 8, Uew Jersey
Warehouses: 921 BERGEN STREET
157 RIDGEWOOD AVENUE
HUmboldt 3-2000
i G S , we have Pianos. . .
We have small ones, large ones, plain fronts,
fancy fronts, round fronts, square fronts - players
and uprights — including many name pianos.
These instruments are intact and in excellent
condition, requiring only minor repairs. Can furnish
one or a carload at prices that will interest you.
We've been supplying some of the largest users
in the South.
Can you use this type of merchandise?
Your inquiry is invited.
Cordially,
LEWIS PIANO EXCHANGE
/
ation is intriguing and interesting. It
is quite a definite challenge. I state,
without reservation, that men through-
out the country who are engaged in
musical instrument merchandising are
better retailers than the average retail
merchant. I have few virtues and one
of them is—I do not flatter. I make
the preceding sincerely, after being
around and among you for 26 years,
so I know the music industry will
keep up its end in this most vital
program.
In conclusion, I will readily admit
that I have not offered, for your con-
sideration, anything probably that
you had not formerly known. If I
have been as original as the per cent
of impurities in Ivory Coap, 56/100
per cent, I will be delighted.
ADVERTISING
/Continued from Page 23)
by a lot of people. Many stores report
good results from this method.
Some music men have questioned
whether it is wise to let the general
public know you need more help.
Under ordinary circumstances the an-
swer would be ,,"/Vo" but everyone
now knows of the help shortage and
help-wanted advertising which the
public sees can do no harm. In fact,
might it not help explain delays or
errors?
Ads in out-of-town newspapers are
often effective. Many studios report
that they have obtained good results
by this method.
Lloyd S. Reynolds, manager of
Baldwin Piano Co., St. Louis, says
that he has obtained excellent results
by canvassing his employees, especial-
ly technicians, to contact other me-
chanical friends who might be inter-
ested in a position. Mr. Reynolds
also says that he has been substituting
women and handicapped people for
his men gone off to war. He has em-
ployed blind piano tuners and women
servicers. "Women are equally adept
to men in technical radio jobs," said
Mr. Reynolds," and furthermore I'd
like to see 'em keep on these jobs
after the war."
Radio is good if you want to em-
ploy a large number of new people.
THE MUSIC TRADE REVIEW. APRIL, 1945