Every evening, Wilmington daily commercial. (Wilmington, Del.) 1878-1928, 1922-03-15


vnys has and IL always Will. This con.
lition H. as Inexorable as the success
don of the seasons. And yet IL In but |
recently that American bankers and /
have been convinced OF /
his fact. according to Franklin Adams, /
Counselor OF the Pan-American Union |
"a few yesrs ago, II another govern
ment approached our bankers and /
aeked for funds, those governments
either were turned down absolutely or
so much delay was encountered that
the applicants grew tired and went
seys Mr.. ADAMS. THE
condition, which existed long before the
entrance OF this country into the
World War, was the result Of the ignor
ance OF our merchants and hankers Of
the fundamentals OF foreign trade. But
with the opening Of the war and the
increased demand for our goods
in Europe and in Latin America as
well as the far East. our national mer-
camille vision widened perceptibly. IL
is etill widening"
In the old days. IL the government OF
one OF the countries 10 the south OF
tho United States wanted q loan TO
build n railway, that government would
send special representative 10 the
United States. These emlsscries would
speud weeks and weeks in the Ameri-
cen financial centers before they got
a hearing. and probably IL would be
weeks after that before there was a de-
cision.
Today the financial houses OF the
United States have representatives
practically all over tho world and
these men are looking for places TO
lend American money. The Latin
American city that wants TO build a
street railway, for instance, after
some American financial agent ar
ranges for loaning the necessary con-
struction funds and money for roll
ing stock, has. pointed out to It that
the United States has civil engineers.
steel rail mills, and means Of provid-
ing all other equipment needed. II II
natural that the government making
tho loan should want 10 repay as much
as possible the people of tho country
advancing the funds. Thus contracts
for equipment which cannot be fur
nished by the borrowing country st.
self follow the American loan to Amer
Jean firms. The result is a considerable
foreign trade arising from this single
project.
This expansion Of tho American
/ viewpoint is being met by the educa.
/ ton of young men to TT them for tn.
posts Of business and financial dele.
! gates; notably to the Latin America
nations
! More Than Language Required.
A great many young men are study
ing Spanish in schools and colleges
But they must go a long way beyon
merely learning to CONVERGE IN Span
ish 70 fl themselves for posts a
foreign representatives OF America
= business OF course knowledge of tn
language. and a thorough knowledg
at that, In the prime requisite, but
; is only a. part OF the necessary know
= edge and training.
/. The most perfect Spanish scholar
the world Is OF no use to an America
exporting firm or bank II he is not ais
a good salesman. The chara cteristic
OF the Latin American people mus
be taken into account. A lack OF rnde,
] standing OF these cannot be balance
E by tho greatest fiuency in Spanish.
t Some big American export nous.
have eeta blished their own schools f,
d training young men to represent the,
2 abroad. The teaching STATS can 70
within few weeks whether a man
C going to be a success as a salesman {
= foreign soil.
horeign trade is receiving the clio
s. attention OF some Of the big America
II universities. Once the banks al
7. business houses had their eyes open,
TO the opportunities so long neglecte
e the colleges were not slow to take l
& the subject. Officials of the Pa
n. American Union discovered that
Is young employee there was taking
Iore1gn trade course at one OF the VI
versailles In Washington, specializil
- with regard to Latin America, 3
~ studies include Spanish, physical geo
Il raphy, principles of accounting. expc
sales practice, staple commodities
% world trade, histories of Latin AmeI
can countries, and foreign trade co
ventions. When this list is compar
with the study only of a forei
-, tongue, 1t Is seen what strides Ameri
= has taken in recognizing the grouu
10 work necessary for preparing YOU
81 men to go out and creditably repi
40 sent American business abroad. T
T. studies enumerated above are OF
those included in the first year CT
h. riculum at this university.
NJ IL Is fact that our Latin Aneric
trade has a lock on It that is turn
ad with the key of social graces. To
g. a successful salesman in those COZ
tries. one must be not only a mas
W or knowledge OF what he has 70 s.
but well versed in the social forms
es dear 10 the Spanish-American hea
10 and thoroughly aware OF the way {
OF southern neighbors prefer 20 do bu
h ness. The breezy type OF salesm
who tries to get into a town on c
a train and out on the next, deali
On with Central and South Anerlc
merchants. Will have nothing to sh
ch in the way OF orders.
a In our own country. there are sal
on men who will visit four or five tow
o. between dawn and dark. That meth
-al in Latin America would result in
solute failure.
or The salesman dealing with mer,
ants OF the countries to the sol
must go slowly. knowing this, ma
10 large export houses in the Uni
ne States have brought men into tn
''e home offices who have been trail
IT, Central ami South America, n
- who know not only the needs of tn
countries. but the habits and custo
as We'll The Judgment OF these n
.,u is used in selecting men who proba
- VIII make good.
* Harder to Land Jobs.
With the realization that m