SALESMAN AND CUSTOMER 259 
him willing to dispense if you are the right 
kind and not trying to impress the world with 
your superior knowledge. 
Both as a matter of courtesy and as a good 
business proposition be sure to call on the 
American consular officer whom you will al 
ways find at the port. He is in touch with the 
local merchants, is generally well informed as 
to market conditions and can give you many 
practical suggestions. He also has a line on 
the financial standing of most dealers through 
out his territory. 
Be sure that your order blanks are printed 
in triplicate and in Spanish for all countries 
except Brazil where the language is Portu 
guese. Ample space should be provided un 
der the captions “Terms”; “How Packed”; 
“How Invoiced”; “How Shipped.” When 
possible, I have always insisted on the buyer 
signing the order and filling in with his own 
handwriting the spaces referred to. There 
can be no cause for refusal to accept the goods, 
if you have complied with the written condi 
tions of the merchant. Very naturally when