SALESMAN  AND  CUSTOMER  243

with  the  hope  of  strengthening  their  position
have  spread  about  the  unwarranted  idea  that
the  Yankee  is  tricky  in  all  his  dealings  and  this
condition  must  at  all  times  be  combated  not
theoretically  but  obviously  and  practically.
Be  frank  with  prospective  customers.  Do  not
try  to  load  them  up  with  goods.  Keep  your
agreements  to  the  letter.  Live  up  to  your  contract ­
  even  if  you  lose  money  by  doing  so.  Follow ­
  exactly  whatever  shipping  instructions  are
given.
After  an  initial  visit  to  a  possible  client  it  is
advisable  to  develop  his  social  side.  Ascertain ­
  to  what  clubs  he  belongs  and  get  put  up
at  them,  so  that  an  opportunity  may  arise  to
see  him  after  the  cares  that  infest  the  day  are
gone.  You  will  find  the  Latin  American  a
gentleman,  a  past  master  of  the  art  of  etiquette,
a  Chesterfield  in  matters  of  decorum  and  an
agreeable  companion.  He,  like  ourselves,  has
his  weaknesses.  Find  what  they  are  and  cater
to  them.  He  will  be  responsive,  after  he  gets
to  know  you.  The  amount  of  flattery  that  he
will  stand  for  and  assimilate  is  beyond  belief.