New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1903-01-04
SELECTIONS FROM MIL.
THE SECRET OF SELLING. y
testimony from an Ex-Minister to Persia


H. the Editor % The Tribune
sir: The editorial entitled THE Secret OF Sell
hg" In fo-dayss issue Of The Tribune offers some
EXCELLENT advice 10 manufacturers and ex-
torters Il IS 20 be earnestly desired that your
timely words should ne read and pondered IN the
tHarters where they are NEST needed The Grass
tess shown 10y many Of our business men regard
z the matter OF foreign credits and the aoapta-
ton OF their export products TO the actual demands
81 foreign. and especially Asiatic markets. is III
marked contrast TO the methods OF hufoPeali
RAIDERS or 10 the general shrewdness and enter
s-ssa Of orr reonle To refer to my eS
neYsence may -ay that I found this to be the
thief obstacle to the establishment of direct trade
between the United States and Persia American
foods had already begun 10 reach Persia IN some
folUne before ! appointed TO my post al
rebe-an. end CT establishing the legation / found
az aopreciable demand for them But as these
Foods had been taken there by European rner-
chants easing through several hands aAu pay
he several commissions besides multiplied lreislt
ahsrges they were by means as low priced as il
l,,nar4ea by direct trade with the United States
tpd hence they could not compete advantageousis
sith British, French, German or Russian goods
tn abyiate this difficulty. establish direct trace
Ae+weea the two countries ana to tap the markets
ss Central Asia. therefore one Of the cnleI o.
let's az or treaty with Persia and the estaoIish-
raent Of a United States legation near the Court
ef the Shah and not merely the protecnoh q on
MISSIONARY citizens. Numerous Inquiries soon
t,4erra.ioual trade: and at first It looked as II
something would speedily be accomplished IN tals
Erection in spite of the sly but mina1oFy N8lcN-
s15loess OF Russia and the churlsh riVairy O. 0ei
1asnx.
R4,t 7 soon found that the greatest and for the
;-oe the most insrrnaeuntabe obstacles came rom
r,5r Owl people Take the matter OF creoA's' io-
example European traders allowed al ieao, 50
n,aatsas' credit: and they very rarely iosL e''1AA
si-ectIv or fn6frectly II they had been losers
ned
sa-csIv for that trade Asiatics have bad rePo-
as-ssn FOR honesty. often unjustly- II IS true mo
they ere VERY sharp m driving bargain aio -
hisolax an amazing parstnony OF me truth III 00
transaction But unless am greatly H'.se't ~
E,Drooesn ano American traders too often 90 IKE
r-tsa On the ether hand. once the trade is az
ranged and the money is promised Al go
s.re the Asatic can be depended upon HAoie
tsfnfr perhaps than the European 10 met -.9
r-o-s ~ his bond This is due In part 10 a Illoie
,,ss- svsrsrz ~ domestic traoe than with Us
-spssas regular caII -ctions. and IN part 10 tle
General absence OF speculation; hut il is SO emery
beezuxs the Asiat.c is built that way
Eut unlike the Europeans. our America. -
- s---.-5es The money on shipment CT the
Sc .-5 -h1.s failed to win the Persian mar
ra+s. a. least such the case in those Gay .U
have heard OF great change since 1hVh ~ ''l-
ee.,ect case IN point concerned an Ii,'ofee "a
sone 1880 American CLOCKS = We. 80 -. -
rAsnou.ybfs Oriental merchant at Ieherah
- N iroaort these clocks and stood TeaoF 10
,sv -cr them on six u1ozths' creco Luz NIs
a-,srica- sssler st hcne insisted tna1 ne sii'u'
e ..,.r7o-4zeo 70 draw London inc very o0S -
,,--,-z z-e-a shipped Thus what prolsllsea 10 x
q i-arcrtant openiTg for that ciSSs =
eStes came TO nsusEl- -, 49,
- cc4.,ze we are steadily exporting hesides o1t
.--,y-4or- -u-u~ OF our Eaauufa otufea 6ooo-r "uI
- r4es--e In proportion 70 our capacity =.
-, -A--o,,r1,lr rival our European cenpedtors
- -,-,e-.-lv dis1ose Of cur increasing pToanC1-
-.e-5a77,- IN the markets OF Asia. africa alio
[.os-+.s IF -11ret study first what the
s-p,e Of those countries want, aeooraIns 70 a-I-'
-r,-7.-.c social and civil usages and oonaitlons-
- ,.--a. oft.x sxpect 10 repeat with proht tne
.a-<-,1-+ az Timothy Dexter with his warming
r.nz Having gained firm toothcld IN those hlsf-
t-+S bv the practice Of an Intelligent co-ilaa04-
-. 90 ,sn gre dyaIly afford 10 act the part OF
...,-.-ex ,-S induce the be-lghted hsathen 10
t,-,y. their condition If necessary. by pur-
.Lass,s tbe 'tacriozs" that we, unoer oIlLeAeii1
locations deem essential TO their welfare ana oe
relon-aert Nov that the possession q the f[lliiP
rtnes and Hawaii has given Us SO re1aaIHaNi7 c..
tra~,.r+ea an nrportInity 70 hold our own amid
So -ov-5 ~ hungry aspirants for the expanding
commerce Of the vast populations Of ASA let Us
-. raro-s IL he too late, the magnificent OF
eo-4,-irv I>estiry has bestowed fer our enormous
r,e-e5ee and neglect no II amy ana holi01 aN4e
,,es-s for distributing the product OF our Hills anu
-, Tho attitude IF the blsfEess men CT
s-r.ric= On this question has been too long enc
~ indifference and as6sin. based on ignorance a-a
rve-cenadence The time is approaching when TINS
,5stfo- IF mind may prove dfssstroua. As WIFI
individuals SO with nations opportunities scoiieo
a neglected aEe not easily regained-
s. G. y. BENJAMIN.
washington, Dec. %. 1eaz