Presto
Issue: 1924 1970 - Page 17
17
PRESTO
April 26, 1924.
AMERICAN SALESMEN
ABROAD REQUIRE TACT
Conversational Pitfalls Are Sometimes the
Cause of Lost Business with a Sensitive
Class of Customers in Other Countries.
Writing to Commerce Reports, Edward G. Eichel-
berger says some things which, while applied to
American trade abroad, may also be adapted to a
small proportion of piano salesmen nearer home.
Even in local selling the "pitfalls" referred to in
what follows have been known to work disastrously.
The various personal qualifications desirable in the
American salesman abroad have been emphatically
pointed out on numerous occasions and in many
places, says Mr. Eichelberger. Tact, one of the
greatest of them all, has never been underrated, and
the necessity for the salesman's exercise of it is
obvious. Furthermore, the numerous political and
economic changes that have taken place in many
countries now call for greater refinements in tact
than were previously necessary.
There are few American salesmen abroad whose
conversations with their customers, actual or pros-
pective, touch solely upon the business matters at
hand. It often happens that the foreign business man
shows a decided desire to discourse upon things polit-
ical, either local or international, that are of a highly
delicate nature. It is in this event that the American
salesman must use the utmost judgment to avoid
saying anything that would prove offensive to his
customer, or to avoid giving the impression that he
is an opinionless, disinterested listener.
Discussion of local party politics is a ticklish mat-
ter, unless the salesman is absolutely sure of the
views of his audience. International affairs may often
be affably talked over, the salesman knowing broadly
the natural opinions of his customer and regulating
his replies accordingly; but the whole matter of
politics is a dangerous thing to bring into any con-
versation which has as its ultimate aim the sale of
American products.
The political systems of many states have under-
gone drastic changes in recent years, with the result
that politics are of vital interest and provide the most
sensitive and popular topic of general conversation.
The American, accustomed at home to express him-
self freely and frankly on things political, must be
doubly on his guard against making any remarks that
might commit him in one way or another so far as
his foreign customer is concerned.
Instances have occurred where a salesman's replies,
had they been a little more guarded, might have
averted the loss of a sale which followed a tactless Repro-Phraso, Personal Reproducing Piano Admir-
answer. In other instances the natural tendency of
ably Featured in Widely Read Magazine.
any person traveling abroad to compare conditions
The Repro-Phraso is the theme of an effective dis-
existing in his own country to the disparagement of
the country in which he happens to be has also play of the Story & Clark Piano Co., Chicago, in the
Saturday Evening Post of April 19. The illustration
proved disastrous to sales.
tells the story of the pleasant uses of the "Personal
Reproducing Piano," by all members of the family.
"Son as well as father can play this delightful in-
strument so easily," is the caption. The advantages
of the instrument are told in the text which follows:
"The Story & Clark Repro-Phraso personal repro-
The Pruefer Piano Company Settled in Fine New ducing piano requires no special music rolls. You
can insert any 88-note music roll in this beautiful
Warerooms at 559 Westminster Street.
piano, and by a simple, new and exclusively patented
The Pruefer Piano Co.. Providence, R. I., is now means play the music you like best.
comfortably settled in its new quarters at 559 West-
"No need for Dad to-drum out chords or pick out
minster street after a formal opening with a new and an idle tune. No need for Sonny to hate practice
much larger stock. More floor space as well as a time. lhey'11 have great fun in playing their favor-
better location is an advantage gained by the re- ite tunes!
moval. The warerooms now measure 2800 square
'There is no other instrument like the Repro-
feet.
Phraso. You must hear it, and see how easily it
The firm, formerly known as the Pruefer Music plays—just as though it were alive—to appreciate it
Co.. was established in 1901 and progress has been truly. You will marvel at the beautiful expression
marked in the passing of every year. Since the you can obtain. And you will marvel when you hear
company was formed in the year named the growth the melody sing out with bell-like beauty against the
of the business has necessitated removal to a larger whispering background of accompaniment.
store on five occasions. Herman Pruefer is head of
"Visit your nearest Story & Clark dealer. He will
the linn and a large measure of its success is at- be glad to show .you the Repro-Phraso, and from him
tributed to his well known character for square deal- you can purchase one on terms within your income."
ing and presenting only reliable goods. The Kra-
kauer, Lester, Jacob Brothers, Madison and Daven-
GREAT ORGAN FOR VICTORY HALL.
port-Treacy pianos are carried.
Mayor Kendrick, of Philadelphia, has announced
that Cyrus H. K. Curtis, the publisher, has offered
"WHAT'S THE PRICE?"
"the largest and finest organ in the world" for the
The turning point in most sales comes just after Victory Hall, to be constructed as part of that munic-
the customer says "How much does it cost?" says ipality's "city beautifful" program.. "This is a splen-
the Sewing Machine Times. Your method of an- did offer," the Mayor said, "and has my approval. 1
swering this question may lose the sale or may abso- am sure this will be acceptable to the people."
lutely clinch it. Of course you have to give the
price, but do not just give the price and leave it at
A N. Y. RADIO FAILURE.
that—give the price and follow it immediately with
The Audubon Radio Shop, 1176 St. Xicholas ave-
the strongest arguments in your selling talk. As
soon as you mention the price lead the customer's nue, New York, has failed. Liabilities, $18,225; assets,
mind to the main advantages that the expenditure $2,300, consisting of stock and fixtures. The mem-
will give him when invested in the article you are bers of the firm, who also operate a stationery store
at 64 Columbus avenue, are Meyer Bernstein and
selling.
Samuel Pomerantz. Mary G. Potter was appointed
receiver, under $2,000 bond, by Judge Learned Hand.
NATIONAL PUBLICITY FOR THE
STORY & CLARK INSTRUMENT
OLD PROVIDENCE FIRM IN
MORE COMMODIOUS STORE
YOU WANT REAL MONEY-MAKERS
and You Get Them In
NELSON-WIGGEN
AUTOMATIC PIANOS
The Lyon & Healy
Reproducing Piano
These Instruments have exclusive
features which lift them far above
competition.
1
You must see and hear them to
realize their e a s y - s e l l i n g and
money-making advantages.
Wabash at Jackson - - - Chicago
DECKER
"Nelson-Wiggen" has come to
mean novelty and perfect adapta-
bility in the Automatic field.
M^
They Are Exclusive In
Their Originality.
No Piano Dealer Is Well-Equipped for the Best and Most
Profitable Branch of his Business until he knows and sells
Investigate—Progress—Learn
& SON
and
Welte-Mignon
(Licensee)
Reproducing
(Electric)
NELSON-WIGGEN PIANO CO.
224 N. Sheldon Street
EST. 1856
Grand, Upright
Pian-O-Grand Style 3 ivith Bells and Banjo Attachment
tlllS line.
A moderate priced reproducing piano,
beautiful in design and rich in tone.
Write for our new explanatory Chart,
the most complete and simple treat-
ment of the reproducing action.
CHICAGO
Pianos and Players
of Recognized
Artistic Character
Made by a Decker Since 1856
699-703 East 135th Street
New York
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/
PRESTO
April 26, 1924.
AMERICAN SALESMEN
ABROAD REQUIRE TACT
Conversational Pitfalls Are Sometimes the
Cause of Lost Business with a Sensitive
Class of Customers in Other Countries.
Writing to Commerce Reports, Edward G. Eichel-
berger says some things which, while applied to
American trade abroad, may also be adapted to a
small proportion of piano salesmen nearer home.
Even in local selling the "pitfalls" referred to in
what follows have been known to work disastrously.
The various personal qualifications desirable in the
American salesman abroad have been emphatically
pointed out on numerous occasions and in many
places, says Mr. Eichelberger. Tact, one of the
greatest of them all, has never been underrated, and
the necessity for the salesman's exercise of it is
obvious. Furthermore, the numerous political and
economic changes that have taken place in many
countries now call for greater refinements in tact
than were previously necessary.
There are few American salesmen abroad whose
conversations with their customers, actual or pros-
pective, touch solely upon the business matters at
hand. It often happens that the foreign business man
shows a decided desire to discourse upon things polit-
ical, either local or international, that are of a highly
delicate nature. It is in this event that the American
salesman must use the utmost judgment to avoid
saying anything that would prove offensive to his
customer, or to avoid giving the impression that he
is an opinionless, disinterested listener.
Discussion of local party politics is a ticklish mat-
ter, unless the salesman is absolutely sure of the
views of his audience. International affairs may often
be affably talked over, the salesman knowing broadly
the natural opinions of his customer and regulating
his replies accordingly; but the whole matter of
politics is a dangerous thing to bring into any con-
versation which has as its ultimate aim the sale of
American products.
The political systems of many states have under-
gone drastic changes in recent years, with the result
that politics are of vital interest and provide the most
sensitive and popular topic of general conversation.
The American, accustomed at home to express him-
self freely and frankly on things political, must be
doubly on his guard against making any remarks that
might commit him in one way or another so far as
his foreign customer is concerned.
Instances have occurred where a salesman's replies,
had they been a little more guarded, might have
averted the loss of a sale which followed a tactless Repro-Phraso, Personal Reproducing Piano Admir-
answer. In other instances the natural tendency of
ably Featured in Widely Read Magazine.
any person traveling abroad to compare conditions
The Repro-Phraso is the theme of an effective dis-
existing in his own country to the disparagement of
the country in which he happens to be has also play of the Story & Clark Piano Co., Chicago, in the
Saturday Evening Post of April 19. The illustration
proved disastrous to sales.
tells the story of the pleasant uses of the "Personal
Reproducing Piano," by all members of the family.
"Son as well as father can play this delightful in-
strument so easily," is the caption. The advantages
of the instrument are told in the text which follows:
"The Story & Clark Repro-Phraso personal repro-
The Pruefer Piano Company Settled in Fine New ducing piano requires no special music rolls. You
can insert any 88-note music roll in this beautiful
Warerooms at 559 Westminster Street.
piano, and by a simple, new and exclusively patented
The Pruefer Piano Co.. Providence, R. I., is now means play the music you like best.
comfortably settled in its new quarters at 559 West-
"No need for Dad to-drum out chords or pick out
minster street after a formal opening with a new and an idle tune. No need for Sonny to hate practice
much larger stock. More floor space as well as a time. lhey'11 have great fun in playing their favor-
better location is an advantage gained by the re- ite tunes!
moval. The warerooms now measure 2800 square
'There is no other instrument like the Repro-
feet.
Phraso. You must hear it, and see how easily it
The firm, formerly known as the Pruefer Music plays—just as though it were alive—to appreciate it
Co.. was established in 1901 and progress has been truly. You will marvel at the beautiful expression
marked in the passing of every year. Since the you can obtain. And you will marvel when you hear
company was formed in the year named the growth the melody sing out with bell-like beauty against the
of the business has necessitated removal to a larger whispering background of accompaniment.
store on five occasions. Herman Pruefer is head of
"Visit your nearest Story & Clark dealer. He will
the linn and a large measure of its success is at- be glad to show .you the Repro-Phraso, and from him
tributed to his well known character for square deal- you can purchase one on terms within your income."
ing and presenting only reliable goods. The Kra-
kauer, Lester, Jacob Brothers, Madison and Daven-
GREAT ORGAN FOR VICTORY HALL.
port-Treacy pianos are carried.
Mayor Kendrick, of Philadelphia, has announced
that Cyrus H. K. Curtis, the publisher, has offered
"WHAT'S THE PRICE?"
"the largest and finest organ in the world" for the
The turning point in most sales comes just after Victory Hall, to be constructed as part of that munic-
the customer says "How much does it cost?" says ipality's "city beautifful" program.. "This is a splen-
the Sewing Machine Times. Your method of an- did offer," the Mayor said, "and has my approval. 1
swering this question may lose the sale or may abso- am sure this will be acceptable to the people."
lutely clinch it. Of course you have to give the
price, but do not just give the price and leave it at
A N. Y. RADIO FAILURE.
that—give the price and follow it immediately with
The Audubon Radio Shop, 1176 St. Xicholas ave-
the strongest arguments in your selling talk. As
soon as you mention the price lead the customer's nue, New York, has failed. Liabilities, $18,225; assets,
mind to the main advantages that the expenditure $2,300, consisting of stock and fixtures. The mem-
will give him when invested in the article you are bers of the firm, who also operate a stationery store
at 64 Columbus avenue, are Meyer Bernstein and
selling.
Samuel Pomerantz. Mary G. Potter was appointed
receiver, under $2,000 bond, by Judge Learned Hand.
NATIONAL PUBLICITY FOR THE
STORY & CLARK INSTRUMENT
OLD PROVIDENCE FIRM IN
MORE COMMODIOUS STORE
YOU WANT REAL MONEY-MAKERS
and You Get Them In
NELSON-WIGGEN
AUTOMATIC PIANOS
The Lyon & Healy
Reproducing Piano
These Instruments have exclusive
features which lift them far above
competition.
1
You must see and hear them to
realize their e a s y - s e l l i n g and
money-making advantages.
Wabash at Jackson - - - Chicago
DECKER
"Nelson-Wiggen" has come to
mean novelty and perfect adapta-
bility in the Automatic field.
M^
They Are Exclusive In
Their Originality.
No Piano Dealer Is Well-Equipped for the Best and Most
Profitable Branch of his Business until he knows and sells
Investigate—Progress—Learn
& SON
and
Welte-Mignon
(Licensee)
Reproducing
(Electric)
NELSON-WIGGEN PIANO CO.
224 N. Sheldon Street
EST. 1856
Grand, Upright
Pian-O-Grand Style 3 ivith Bells and Banjo Attachment
tlllS line.
A moderate priced reproducing piano,
beautiful in design and rich in tone.
Write for our new explanatory Chart,
the most complete and simple treat-
ment of the reproducing action.
CHICAGO
Pianos and Players
of Recognized
Artistic Character
Made by a Decker Since 1856
699-703 East 135th Street
New York
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).