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, ex 
cepting 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. Ameri 
can business men for years have been concen 
trating and condensing their thoughts—saying 
in a few words the same thing that formerly 
were expressed in pages. The Latin Ameri 
can has not yet practiced this conservative 
method of expressing himself and as a result 
his correspondence is voluminous and he in 
dulges 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