The Washington herald., 1909-03-07

Some men succeed in selling North
American-made goods AT a profit n
South America
With this remark an Official OF the
Bureau OF Manufactures yesterday
showed a letter from Consul Geding. OF
Montevideo, a part Of which follows:
The gentleman was making his frst
trip as salesman. and what was lacking
in experience was compensated for by
his tact He was familiar with tbs
Spanish language. which he acquired
while IN the Philippines. where he was
close student Of Spanish character
"On arriving at Monteviceo, he called ar
the consulate and asked for such assist
ance as might be rendered. His trunks
were attended 10 by a customs agent,
and a hotel arranged for He was intro
dueed 70 one OF the Leading merchants
(an American). who. in turn. introduced
him 10 the merchants interested IN his
particular line Some OF the goods had
previously found their way here through
q German house. but owing 10 a want OF
technical knowledge Of them the goods
had been condemned as worthless
such a serious position had to be
overcome. He called on the interested
merchants. made himself agreeable. and
won their confidence. merely asking them
10 be present al the demonstration which
be would give at a room IN the hotel.
which had been specially fitted UP. al
che same time stating that he was not
there 10 take orders, but 10 show his
goods 10 them He suited their convent
ence in every way. was not II q hurry.
and assumed Rn air OF Indifference as 20
sales
Excellent Net Results.
His demonstration was so success
ful that e was barely finished when
the merchants asked him 10 take their
orders. which We're large ones. He
left here for BuenOs Ayres. after a stay
Of a couple Of weeks. the profits on his
sales being much greater than his ex-
renSes. as had also been the case in the
several ports OF Brazil His firm had
placed 5000 to his credit. believing
that il would cost that sum 10 intro
duce their goods. On leaving here the
profits on his sales. all told. were near
y three-fOurths OF the sum which IL
was expected the Introduction OF the
America, although Brazil and Uruguay
only had been visited
This Is an instance where an Aueri-
can representative. both he and his
goods either unknown or with a strong
prejudice against them, wholly without
experience as q salesman. being an ed
Ccated. tactful man. was able 10 intro
dUce a lire OF goods, not only without
expense 20 the manufacture, but az q
proht the percentage OF which was
greater than IL would have been had
the sales been made in the United
States
Reasons for His SuccesE.
The reasons for his success are plai-
He had perfect confidence in his wares
he was enthusiastic IN his work He
was familiar with the language Gus
toms. and peculiarfties OF his custom
ers- He suited his time 10 their con
venience- He was always tactfuI. He
was always cheerful But hts success
was due IN great part "a having been
started right from the consulate. the in
formation received. which he had the
ability 70 appreciate and profit by. pre-
venting him from making serious mis-
takes
What he has done others can 90 FUr
one thing should not be forgotten The
methods employed by American salesue1
IN the United States when selling E0odS
VII not only fail to secure orders here
but are looked upon with grave sus-
picIon.''