Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Value of Planning Ahead
For "On the Job" Training
by STEVE CARROLL, Sales Manager, Clark Music Co., Syracuse, N. Y.
Do we need some type of Atomic
Bomb to drop on the Music Merchants
of America to awaken them to the
fact that planning for the future is
imperative? True enough, most mer-
chants feel that they are making plans,
many have remodeled their stores,
What Is A Salesman?
1. A salesman is an equal member of
the great triumvirate of progress.
a. Provide people with goods and
service.
b. Distribute the new invention.
c. Make possible mass production.
GENERAL WEEKLY MEETING WITH PRESIDENT MELVILLE CLARK AND SALES MANAGER STEVE
CARROLL with Veterans employed in the store.
LEFT TO RIGHT—Frank Masterfeo, Wqlter Anderson. Kennefh Barger. Steve Carroll. Sales
Manager. Melville Clark, President, Mrs. Audrey Fairchilds, Robert Kohl, William Crane,
4llen Richardson and Wyland Ltddle.
enlarged their space, and planned for
a big business that has been promised.
Lines of merchandise have been ar-
ranged and people are waiting for it.
Everything is in order to receive, dis-
Instruction
play and advertise musical equipment.
in
There can be no reason why we should
Piano
not do a big business. We have been
Repair
established in our community for
at
many years, and have fine lines, a
Clark
good looking store, our policy is right
Music
and there can be no reason why w 7 e
Co.
should plan further. How about our
sales department? At the present time
we do not need much of a sales force.
Because the demand is so great, almost
anyone can handle sales with the small
amount of merchandise we are re-
d. Problem of today is distribu-
ceiving. Until such time as we feel
tion.
the supply adequate and competition
(1) We have solved our pro-
an issue, we will continue along the
duction problem,
lines of our present policy. The life-
tion costs.
line of our business is the sales de- 2. A salesman is a man who possesses
partment and salesmen are not easily
in some measure these traits of
found.
character and mind:
Initiative
Knowledge
Honesty
Enthusiasm
Vision
Tact
Confidence
Friendliness
Ability for self-
supervision
3. A salesman is a person who pos-
sesses the ability to carry out the
essential steps involved in selling.
a. He must be able to approach a
prospect and hold his attention.
b. He must be able to present his
samples or tell a story in such
a way that he will create in-
terest.
c. He must be able to arouse in
the prospect confidence in him-
self and in his company.
d. He must be able to sense the
point when the prospect's de-
sire for the product is ripe to
be turned into a sale and actu-
ally to get the order.
e. He must be able to arouse in
the prospect a desire to own
the goods or services which he
is selling.
1. A salesman is a person who, from
training or experience or both,
has acquired an understanding of
certain important principles and
facts.
a. In order to make a successful
sale, he must go through the
above steps.
b. The steps must be taken in a
simple, orderly and dignified
manner.
THE MUSIC TRADE REVIEW, APRIL, 1946