Greene County herald. (Leakesville, Miss.) 1898-current, 1922-09-29


an unwise appointment might bring
disaster. not only to the individual
merchant who sent him overseas. but
might involve also the good will and
standing of American export firms In
general The travelling representative
has an unprecedentedly grave re-
sponsibility, since he Will be regarded
as the spokesman of his country as
well as Of his company. He will be In
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
commerclal-traveler treaty. which has
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 OPP
crate in the territory of another simply
upon the payment Of single fee and
obtaining a license, which is valid
throughout the whole country.
Kind Of Man Required.
The Department Of Commerce will
issue to American travellers the certiti-
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 1t
imperative to admonish those execu-
tives 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 a man of good
education, thoroughly versed In the
fundamental technical aspects of his
field. He should possess 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 foreign merchant this
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 broadcast sense Is
a primary requisite. The overseas
salesman is largely ION his own;
his house must depend upon his dis
cretion; he cannot be watched and
guided as domestic counterpart.
Should Be Good mixer"
To be good mixer" is highly de-
sirable If coupled with restraint and
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 In 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. He
should remember that he was sent out
as a saelsman-not as reformer.
Tact and politeness are indispens-
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, who
Is accustomed to well phrased compli-
ments and strict observance of certain
conventions. The Latin American also
disIikes the appearance of doing busi-
ness in hurry.
The question of the salesman's ma
tionality is quite important. He must
be a real American. When 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 who may have become naturalized
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-baIanced COM
prehension of sales problems and a
psychological understanding of the buy
ers' position-not be mere order
taker."