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  always ­
  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  throughout ­
  his  territory.
Be  sure  that  your  order  blanks  are  printed
in  triplicate  and  in  Spanish  for  all  countries
except  Brazil  where  the  language  is  Portuguese. ­
  Ample  space  should  be  provided  under ­
  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  conditions ­
  of  the  merchant.  Very  naturally  when