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  advantageously ­
  between  the  contracting  parties
and  will  suggest  themselves  as  conditions  develop. ­

In  the  event  of  your  organization  having  an
export  department,  properly  equipped  to  conduct ­
  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  countries ­
  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  commended ­
  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 ­