SALESMAN  AND  CUSTOMER  261
lands  and  mountainous  districts  of  these
countries  it  is  often  cool,  especially  at  night,
and  a  light  overcoat  is  therefore  advisable.
In  the  highlands  of  Peru,  Bolivia  and  Chile,
heavy  clothes  are  always  worn.  The  climate
of  Southern  Chile,  Argentine,  Uruguay  and
Paraguay  is  much  like  our  middle  States,  excepting ­
  that  the  seasons  are  reversed,  their
winter  corresponding  to  our  summer  and  vice
versa.  A  trunk  packed  for  a  complete  trip  for
all  of  Latin  America  should  therefore  include
both  summer  and  winter  clothing.
It  is  wise  to  pay  much  attention  to  the  style
and  nature  of  your  correspondence.  American ­
  business  men  for  years  have  been  concentrating ­
  and  condensing  their  thoughts—saying
in  a  few  words  the  same  thing  that  formerly
were  expressed  in  pages.  The  Latin  American ­
  has  not  yet  practiced  this  conservative
method  of  expressing  himself  and  as  a  result
his  correspondence  is  voluminous  and  he  indulges ­
  in  word  paintings  that  are  picturesque
and  unique  but  not  practical.  If  you  are  not
as  excessive  in  this  respect  as  he  is,  the  chances