Perth Amboy evening news., 1922-03-15
More Than Language Required

great many Sooh5
studying Spanish in schools n col
leges. But they must so q long way
beyond merely learning to
in Spanish to fit themselves for posts
as foreign representatives of Ameri-
| can business. OF course, knowledge
of the language, and a
knowledge at that, is the prime re-
quisite, but it is only a part of the
| necessary knowledge and training.
The most perfect Spanish scholar
in the world is of no use to an Am
erican exporting firm or bank If he
| is not also a good salesman. Tne
1 characteristics of the Latin Ameri-
can people must be aiken into ac-
count. A lack of understanding OF
| these cannot be balanced by the
greatest fluency in Spanish.
Some big American export houses
have established their own schools
for training young men to represent
them abroad. The teaching stairs
can tell within a few weeks whether
a man is going to be a success as a
salesman on foreign soil.
Foreign trade is receiving the close
attention Of some of the big AM
erican universities. Once the banks
and business houses had their eyes
opened to the opportunities so long
neglected, the colleges were not slow
to take up the subject. Officials OF
the Pan-American Union discovered
that a young employe there was tax
ing a foreign trade course at one OF
the universities in Washington, spe-
cializing with regard to Latin Am
erica. His studies include Spanish,
physical geography, principles of ac-
counting, export sales practice. staple
aap,,,, odifioS nf world trade hlStOf-
les of Latin American countries, and
foreign trade conventions. When
this list is compared with the study
only of a foreign tongue. 1t is seen
what strides America has taken in
recognizing the groundwork neces-
sary for preparing young men to go
out and creditably represent Amer
lean business abroad. The studies
enumerated above are only those In
cluded in the first year curriculum at
this university.
1t is a fact that our Latin Ameri-
can trade has a lock on it that is
turned with the key of social graces.
To be a successful salesman in those
countries, one must be not only a
master of knowledge of what he a
to sell, but well versed in the social
forms so dear to the Spanish-Am-
erican heart. and thoroughly aware
of the way our southern neighbors
prefer to do business. The breezy
type of salesman who tries to get
into a town on one train and out on
the next, dealing with Central and
South American merchants Will have
nothing to show in the way oil orr
ders.
In our own country, there are
statesmen who will visit four or five
towns between dawn and dark. That
method in Latin America, would re-
suit in absolute failure.
The salesman dealing with mer-
chants of the countries to the south
must go slowly. Knowing this, many
large export houses in the United
! States have brought men into their
home Offices who have been trained
in Central and South America. men
who know not only the needs 81
those countries, but the habits and
customs as WELL The judgment OF
these men is used in selecting men
who probably will make good.
Harder to Land Jobs
With the realization that much
more is necessary, than the ability
| to talk and understand the Spanish
tongue, it is becoming harder each
YEAR to b. chosen for commercial
WORK IN the Ldlin EHlStiSah HSAu
The standard is eve rising. 1t may
be truly said that commercial scien-
lists now are in charge and are d.
recting the Latin American trade OF
the United States.
American business blundered int
many queer situations when it start
ed out to capture foreign trade. In
one incident, a South American firm
wanted to purchase 100000 worth
of shirts. 1t sent a representative
to the United States to make the
purchase. Many concerns were In
teryiewed. The foreign buyer want.
ed a certain alteration made in the
style of the shirts. Not one Of the
American houses would consent tt
this, and in desperation the South
American agent sailed for England
Even there the shirt makers would
not meet the South American re-
auirements, and the buyer went on
to Germany. The first firm upon
which he called told him that OF
course the alterations could be made.
got the exact specsncattonAs aqo
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