The Washington times., 1922-08-30
BAD HABITS Of
statesmen HIT
. FOREIGN TRADE
Commerce Chief Complains OF
Drunken, DissoIute and
Gambling Drummers.
BY JOHN GOLDSTROM,
Universal Service.

ny oOnN OOLDoInO"s
UnivsrsaI Service.
Gambling. drunken, dissolute, and |
tactless statesmen representing Amer
lean firms abroad are seriously
crippling the foreign trade expansion
program Of the United States.
This frank and startling statement
was made. today by julius Klein.
chief Of the bureau Of foreign and
domestic commerce Of the Depart
ment OF Commerce.
Instances OF habitual gambling.
Of drunkenness, Of dissolute living
by American travelling salesman in
foreign countries have come to the
Commerce" said Mr.. Klein.
Though these may be few In
number, in each case grave and
sometimes irreparable injury has
been done to the interests of the
exporter and the reputation Of
America"
Carelessness Costly.
Mr.. Klein declared that "the Sc
lection OF efficient travelling agents
for service abroad is one Of the
things now most vitality essential to
our success in foreign business.
"Innumerable instances have been
reported to the Department Of Com.
merce where unwise appointments
have proved extremely costly, or
even disastrous, to the American
manufacturers whose judgment was
at fault.
"The present crucial period of re-
a. n.
errors. which are apt to endanger
not simply the individual merchant
involved but also the good will and
standing Of American export firms
in general.
Trade Builder Needed. 4
"A comprehensive survey Of this
situation by experts Of this depart
ment throughout the world has re-
vealed certain striking facts and
conclusion which may be of value
to executives and others responsible
for the selection and direction of
oversee statesmen.
Tn considering prospective
travelling agent II is undesirable to
give exclusive attention to any single
element or phase Of his equipment.
He must be suited to the territory
and trade to be visited; to the line
Of goods to be handled; and to the
commercial policies Of his employer.
He must. in other words. be a
trade builder. not an orderbook filler.
The two are not synonymous; in
fact. the distinction between them
is especially significant ana timely
at this stage of development In
American foreign trade.
sIf axnnrt Ca a ION In Aafinita.
ly and seriously contemplated the
American manufacturer should send
out absolutely the best man obtain
able, even at some temporary saeri-
flee In connection with domestic busi-
ness.
This travelling salesman will be
regarded as the spokesman Of his
country as well as Of his company;
he will be in a position to build up
or damage the prestige OF both.
There devolves upon him therefore,
and upon those who select and d.
rect him. a responsibility not simply
to his firm but TO all Of its fellow
American exporters that cannot be
ignored.
Costly Mistakes.
His negotiations with alien
peoples will tax his resources to
the utmost. and unless he has un-
usual ability he is sure to betray
his deficiencies. Consequently II Is
more than a costly mistake; 1t is
direct affront to the United States
and to- its more conscientious ex-
porters, to send to foreign coun.
tries simply the individual who
can be spared with the least in
convenience OF who happens to
have some superficial quality to
commend him."
Mr.. Klein said that his warning
against the selection OF men who
are likely to prove unreliable
should not be taken as implying
any prejudice against the sales
man who is a good mixer. That
qua ity, indeed, is highly desirable
II il is united with restraint and
proper standards Of behavior"
He observed that lack Of tact
is considered by some to have been
one of the outstanding deficiencies
Of American travelling men in .the
past, especially in South America.
What is regarded as bluff good
fellowship In this country Is very
distasteful to the Latin American,
who is accustomed to well.phrased
compliments and a strict observance
of certain conventions.
"The Latin American dislikes the
appearance of doing business in
hurry, although an understanding
of the proper approach often re-
suits in actual orders almost as
quickly as in the United States"
Good Salaries Needed.
Mr.. Klein declared that to obtain
the best results "the travelling rep.
resentative should be paid a good
salary, so that he may be contented
and comfortable. Cutting down ex.
penses by reducing the income Of the
man abroad Ia false economy.
There should be generous travel al
lowances. since entertaining is essen.
sial in many regions of the world"
Foreign Exchange.