Daily press. [volume] (Newport News, Va.) 1896-current, 1908-10-30
TRAVELLING SALESMAN
ANO THE CONSULS

Consul J. c. McNaiiy. of Marking.
repeats the statement made by many
other officers that it is unusual for
ar American salesman to call on
consul, either to obtain trade infOrma-
ton or in the nature of a social call.
MT. McNaily points out what this
neglect means:
This apparent Indifference may be
due to the inherent confidence or the
American pathfinder in his ability 10
work out a commercial success, or 10
the belief that the consul is either
ignorant of existing trade wants, or
.. that he is too busy to give him the
tentiOn he requires. 1t matters not
how well fortified a salesman may ne
in his own country. e. her as to the
| nature of quality of his goods, or MS
peculiar fitness to iDtelliSently demon
strate their merits. his first Introduce
ton TO the foreign trade will force
the discovery that the prevailing COM
! petition has created new demands
fer him to meet before he can enter
tain the hope OF placing an order.
National prejudices may have 10
be consulted: small concessions may
have to be made, and innumerable
, other clements may enter into the pro-
lnhMty. of Success: elements known
to the consul, the knowledge OF
| which would prove valuable to the
tarbinger of Americas commeScial
supremacy-at least in his line.
statesmen of other nations are sure
to visit their consuls wher entering
a rev field. and the measure Of sue
cess they seem to enjoy would indi-
este that the information received
was Of great benefit. The consul no
doubt impaired information that en-
:hIed the salesman to go into the
n. after with a knowledge of the de-
mauds that the prospective buyer is
certain TO make and being forewarn-
Lei is forearmed, to meet the demands.
! or 8; least 10 formulate plan OF
action basel on the information re-
cci,ei
Whist {. reign consuls can DO the
American officer cen do. and be
: liaye more effectively. His advice.
valuable by reason Of his local ex-
pericnce. will convince that the same
, time Is money attitude that would
be accepted at home, as a matter OF
curse. would be interpreted abroad
as being rude and ungentlemaniy;
! that the same practices that serve 70
; ingratiate a salesman with his pros
! p~ctiyC buyer at home would invite
disaster abroad OF course different
1 localities have native dispositions
and taste that must be humored IL
one hopes to win customer.
No better start can bc made tn a
foreign marke. than bv absorbing
whatever information = the consul can
!mpar,. His pursuit for information
, on which to base his reports. his daily
contact with the local tr=despeopie.
! gives him an opportunity tn learn
tho conditions that invite In his mar
: kc; goods other than American. Once
the reason for the preference rs ascer'
tanned. IL Is easy TO point out the
Way to remove the bar. u any o. al
least TO mitigate its importance.
The prevailing trade peraliarif'cs,
! tho temperament ~ the people. the Ia
tional characteristics a. 10 tastes. as
vel as other matters. are necessary
10 the saIcsman's genera! knowledge.
Tn consulate Is the only reliable
source Of Information. and the advice
obtained there vii form a valuable
asset 90 osc about to exploit the
, markets o; hts CONSULAR district
Daily Consular and Trade Reports.