The Detroit times., 1914-08-26

IN the way OF ocean freight, as the
csh,s are always based on 80 much per
Sasnncstions OF Bis-business sales
as from England and Cont
nentai Europe.
nrinaS Al commercial countries the high
aansr eu man IL the producer, and conse-
SS nn the more economical In the
n To begin with. his experience with
a az ENJOYS Their entire and absolute con-
nuehes His honesty, ACTIVITY integ-
a ,,y' no1rse,sense. and business ability
foundaiionnu iS question sha He has ample
a sis experience 20 make him sure OF
MS wsu ground IN the reception room. as
the soc,ai "a the office. Club life and
INTO the lie of the Eattrr-Americnfi
man OF big business than IL the case
man o OF bio Inc me qualities OF the sales.
ne can inspire the buyer with the
a11ins that ne can AFFORD TO meet him
IN On an eHuai basis on all occasions. In
mat your Representatives. fuii dress
suit and tuxedo are just as essential
40 MS equipment as his order book
The European representative has a
sood thorough knowledge or the peo-
Pae. theH mannerisms, ways and Gus
cpna,, general knowledge OF their
OF foreign trade, their banking and ex-
change systems. etc. Besides he has
the fuli assurance that his Arm will
p Dasa MN up In all his dealings and
Now, as the Latin American buyer IL
accustomed to deal with Europeans
Feet tn rishtq u.a "a he has per-
measure up TO the same standards.
Look over the field and see how many
OF your acqualntances are big enough
n n. =
worth money to you. and his salary
and expense account should be in pro-
portion TO his worth. Men OF this cali
There Is little inducement for the am
pitious young man TO make a success
In this field II the manufacturer will
Is usually the case, and for this reason
Il Is noticeable fact that many OF
the successful foreign representatives
branch out into general commission
business Tor themselves.
The magnitude OF the business fully
Justines going after IL I'm the proper
manner. as the South American buyer
often than is the custom here He
frequently issues single order cover
ing an entire years supply, shipments
TO be made at statedsintervals. or when
The European salesman as rule
has IL on the American salesman In
this respect: The former Is right at
ally French, German. Spanish or Por-
tuguese and English To go into that
territory without at least a fairly
good knowledge OF Spanish or Portu-
guese Is to invite disaster.
IL Is apt TO be equally as disastrous
to pick up Latin-American native in
this country. unless he has the proper
credentials. with the idea OF trying
him out down there as a salesman.
Just because he speaks the language
and appears more or less OF q novelty
to you. Is no sign by any means. that
he would make creditable represent
alive. He is no more entitled to con-
sideration than an unworthy specimen
OF our own country. who happens to
speak English and drifts to Buenos
there.
'sppers OF farm machinery. electric
apparatus and mechanical appli-
ce.s. find Ii necessary to send tech
vice work only All their work IL sim
ply to demonstrate and repair their
employers products, IL Is not essential
that they know the language or GUS
toms OF the country This In quite a
different proposition from the high
secure the account, and must nego-
tiate with the Importer himself.
The merchant there has no Idea OF.
and cannot conceive OF the enormous
plants in this country Now, why
representatives capable OF creating the
proper impression. and able to set
forth facts and conditions as they real
ly exist here. IL Is bad business for
n so horsepower concern to send a
them The consequence Is 50 horse
power loss In results.
(Artfcle No. 2. by MT. Seller Will appear
t----on this page Lfhursuay3 -