The sun., 1919-07-02

Is Just as faulty and unfair as ours
However, their educators are already
taking steps to correct the atmosphere
of their teachings concerning things
American.
1t is q hard job to get this antagonism
out Of the minds of those men we choose
for export selling. / always discuss his
tory with them and dwell upon the gen.
erosity and fairness of Edmund Burke
and his associates. l try to put back
into a review OF his Cancellation" some
Of the heart that is taken out of II IN
school by a painful, piecemeal, matter OF
fact study of his great plea. For en-
Tightening those men who come under
my direction I am glad l read Burke's
Cancellation" long after my days OF
institutional study were over, and am
glad for my own sake as we'll as for the
benefit of these new men that l knew
the real story of Dewey at Manila Fay.
How we kids used to thrill at those
words of the American Admiral VINO
said. when ready, Gridley, you may
fire." OF course he said II. and of
course we thrill at their splendid sig
nificance, but why not give the kids
another thrill through a clear under.
standing of what Chichester did to make
1t possible for Dewey to open fire? That
thrill would leave for England big
warm spot in young American hearts,
and It would be fair.
Successful selling depends upon mu-
tual confidence between buyer and collier
Wueuemen hate. or even nurse latsnt
dislike. there can be no such harmony.
Unquestionably there is harmony be-
tween big British interests and big
American interests, just as there is he
tween official London and official Wash
ington. but 1t Is because the men who
nj I'M not
understand one another. If the story of
the development Of these mems minds
into state of concord could be written
most certainly 1t would tell that until
actual contact was established dislike
bordering upon genuine distrust had
existed. To-day We educate men for
business more than for the professions,
because many professions have become
the stepping stones to business. and 1t
is dead wrong to start our young men
of with any sucn handicap.
Barriers of PrOvinciaIism.
Most of the statesmen we send over
| seas upon their first trips are &ofully
provincial. To them the only worth
while place in the world is the United
States of America and the only real
people are those resident therein. The
domestic salesman who receives his
| overseas assignment will do one Of two
things: Start of with this colossal
egotism and no knowledge Of tho his
tory. psychology or religion of the people
he is to call upon. or he will read, study
and think these things until he has a
genuine understanding of what they are
like through knowledge Of what cham
of events made them so.
| The first type will probably fail. I'm
| doubleday. he will get into difficulties
at the first port OF entry. and with
the first people he meets-the customs
officers. He will probably tell them
that he is an American and knows his
| rights. That this declaration has nc
effect upon them will undoubtedly irri.
tate him to the arguing point and by
the time he passes the customs he will
be in such fine temper that everything
| connected with the country will be al
wrong forever. In so far as he is con-
cerned, this will be true for he will
have proven himself by that time to b,
| one OF those queer individuals who
| expect the rest of the world to adapt
itself to him, rather than waking VI
to the fact that he must adjust himself
to the rest OF the world If he is t
play any real part in II.
l can clearly visualize his first cal
upon a prospective customer. He will
I
nounce that he is T. Henry Tompklns
representing the All American CottoI
Converters Company, largest manufac
turers in the world of cotton piece good
and the oldest house in America in tn,
line. Zowie Poor T. Henry Nor
trouble because the foreign buyer i
not at all impressed with such state
ments.
Americans Too BoastfuI.
In the first place, T. Henry doesn'
know thu in other countries statesmen
do not sit upon the pedestals We hav
built for them here in America. In tn
second place. T. Henrys claim OF siz,
Is not at all impressive II indicate
nothing of price, quality or service, i
suggestive OF a great American trust
and besides, all these American sales
men represent the largest in the world,
don't they? According to the foreig1
buyer they do. and the foreign buye
usually hates that expression lin tn
world" which we use so much. II tn
salesman says "in America" 1t cause
no irritation, but "in the world"
rather too inclusive TO be in good taste
And then, the fact that impresses I
Henry so much Chat is. representing
house fifty years old does not impress
the callee except to make him rattle
sceptical about the enduring qualities o
such a young upstart in the bushes
world. So. T. Henry bounds aroun
from one buyer to another becomin
more and more discouraged, and h
growls over the hotels. the railroads
the cooking and the laundry, and fnall
sails for home and growls about tn
boat and the weather until he sights tn
Golden Gate or the Statue of Libert
and then goes into an ecstasy of 10
over getting back to Gods country
once more. Poor T. Henry-a good MAJ
gone to waste because we didn't star
him off right.
on the other hand, there is the typ
who learns all he possibly can abou
! the foreign people he Is 10 call upon an
who realizes that the moment he step
upon foreign soil he Is a guest--ther
through the courtesy OF the people c
that country-and he will proceed (
conduct himself as such.
Difference for Traditions.
3 This is particularly true of the IA
East. where the daily life OF the peopl
e Is Influenced 30 much by ancient trad
tions and religions. Certain II il this
] these traditions and forms of worshi
have endured the test of time 10 n
1 satisfaction of the various peoples III
!, American traveller meets on the otht
Y side of the Pacific. Whether we agrt
81 EXPORTS.
I Country. To United States Total.
Japan ......,....'....,.Fa9s2 6S. t23 1901 ,bO25
D Ghina ,,..''''''''''''''' TS2s'M5 E6'Sl9s
= | philippines ....,........ 6SlSt.&s S. 60t 2
straits Settlements..... 93,22Ol29 275, 4S53
India ;.,..,,....,.,.....' l0lSSl,l2i 7S94I2 :