234 SELLING LATIN AMERICA 
lowances to the firm holding your local agency 
with a view to having their representatives 
make special trips in your behalf. These 
are, however, all details to be worked out ad 
vantageously between the contracting parties 
and will suggest themselves as conditions de 
velop. 
In the event of your organization having an 
export department, properly equipped to con 
duct correspondence in the native tongue and 
give direct attention to the banking problems 
arising as well as to shipping and forwarding 
it is advisable to have your own traveller, or 
travellers, to cover one or more of the coun 
tries or all of the territory involved. This 
keeps the home office in closer touch with all 
the details of the business and is to be com 
mended in certain lines of trade but is only 
advisable when one’s foreign department is 
thoroughly perfected and in the hands of a 
competent manager. 
Orders sent in by your traveller will contain 
such complete and specific instructions as to 
forwarding and banking that they can be in