The Colorado statesman., 1922-09-30

hA AAH i'f appointment lh4Eit biAhb
disaster. not only to the individual
merchant who sent him overseas. but
Iulghi Involve also the good Will and
standing Of American export iirins In
general The travelling representative
has an unprecedentedly grave re-
spOnslbllliy. since he will be regarded
as fhe spokesman Of his country as
well as Of his company. He will be In
II position To build up OF damage the
prestige Of both.
Tile Department OF Commerce Is
giving considerable attention to
measures designed to facilitate the
work Of American snlesmen abroad.
particularly In the Latin-Amcrican
countries. A bill Is now before con-
gress TO give effect to the uniform
commercial-irayeler treaty. which has
already been ratified by seven Of the
Latln-Amerlcan republics. BY the
terms Of this treaty commercial trav-
elers Of one country Will be able TO OPP
erate in the territory of another simply
upon the payment Of a single fee and
obtaining a license. which is valid
THROUGHOUT tue WuOle country
Kind Of Man Required.
The Department of Commerce will
issue to American travellers the certifi-
Gates of identification called for by the
convention, and 1t Is because the de-
partment realizes the implied respon-
sibillty Of promoting the selection OF
proper American statesmen to repre-
sent American business in foreign
countries that Director Klein feels II
imperative to admunlsh 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 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 a foreign merchant TINS
will reflect upon his manufacturer
and upon his country. No weak
willed person should be sent abroad
on a business mission. Much more
attention should be paid to his per
sonal habits than if he was to work
in the United States.
Reliability in the broadest sense Is
primary requisite. The overseas
salesman is largely ION his own
his house must depend upon his dis
cretlon; he cunnot be watched and
guided as IA domestic counterpart.
Should Be Good Mixer"
To be good tinker" is highly de-
sIrable If coupled with restraint ana
proper standards of behavior Inc
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 VIII
find the social obligations of his posi-
ton much more eXacting than In the
United States. He should curb any
tendency to boastfulness about MN
self or the United States, and guard
against criticisms which might offend
the senslbllitles OF foreigners. lie
should remember that he was sent out
MS a saelsman-not as a reformer.
Tact and politeness are indispens-
able. Lack of tact has been one of
the outstanding deficiencies of Amerl-
can travelling men. The bluff, good
fellowship in this country is very dis
tasteful to the Latin American, who
ia accustomed to well phrased complt-
ments and strict observance of certain
conventions. The Latin American also
disllkes the appearance of doing bust
mess in a hurry.
The question of the salesman's ma
tionallty is quite important. lie must
be real American. When a natural
lied 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 VINO may nave Decoihe atutdiiNeu
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 well-balanced COM
prehenslon of sales problems and
psychological understanding of the buy
ers' posltion-not be a mere order
taker."