SALESMAN AND CUSTOMER 253 
you mentally and help your firm financially. 
Study the needs of the various countries 
through which you pass. Observe what the 
people require. Listen to suggestions from all 
sources. European successes in these markets 
were greatly advanced by giving the people 
just what they wanted. Yours will come in 
the same manner. Remember that a vast 
majority of the population whom you will 
meet are either Indians or of Indian origin. 
Their tastes are sure to be primitive, to in 
cline to gaudy colorings and lack practicabil 
ity. Remember, too, that they are paying the 
bills. If they want the things that offend your 
educated, aesthetic eye, forget it and explain to 
the house why they should make them as de 
sired. It is always easier to follow styles in 
vogue for centuries than to create new ones 
and foist them on the public. 
Latin America has always been a hotbed for 
disease. Be abstemious in eating and drink 
ing. Alcoholic beverages should be taboo, in 
asmuch as they unnecessarily heat the sys 
tem. Water supplies are inefficient and