Music Trade Review

Issue: 1945 Vol. 104 N. 8

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
Successful Salesmanship is Built
on Courtesy and Common Sense
S
UCCESSFUL
salesmanship
is
just a matter of combining cour-
tesy, common sense and consid-
eration, according to J. M. Wylie, Far-
go, N. D., whose experience of 28
years in the piano business has taught
him that these three factors "oil the
machinery of human progress."
"The salesman who thinks there is
no sentiment in business," said Mr.
Wlie recently, "labors under a delusion
and is operating under a very serious
handicap. The salesman whose busi-
ness efforts are devoid of sentiment,
whose actions, personality, business
principles and code of business ethics
reflect cold calculation, precision and
strategy—lacking warmth, sympathy
or sentiment, is riding for a fall.
"A cold, indifferent personality is a
liability in any business. This is espe-
cially true in the selling field where
the ability to influence thought counts
for so much. Prospects are more amen-
able to reason—are more responsive
to arguments and are more receptive
when the sales appeal is accompanied
by a warm, genial, amiable, personal-
ity combined with good business judg-
ment, than by cold, calculating selfish-
ness, masquerading under the code of
'business.'
"It is human nature to want to be-
lieve and help one's friends. The first
job of a salesman, therefore, is the
cultivation of those qualities responsi-
ble for friendship so that every pros-
pect will think he is listening to one of
his best friends. Congeniality, sympa-
thy and friendliness are but a few of
these qualities, but without courtesy—
the salesman can never win the pros-
pect's confidence.
"In every interview, the general at-
titude and behavior of the salesman
plays an important part in the mak-
ing or the losing of a sale. Many an
J. M. WYLIE
attempted sale has been lost in spite
of the salesman's knowledge and his
effective presentation simply because
of some slight discourtesy which lost
the prospect's respect for and confi-
dence in the salesman, the product and
the organization.
"Prospects are human beings and
will react to friendliness, fairly to
fairness and courteously to courtesy.
He has problems, like everybody else
has, and they are just as big to him
as the problems of other people. Cour-
tesy, therefore, will play an important
part in paving the way for a success-
ful interview.
"If the salesman can make the pros-
pect realize this through his courteous
desire to serve him, the prospect's mind
will be receptive. In contrast, a poor
approach or a discourteous gesture re-
pels, creates a feeling of restraint, a
critical attitude and makes it impossi-
ble for the salesman to inspire in the
prospect, the proper confidence in the
ability of a salesman and his company
to serve him satisfactorily.
Modern Salesmanship an Art
"In the old days, there used to be
an idea that good salesmanship was
simply good fellowship and the only
qualification was a jovial disposition
and a supply of good stories. Modern
salesmanship, however, is both a sci-
ence and an art. Salesmen must be
keen judges of human nature, able to
adapt themselves to the personality of
every prospect. There are no hard
and fast rules. One simply has to use
tact, skill and discretion in their con-
tacts. What produces an effect with
one man may produce quite the oppos-
ite effect with another. Courtesy, how-
ever, will always win the prospect's
confidence, and is vital to every sale.
"A salesman is the point of contact
between his organization and the pub-
lic. He represents not only what his
organization sells, but he also repre-
sents its policies and personnel, and
while the final measure of his value
may be represented by his volume, this
volume should also be measured by the
ITurn to page 30)
The SynHous and Well Appointed Piano Wnrerooui of J. M. Wylle Piano Co., Fargo, Ti. D.
THE MUSIC TRADE REVIEW, AUGUST, 1945
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
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IN a letter recently received by E. P. I played the piano and Frank Edgar
Williams, sales manager of the Gul- sang several of the old songs. It was
bransen Co., J. M. M. Kuyper of Kuy- a gala event.
per's Music House, Pella, Iowa, stated:
"The kid brother and business part-
A SIDE light on the president's
ner, after going from bass horn to
piano playing was recently pub-
trombone and then to violin (and piano
tuning, by the way) for the Navy in lished in the Army and Navy musician
Farragut, Idaho, is now playing bass in which the president states he pre-
fiddle and singing with the vocal chor- fers to be considered just an amateur
us in Washington, D. C. Quite a musician as follows:
versatile guy and a real musician, by
"President Harry S. Truman, while
the way. Expects to be shipped out professing to be only an amateur pian-
within the next couple of weeks."
ist, modestly admits that his reper-
Kuyper's Music House has sold Gul- toire has included works of such classi-
cal msters as Bach, Mozart and Bee-
bransen pianos since 1917.
thoven.
"The American people got\ their
DACK in harness again after four- first hint of his pianistic ability when
teen months of hospitalization due they heard his music in the background
to an automobile accident, J. L. M. over the microphones set up in his
Smith of the Greensboro Music Co., home at Independence, Mo., on election
Greensboro, N. C, visited New York night, last November 7.
The then Vice President-elect ac-
this month and attended the meeting
of the National Music War Council. knowledeg with thanks a note of con-
Although he was seriously injured, gratulation sent him by Thomas B.
Mr. Smith is again looking fit and is Sherman, music critic of the St. Louis-
able to be as active as ever once more. Dispatch.
" 'Speaking of music, between the
time I was 10 and 15 I did some musi-
cal study, but did not keep it up,'
ANOTHER piano man back from a Truman wrote in his letter to Sherman
six months illness of rheumatic which the Post-Dispatch printed to-
fever but again back at his desk is W. day. 'The Mozart Ninth Sonata was
S. Bond, president of the Weaver Piano the one I was playing when the radio
Co., York, Pa. Looking younger than was on. I didn't know it was being
ever, one would never know his pres- broadcast until it was too late.
ent age is 82 unless he reveals it him-
" 'I never got a chance to do any-
self. The Weaver factory is still busy thing musical again, I had a lot of
furnishing plastic plywood plate pi- Bach Fugues, along with a lot of other
anos for both army and navy. Hun- things of that sort, as well as some
dreds of these pianos are found Beethoven, Weber and Lizst composi-
throughout the world in all climates. tions. Of course, unless the fingers
are kept in trim these things soon
leave. I cannot do any of them any
LJARRY SANDERS announces that more, but I appreciate it when someone
he has resigned and is no longer else is giving them a good rendition.' "
connected with the Apex Piano Co.,
New York. The business is being car-
ried on by Joseph Yanuck.
XA/ISCONSIN now has a thoroughly
modern advertising law known as
Bill No. 168.S and recently passed by
n EMINISCING recently George Rest, the Wisconsin legislature as Chapter
lively bench ambassador for the 399, 1945 Wisconsin Statutes, as fol-
Tonk Mfg. Co. pointed to the story in lows:
"No person, firm, corporation or asso-
last month's REVIEW about the opening ciation, or agent or employe thereof,
of the new Weeks & Dickinson store with intent to sell, distribute, Increase
in Binghamton, N. Y., and said: "That the consumption of or in any wise dis-
takes me back to the opening of an pose of any real estate, merchandise,
employment, service, or any-
earlier Weeks & Dickinson store, I securities,
thing 1 offered by such person, firm, cor-
think it was in 1924. I remember that poration or association, or agent or em-
22
ploye thereof, directly or indirectly, to
the public for sale, hire, use or other
distribution, or with intent to induce
the public in any manner to enter into
any contract or obligation relating to
the purchase, sale, hire, use or lease of
any real estate, merchandise, securities,
employmens or service, shall make, pub-
lish, disseminate, circulate, or place be-
fore the public, or cause, directly or
indirectly, to be made, published, dis-
seminated, circulated, or placed before
the public, in this state, in a newspaper,
magazine or other publication, or in the
form of a book, notice, handbill, poster,
bill, circular, pamphlet, letter, sign,
placard, card, label, or over any radio
or television station, or in any other
way similar or dissimilar to the fore-
going, an advertisement, announcement,
statement or representation of any kind
to the public relating to such purchase,
sale, hire, use or lease of such real
estate, merchandise, securities, service
or employment or to the terms or con-
ditions thereof, which advertisement,
announcement, statement or represen-
tation contains any assertion, represen-
tation or statement of fact which is
untrue, deceptive or misleading.
"It shall be deemed deceptive adver-
tising, within the meaning of this sec-
tion, for any person, firm or corpora-
tion, engaged in the business of buying
or selling new or secondhand furs,
wearing
apparel,
jewelry,
furniture,
pianos, phonographs, or other musical
instruments, motor vehicles, stocks, or
generally any form of property, real,
personal or mixed, or in the business of
furnishing any kind of service or in-
vestment, to advertise such articles,
property or service for sale or purchase,
in any manner indicating that the sale
or purchase is being made by a private
party or householder not engaged in
such business. And every such firm,
corporation or association, engaged in
any such business, in advertising goods,
property or service for sale or purchase,
shall affirmatively and unmistakably in-
dicate and state that the seller or pur-
chaser is a business concern and not a
private party.
"The state department of agriculture
shall enforce the provisions of this
section. Actions to enjoin violation of
this section or an yregulations there-
under may be commenced and prose-
cuted by the department in the name
of the state in any court having equity
jurisdiction. This remedy is not exclu-
sive."
Hemmings Piano Co. Now
In Its Own Building
The Hemmings Piano Co., Duluth,
Minn., has just purchased a building
at 18-20 Lake Ave., North, and are
holding an opening of their new head-
quarters on August 20th according to
G. R. Hemmings, president of the com-
pany.
THE MUSIC TRADE REVIEW, AUGUST, 1945

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