Music Trade Review
Issue: 1941 Vol. 100 N. 9 - Page 18
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
18
THE MUSIC TRADE REVIEW, SEPTEMBER, 1H1
Telephone
Prospecting
fundamental with respect to soliciting
orders and canvassing prospects directly
over the telephone.
7. Provides a highly effective supple-
ment to salesmen's visits.
8. Enables salesmen to make appoint-
ments before visits to out-of-the-way
(Continued from, Page 13)
ADVANTAGES
places, thus avoiding wasteful trips and
ble, clear and convincing answers to them
Now let us look at the other side of permitting better planning of route.
before picking up the telephone. These the picture. Why should we consider
9. Helps increase market coverage.
objections—should be looked upon as op- the telephone as a medium for develop-
10. Obtains immediate coverage of
portunities to explain and clarify. We ing prospects? What advantage has it to
have called them objections, but very offer? Let us see what some of these bene- market for price changes—special offers
—to sell odd lots or surplus stock.
often they take the form of questions. By fits might be.
Of course, the telephone is only one
answering them properly, points which
We have found that use of the tele-
medium in the development of prospec-
bar the way to a sale can be cleared up phone:
in the prospect's mind. In this respect,
1. Provides frequent voice-to-voice con- tive customers. Others are your personal
sales objections are really sales opportun- tacts with customers and prospects at visits and direct mail and other advertis-
ing. Serious thought should be given to
ities.
low cost.
2. Weeds out poor prospects and qual- which of these will produce the best re-
sults for your particular field.
SUMMARY
ifies good prospects promptly.
3. Saves time for buyer and seller.
All we have said can be summarized
4. Permits low cost checking of "space"
into the following five principles.
and "direct mail' advertising.
1. The firm calling should be well and
JESSE FRENCH & SONS PIANOS
5. Is a more personal medium than ad-
favorably known.
vertising.
2. The customer or prospect should not
6. Places the sales person in a position
be surprised when he receives a call.
to answer questions and meet objections.
3. The call must have a definite ap-
peal.
4. The presentation must be short.
• * • * • * •
because t h e y
5. The person calling must have a
give your customers both
fine-furniture features and
thorough knowledge of the business and
A Musical Masterpiece
honest musical quality.
be well trained in the technique of tele-
• • GET THE FACTS!
phone selling.
E L K H A RT
Weaver
Piano
Co.,
York.
Pa.
Write Dept. 19FA
Observations over a long period of
INDIANA
time have emphasied that these rules are
ARE EASY TO SELL
WEAVER PIANO
Sdm er
SHONINGER
KRANICH
*X BACH
PIANOS • ESTABLISHED 1850
The quality old time
Shoninger dealers
expect . . . in new
consoles of great
beauty.
ijP'ANOS
j / Since 1864
^Varif only in dige
yye'manufacture one
(jiialitij -the finest. -
Jfrom the new -Mnall
console to the nine foot
J\ ran ich&Bach piano ib
perfect in every detail.
237EAST23RD.STREET,N.Y
Tone volume control from a
mere whisper to that even
greater then in a concert
grand piano.
Consult your piano manufacturer
MIESSNER INVENTIONS. Inc.
18 MAIN ST.
MILLBURN, N. I.
We Invite Inquiry
STARR PIANO COMPANY.
Richmond, Indiana
National Piano Corp.
1200 Broadway
New York
McvuUnan,
Master Piano Craftsmen for 99 Years
HARDMAN PIANOS • MINIPIANOS . HARRINGTON PIANOS
33 West 57th St., New York
^T M. Ret. lor Eivestiff Piinitti
tarr
CONSOLE and GRAND PIANOS
offer dealers and purchasers
alike, the ultimate in fine pianos—
truly "star" value in design and
construction.
Directblow action.
BRAMBACH GRANDS
Original Scales
Modern Designs
KOHLER & CAMPBELL
*yr
Grands — Consoles
Studio Uprights
A wide variety of modern designs — Lowest Prices —
— Write for Details —
KOHLER & CAMPBELL, INC.
629 WEST 50th STREET
NEW YORK
18
THE MUSIC TRADE REVIEW, SEPTEMBER, 1H1
Telephone
Prospecting
fundamental with respect to soliciting
orders and canvassing prospects directly
over the telephone.
7. Provides a highly effective supple-
ment to salesmen's visits.
8. Enables salesmen to make appoint-
ments before visits to out-of-the-way
(Continued from, Page 13)
ADVANTAGES
places, thus avoiding wasteful trips and
ble, clear and convincing answers to them
Now let us look at the other side of permitting better planning of route.
before picking up the telephone. These the picture. Why should we consider
9. Helps increase market coverage.
objections—should be looked upon as op- the telephone as a medium for develop-
10. Obtains immediate coverage of
portunities to explain and clarify. We ing prospects? What advantage has it to
have called them objections, but very offer? Let us see what some of these bene- market for price changes—special offers
—to sell odd lots or surplus stock.
often they take the form of questions. By fits might be.
Of course, the telephone is only one
answering them properly, points which
We have found that use of the tele-
medium in the development of prospec-
bar the way to a sale can be cleared up phone:
in the prospect's mind. In this respect,
1. Provides frequent voice-to-voice con- tive customers. Others are your personal
sales objections are really sales opportun- tacts with customers and prospects at visits and direct mail and other advertis-
ing. Serious thought should be given to
ities.
low cost.
2. Weeds out poor prospects and qual- which of these will produce the best re-
sults for your particular field.
SUMMARY
ifies good prospects promptly.
3. Saves time for buyer and seller.
All we have said can be summarized
4. Permits low cost checking of "space"
into the following five principles.
and "direct mail' advertising.
1. The firm calling should be well and
JESSE FRENCH & SONS PIANOS
5. Is a more personal medium than ad-
favorably known.
vertising.
2. The customer or prospect should not
6. Places the sales person in a position
be surprised when he receives a call.
to answer questions and meet objections.
3. The call must have a definite ap-
peal.
4. The presentation must be short.
• * • * • * •
because t h e y
5. The person calling must have a
give your customers both
fine-furniture features and
thorough knowledge of the business and
A Musical Masterpiece
honest musical quality.
be well trained in the technique of tele-
• • GET THE FACTS!
phone selling.
E L K H A RT
Weaver
Piano
Co.,
York.
Pa.
Write Dept. 19FA
Observations over a long period of
INDIANA
time have emphasied that these rules are
ARE EASY TO SELL
WEAVER PIANO
Sdm er
SHONINGER
KRANICH
*X BACH
PIANOS • ESTABLISHED 1850
The quality old time
Shoninger dealers
expect . . . in new
consoles of great
beauty.
ijP'ANOS
j / Since 1864
^Varif only in dige
yye'manufacture one
(jiialitij -the finest. -
Jfrom the new -Mnall
console to the nine foot
J\ ran ich&Bach piano ib
perfect in every detail.
237EAST23RD.STREET,N.Y
Tone volume control from a
mere whisper to that even
greater then in a concert
grand piano.
Consult your piano manufacturer
MIESSNER INVENTIONS. Inc.
18 MAIN ST.
MILLBURN, N. I.
We Invite Inquiry
STARR PIANO COMPANY.
Richmond, Indiana
National Piano Corp.
1200 Broadway
New York
McvuUnan,
Master Piano Craftsmen for 99 Years
HARDMAN PIANOS • MINIPIANOS . HARRINGTON PIANOS
33 West 57th St., New York
^T M. Ret. lor Eivestiff Piinitti
tarr
CONSOLE and GRAND PIANOS
offer dealers and purchasers
alike, the ultimate in fine pianos—
truly "star" value in design and
construction.
Directblow action.
BRAMBACH GRANDS
Original Scales
Modern Designs
KOHLER & CAMPBELL
*yr
Grands — Consoles
Studio Uprights
A wide variety of modern designs — Lowest Prices —
— Write for Details —
KOHLER & CAMPBELL, INC.
629 WEST 50th STREET
NEW YORK
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