He aimed keeping over one hundred salesmen the field at
all times.XI-15
existing office arrangement. Charles Edison was most annoyed
that the division managers TAE Inc. There was still great deal resistance the
dictating machine American offices.. Many
businessmen preferred dictate office girls. She was more forgiving
of frequent errors and corrections than machine.daily attention. Customers were told that buying
a machine they were assured more than the expertise the
Edison laboratory, but also the support "Our Local Service
Organization for maintenance and ." Durand
told the sales force that "people don't buy (the dictating
machine) for the motor the other parts, but for the
27
service.. Businessmen preferred to
dictate stenographer, rather machine."
It was only with the creation the Commercial
Phonograph Division that Durand finally had the money build
up his own network dealers and mould the sales force into an
organization that could sell and maintain dictating machines. Edison's
executives were exception.
There were many good reasons for the sales resistance to
dictating machines. did not use the Edison
28
dictating machine. The machines might efficient, but they
could not replace the personal relationship businessman and
stenographer. Many users of
dictating machines dropped them when the secretarial staff
. The latter— now normally woman— often played an
important part composing the letter
