238  SELLING  LATIN  AMERICA

to  be  commended  and  is  only  warranted  when
the  local  or  native  commission  agent  is  of  a
high  grade  and  financially  responsible  and
where  the  purchaser  is  likely  to  impose  upon
the  buyer  through  some  of  the  many  methods
in  vogue  among  a  certain  type  of  small  native
business  men.
Rather  than  entrust  the  future  of  one’s  business ­
  in  the  export  field  with  an  inferior  representative, ­
  it  would  be  better  to  co-operate  with
several  manufacturers  in  allied  lines,  and  send
one  man  to  represent  the  entire  group.  It  is
questionable  if  one  traveller  could  do  justice
to  more  than  five  or  six  lines  and  they  for  obvious ­
  reasons  should  be  related  to  each  other,
the  principal  idea  being  to  economize  the  time
and  expenses  of  the  one  handling  them.  For
example,  a  representative  might  carry  neckties, ­
  shirts,  collars,  socks,  and  men’s  underwear ­
  and  hats,  or  such  lines  as  corsets,  stockings, ­
  ladies’  underwear  and  shirt  waists  might
be  effectively  presented  by  one  salesman.
The  strictest  care  should  be  taken  in  the
selection  of  the  person  to  represent  each  group