232  SELLING  LATIN  AMERICA

standing  of  the  one  appointed.  Very  often  it
is  wisest  to  give  your  agency  to  some  small,
young  aggressive  firm,  with  limited  capital,
rather  than  to  a  staid  old  house  with  much
money  and  prestige.  These  suggestions  are
given  for  what  they  are  worth.  Common
sense  will  indicate  the  concern  which  in  your
good  judgment  is  best  adapted  to  represent
you  properly.  Old  established  houses  generally ­
  have  the  capital  and  means  to  introduce
goods  through  the  country  and  will  often  guarantee ­
  to  place  a  certain  amount  of  business
within  the  year  upon  conditions  to  be  specified. ­
  Once  you  have  placed  your  agency,  be
sure  to  turn  over  all  inquiries  or  orders  received ­
  from  within  their  territory  to  them  for
their  attention.  This  I  regret  to  state  has  not
been  typical  of  American  houses  and  has  done
much  to  make  responsible  firms  hesitate  about
accepting  exclusive  agencies.  A  strict  adherence ­
  to  this  suggestion  will  tend  to  establish
your  honesty  of  purpose  and  will  be  deeply
gratifying  to  your  local  representatives.
The  house  accepting  your  agency  will  have