" Durand
told the sales force that "people don't buy (the dictating
machine) for the motor the other parts, but for the
27
service. 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 .
He aimed keeping over one hundred salesmen the field at
all times. Edison's
executives were exception. The latter— now normally woman— often played an
important part composing the letter..XI-15
existing office arrangement.daily attention.
There were many good reasons for the sales resistance to
dictating machines."
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. did not use the Edison
28
dictating machine. Businessmen preferred to
dictate stenographer, rather machine. Many users of
dictating machines dropped them when the secretarial staff
. She was more forgiving
of frequent errors and corrections than machine. There was still great deal resistance the
dictating machine American offices.. The machines might efficient, but they
could not replace the personal relationship businessman and
stenographer. Charles Edison was most annoyed
that the division managers TAE Inc. Many
businessmen preferred dictate office girls
