Presto
Issue: 1920 1779 - Page 29
29
ESXO
August 28, 1920.
APOLLO
9t»? Master Player Piano
Suppose APOLL
does cost us bot
a little
Tk£APOLLO P M N O C O M B 4 N Y
HIGH G R A D E
Folding Organs
School Organs
Practice Keyboards
Dealers' Attention Solicited.
A. L. WHITE MFG. CO.
215 West 6Xi Place, CHICAOO, ILL.
6 7 Years of Improved Effort Are
Behind Ever|y Piano Turned Out by
CABLE&SONS
THE OLD RELIABLE
ESTABLISHED 1852
Factory and Offices i
550-552 Weit 38th Street
NEW YORK
EVERY MAN. WHETHER
Directly or Indirectly Interested in
Pianos, Phonographs or the General
Music Trade
Should have the three booklets compris-
ing-
PRESTO TRADE LISTS
No. 1—Directory of the Music Trades—
the Dealers List.
No. 2—The Phonograph Directory—the
Talking Machine List.
No. 3—Directory of the Music Industries
(Manufacturers, Supplies, etc., of
all kinds).
Price, each book, 25 cents.
The three books combined contain the
only complete addresses and classified
lists of all the various depart-
ments of the music indus-
tries and trades.
Choice of these books and also a copy of
the indispensable "Presto Buyer's Guide,"
will be sent free of charge to new sub-
scribers to Presto, the American Music
Trade Weekly, at $2 a year.
You want Presto; you want the Presto
Trade Lists. They cost little and return
much. Why not have them?
Published by
DON'TS FOR MANAGERS
OF SALES DEPARTMENTS
Promotion Man Points Out the Advantages of
the Individual Talk Over the
Formal Conference.
How not to hold a salesmen's conference was
pointed out recently by a promotion man.
'"Too often," said the sales executive, "I have seen
a new selling plan put up to the salesmen in confer-
ence and forgotten once they left the meeting. The
trouble is that the average conference is regarded by
many salesmen with the same distaste as the small
boy shows toward Sunday school, a place he has to
go to and pretend to listen.
"The trouble with the average conference is that
usually the proceedings are of a very dull character,
and anything worth while brought up is apt to be
smothered in the barrage of advice and other sales
counsel the salesmen are so accustomed to hear.
Every one of them has his own idea of what is good
and what is of no consequence. They bring a cyni-
cal veneer to the conference, as a rule, that is hard
to scratch.
"Wher. I worked out my plan and started in to
"put it over" I steered clear of conferences, because
in a scheme of this sort I knew that there was not
only passive oppposition but actual stubbornness to
be encountered from the sales force. The large
city is the choicest field of the successful salesman,
and he generally keeps his eyes on that goal even
if he has the jerk-water towns for territory. Rut
we proposed not only to cultivate the jerk-water
customers we already had, but to go after mer-
chants in even smaller towns. So it can be imag-
ined that the scheme was not enthusiastically wel-
comed by the men who were trying to graduate
from the small towns to the large cities.
"So T introduced my plan very briefly at a meet-
ing, and it was the only conference we had. After
that I met the salesmen at restaurants, at clubs, on
the golf course and every other unconventional meet-
ing place. Then, with all formality stripped off our
relations, I proceeded to dig into this scheme. I
made a point of personally putting the plan up to
every salesman and, when I got through the rounds,
there wasn't a man jack of them who wasn't con-
vinced we had something big in the way of an idea.
"Having answered every question there was to
answer on the merits of the plan, the results we got
were not surprising to me. Behind the perfunctory
explanation of the conference I had put some real
sales arguments that each man considered would
overcome the objections of his customers. And it
is a strange thing that the objections the salesman
puts up are usually the ones he has to answer. Un-
consciously, he puts these objections in the mind of
his customer, and one of the best methods of sell-
ing is to hint at an objection that the customer
thinks is his own, let him say it and then answer it.
"We got splendid results from our plan and I
chalked them up largely to the credit of the indi-
vidual conference, and that is the method that will
have my vote from now on."
PP1CE & TEEPLE PIANO CO
Price & Teeple Piano Co.
218 South Wabash Avenue
CHICAGO
Your Prospective Customers
•re listed in our Catalog of 99% guaranteed Mailing
Lists. It also contains vital suggestions how to ad-
vertise and sell profitably by mail. Counts and
prices given on 9000 different national Lists, cover-
ing all classes; for instance. Farmers, Noodle Mfrs.,
Hardware Dealers, Zinc Mines, etc. This valuabl*
refennce booh free. Write for it.
Send Them Sales Letters
You can produce sales or inquiries with per-
sonal letters. Many concerns all over U. S,
are profitably using Sales Letters ( we write.
Send for free instructive booklet, "Valut of
es Ltnert."
Ross-Gould
Mid iling
L.iS't'S
S*. Louis
WILLIAMS
PIANOS
The poSlcy of the Williams House is and always
has been to depend upon excellence of product
instead of alluring price. Such a policy does not
attract bargain hunters. It does, however, win the
hearty approval and support of a very desirable
an.d substantial patronage.
WII
I IAMS
WILLIAMS
M
«k«« o f p William.
Pianoi,
,
organs
Epworth
Uno and
A LIVE LINE FOR LIVE DEALERS
WEBSTER
PIANOS AND PLAYERS
Fulfill Every Promise of
Profit to the Dealer
and Satisfaction to
His Customers.
Presto Publishing Co.
NOTHING BETTER FOR YOUR TRADE
Manufactured by
407 So. Dearborn St.,
CHICAGO, ILL.
THE WEBSTER PIANO CO.
450 Fifth Ave., NEW YORK CITY
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
ESXO
August 28, 1920.
APOLLO
9t»? Master Player Piano
Suppose APOLL
does cost us bot
a little
Tk£APOLLO P M N O C O M B 4 N Y
HIGH G R A D E
Folding Organs
School Organs
Practice Keyboards
Dealers' Attention Solicited.
A. L. WHITE MFG. CO.
215 West 6Xi Place, CHICAOO, ILL.
6 7 Years of Improved Effort Are
Behind Ever|y Piano Turned Out by
CABLE&SONS
THE OLD RELIABLE
ESTABLISHED 1852
Factory and Offices i
550-552 Weit 38th Street
NEW YORK
EVERY MAN. WHETHER
Directly or Indirectly Interested in
Pianos, Phonographs or the General
Music Trade
Should have the three booklets compris-
ing-
PRESTO TRADE LISTS
No. 1—Directory of the Music Trades—
the Dealers List.
No. 2—The Phonograph Directory—the
Talking Machine List.
No. 3—Directory of the Music Industries
(Manufacturers, Supplies, etc., of
all kinds).
Price, each book, 25 cents.
The three books combined contain the
only complete addresses and classified
lists of all the various depart-
ments of the music indus-
tries and trades.
Choice of these books and also a copy of
the indispensable "Presto Buyer's Guide,"
will be sent free of charge to new sub-
scribers to Presto, the American Music
Trade Weekly, at $2 a year.
You want Presto; you want the Presto
Trade Lists. They cost little and return
much. Why not have them?
Published by
DON'TS FOR MANAGERS
OF SALES DEPARTMENTS
Promotion Man Points Out the Advantages of
the Individual Talk Over the
Formal Conference.
How not to hold a salesmen's conference was
pointed out recently by a promotion man.
'"Too often," said the sales executive, "I have seen
a new selling plan put up to the salesmen in confer-
ence and forgotten once they left the meeting. The
trouble is that the average conference is regarded by
many salesmen with the same distaste as the small
boy shows toward Sunday school, a place he has to
go to and pretend to listen.
"The trouble with the average conference is that
usually the proceedings are of a very dull character,
and anything worth while brought up is apt to be
smothered in the barrage of advice and other sales
counsel the salesmen are so accustomed to hear.
Every one of them has his own idea of what is good
and what is of no consequence. They bring a cyni-
cal veneer to the conference, as a rule, that is hard
to scratch.
"Wher. I worked out my plan and started in to
"put it over" I steered clear of conferences, because
in a scheme of this sort I knew that there was not
only passive oppposition but actual stubbornness to
be encountered from the sales force. The large
city is the choicest field of the successful salesman,
and he generally keeps his eyes on that goal even
if he has the jerk-water towns for territory. Rut
we proposed not only to cultivate the jerk-water
customers we already had, but to go after mer-
chants in even smaller towns. So it can be imag-
ined that the scheme was not enthusiastically wel-
comed by the men who were trying to graduate
from the small towns to the large cities.
"So T introduced my plan very briefly at a meet-
ing, and it was the only conference we had. After
that I met the salesmen at restaurants, at clubs, on
the golf course and every other unconventional meet-
ing place. Then, with all formality stripped off our
relations, I proceeded to dig into this scheme. I
made a point of personally putting the plan up to
every salesman and, when I got through the rounds,
there wasn't a man jack of them who wasn't con-
vinced we had something big in the way of an idea.
"Having answered every question there was to
answer on the merits of the plan, the results we got
were not surprising to me. Behind the perfunctory
explanation of the conference I had put some real
sales arguments that each man considered would
overcome the objections of his customers. And it
is a strange thing that the objections the salesman
puts up are usually the ones he has to answer. Un-
consciously, he puts these objections in the mind of
his customer, and one of the best methods of sell-
ing is to hint at an objection that the customer
thinks is his own, let him say it and then answer it.
"We got splendid results from our plan and I
chalked them up largely to the credit of the indi-
vidual conference, and that is the method that will
have my vote from now on."
PP1CE & TEEPLE PIANO CO
Price & Teeple Piano Co.
218 South Wabash Avenue
CHICAGO
Your Prospective Customers
•re listed in our Catalog of 99% guaranteed Mailing
Lists. It also contains vital suggestions how to ad-
vertise and sell profitably by mail. Counts and
prices given on 9000 different national Lists, cover-
ing all classes; for instance. Farmers, Noodle Mfrs.,
Hardware Dealers, Zinc Mines, etc. This valuabl*
refennce booh free. Write for it.
Send Them Sales Letters
You can produce sales or inquiries with per-
sonal letters. Many concerns all over U. S,
are profitably using Sales Letters ( we write.
Send for free instructive booklet, "Valut of
es Ltnert."
Ross-Gould
Mid iling
L.iS't'S
S*. Louis
WILLIAMS
PIANOS
The poSlcy of the Williams House is and always
has been to depend upon excellence of product
instead of alluring price. Such a policy does not
attract bargain hunters. It does, however, win the
hearty approval and support of a very desirable
an.d substantial patronage.
WII
I IAMS
WILLIAMS
M
«k«« o f p William.
Pianoi,
,
organs
Epworth
Uno and
A LIVE LINE FOR LIVE DEALERS
WEBSTER
PIANOS AND PLAYERS
Fulfill Every Promise of
Profit to the Dealer
and Satisfaction to
His Customers.
Presto Publishing Co.
NOTHING BETTER FOR YOUR TRADE
Manufactured by
407 So. Dearborn St.,
CHICAGO, ILL.
THE WEBSTER PIANO CO.
450 Fifth Ave., NEW YORK CITY
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
Future scanning projects are planned by the International Arcade Museum Library (IAML).