INTRODUCTION.

13

One important factor in the success attained in foreign trade by
the great commercial nations of Europe is the willingness of their
young men to devote their lives to salesmanship in distant and but
partly developed countries. Any discussion of this quality, whether
a result of the governmental policies of European nations or of the
peculiar genius of their peoples, has been omitted, as well as the
consideration of what educational work needs to be done in this
country before it can train up a body of efficient salesmen adaptable
to conditions in Europe, the Orient, or in South America.
Again, the report is limited in that no detailed description is given
of the agencies by which American export trade and that of other
countries are carried on—the commission houses, the manufacturers’
agents, the export merchants, the manufacturers themselves by
direct representation, ete. It was not felt necessary under the cirsumstances
 to formally describe the various kinds of American concerns
 engaged in handling exports. Suggestions and information
were sought from all these interests, consideration was given the data
obtained, and the various aspects of cooperation as it concerns the
various interests, are taken up in the appropriate chapters of the
report (Part I) and in the exhibits (Part II).
SECTION 3. METHOD OF INQUIRY.

The methods used in gathering information were: (1) Special
reports for the Commission from United States consuls; (2) public
hearings by the Commission; (3) research in published material;
(4) inquiry cards and formal schedules sent to American business
and professional men; (5) investigations, in this country and abroad,
hy the Commission’s field agents.
Information had to be secured regarding so many industries and
so many countries that it was impossible for the Commission to
make first-hand investigations. It necessarily had to rely, in most
phases of the work, on secondary sources of information and on
statements of reputable men in a position to know the facts. This is
sspecially true of the information regarding foreign countries. On
sonditions in these countries, however, the Commission consulted
published official records and the most ‘authoritative works on the
subject. Much of the information regarding foreign business
organizations and foreign combinations in these sources was unquestionably
 originally furnished, directly or indirectly, by those interested
 in the organizations. But, though it was impossible to test in
any systematic way the accuracy of the information thus gathered,
the data have been carefully scrutinized and broadly corroborated.
Their reliability so far as the general situation is concerned is not
subject to serious question,