306  SELLING  LATIN  AMERICA

competitive  lines  and  particularly  when  there
is  a  tendency  to  cut  into  the  trade  of  their  customers. ­
  In  this  regard  they  can  hardly  be
blamed  for  they  are  really  protecting  their
patrons.  If  however,  one  is  selling  flour,  or
something  which  England  cannot  produce,
the  desired  information  is  given  fully  and
freely  and  every  assistance  rendered.  Native
or  private  bankers  are  not  so  reliable  or  as
trustworthy  sources  of  information.
In  only  two  or  three  South  American  countries ­
  are  there  responsible  commercial
agencies;  therefore,  after  getting  what  data
you  can  from  the  bank  it  is  always  well  to
verify  it  by  any  other  means  at  hand.  Customers ­
  will  often  give  references  either  in  Europe ­
  or  America  as  to  their  standing,  which
should  be  corroborated.  Inasmuch  as  you  desire ­
  information  as  to  your  clients’  credit  and
standing,  you  should  be  equally  willing  to
establish  the  reputation  of  your  house  and  to
that  end  should  assist  as  much  as  possible  in
supplying  whatever  facts  in  this  connection
may  be  wanted.