The Manitowoc pilot. [volume] (Manitowoc, Wis.) 1859-1932, 1922-09-28

h'aue ny experts OF the Department. ol
Commerce throughout the world.
lie points out that extreme care
must be exercised, particularly at TINS
crucial period of reconstruction, lest
an unwise appointment might bring
disaster not only to the individual
merchant who sent him overseas, but
might involve also the good will ana
standing Of American export firms IN
general The travelling representative
has an mprecedentedly grave re-
sponSibility, since he 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.
The Department of Commerce IS
giving considerable attention TO
measures designed to facilitate the
work of American statesmen abroad,
particularly in the Latin-American
countries. A bill is now before con-
gress to give effect to the uniform
commercial-traveler treaty, which mas
already been ratified by seven OF the
Latin-American republics. by the
terms of this treaty commercial tray
elers of one country will be able to op-
crate in the territory of another simply
upon the payment of single fee ana
obtaining a license, which is valid
throughout the whole country.
Kind of Man Required.
The Department of Commerce viii
issue TO American travellers the certlh-
Gates Of identification called for by the
convention, and 1t is because the de-
partment realizes the implied respon-
sibility of promoting the selection OF
proper American statesmen to repre-
sent American business in foreign
countries that Director Klein feels ii
imperative to admonish those eXecu-
lives who pick men to see that they
are (a) suited to the territory and the
trade to be visited; (b) to the line OF
goods he handles, and (c) to the com
mercial policies OF his employer.
The agent should be man of good
education, thoroughly versed in the
fundamental technical aspects OF his
field He should possess a broad fund
of information, with at least a super
fetal knowledge Of the topics OF the
day.
Stability Of moral character is an
Indispensable requirement. No mat
ter how brilliant he may be as
salesman, if his moral character Is
questioned by foreign merchant TINS
will reflect upon his manufacturer
and upon his country. No weak
willed person should be sent abroad
ON business mission. Much more
attention should be paid to his per
sonal habits than II he was to work
in the United States.
Reliability in the broadest sense IS
primary requisite. The overseas
salesman is largely "on his own {;
his house must depend upon his DIS
uetion; he cannot be watched ana
guided as a domestic counterpart.
Should BE a Good mixer"
To be a good "miXer' is highly de-
sirable if coupled with restraint ana
proper standards of behavior. The
travelling agent should be a student
of human nature with ability to adapt
himself to the persons with whom he
comes in contact. Abroad, he will
find the social obligations of his posi-
ton much more eXacting than il the
United States. He should curb any
tendency to boastfulneSs about him.
self or the United States, and guard
against criticisms which might offend
the sensibilities Of foreigners. lie
should remember that he was sent out
as a suesmuu-not us a reformer
Tact and politeness are mdispens-
able. Lack of tact has been one OF
the outstanding deficiencies Of Ameri-
can travelling men. The bluff, good
fellowship in this country is very dis
tasteful to the Latin American, VINO
Is accustomed to well phrased compli
ments and strict observance of certain
conventions. The Latin American also
dislikes the appearance of doing bust
ness in a hurry,
The question Of the saIesman's ma
tionality is quite important. lie must
be a real American. When natural
tied American is being considered for
assignment as foreign salesman, his
standing before naturalization and in
his native country must be able to
stand the closest scrutiny Foreign
buyers will make allowances for out
and-out Americans that they will not
make for natives Of their own coun-
try who may have become naturaized
in this country The foreign buyers
have a pretty fair idea Of the typical
American, and like to do business with
him.
The representative for foreign serv-
ice should have a well-balanced com
prehension of sales problems and "A
psychological understanding of the buy
ers' position-not be Il mere order
I