SALESMAN AND CUSTOMER 243 
with the hope of strengthening their position 
have spread about the unwarranted idea that 
the Yankee is tricky in all his dealings and this 
condition must at all times be combated not 
theoretically but obviously and practically. 
Be frank with prospective customers. Do not 
try to load them up with goods. Keep your 
agreements to the letter. Live up to your con 
tract even if you lose money by doing so. Fol 
low exactly whatever shipping instructions are 
given. 
After an initial visit to a possible client it is 
advisable to develop his social side. Ascer 
tain to what clubs he belongs and get put up 
at them, so that an opportunity may arise to 
see him after the cares that infest the day are 
gone. You will find the Latin American a 
gentleman, a past master of the art of etiquette, 
a Chesterfield in matters of decorum and an 
agreeable companion. He, like ourselves, has 
his weaknesses. Find what they are and cater 
to them. He will be responsive, after he gets 
to know you. The amount of flattery that he 
will stand for and assimilate is beyond belief.