258  SELLING  LATIN  AMERICA
good  judgment,  little  need  be  feared  from  the
authorities  in  this  connection.
Before  entering  a  foreign  country  for  the
first  time,  it  is  well  to  obtain  letters  of  introduction ­
  to  leading  merchants  and  especially  to
government  officials.  They  prove  wonderfully ­
  beneficial  and  are  highly  successful  in
smoothing  out  the  rough  places  which  are  sure
to  be  met  with  in  the  paths  of  business.  It
generally  pays  to  act  implicitly  on  the  advice
given  by  responsible  people  living  in  the  land
wherein  you  are  a  pilgrim,  for  they  are  well
acquainted  with  local  idiosyncrasies,  and  can
suggest  the  exact  spot  where  a  small  tip  will
facilitate  matters  materially.
Be  sure  to  cultivate  the  acquaintance  of  the
high  grade  old  time  traveller  whom  you  will
be  certain  to  meet  sooner  or  later  on  your  trip.
You  will  find  him  pregnant  with  pertinent
and  useful  suggestions,  which  will  do  much
toward  making  your  initial  trip  a  success.
Years  of  experience  in  the  Latin  American
school  of  business  have  given  him  a  marvellous
amount  of  wisdom,  which  you  will  always  find