232 SELLING LATIN AMERICA 
standing of the one appointed. Very often it 
is wisest to give your agency to some small, 
young aggressive firm, with limited capital, 
rather than to a staid old house with much 
money and prestige. These suggestions are 
given for what they are worth. Common 
sense will indicate the concern which in your 
good judgment is best adapted to represent 
you properly. Old established houses gener 
ally have the capital and means to introduce 
goods through the country and will often guar 
antee to place a certain amount of business 
within the year upon conditions to be speci 
fied. Once you have placed your agency, be 
sure to turn over all inquiries or orders re 
ceived from within their territory to them for 
their attention. This I regret to state has not 
been typical of American houses and has done 
much to make responsible firms hesitate about 
accepting exclusive agencies. A strict adher 
ence to this suggestion will tend to establish 
your honesty of purpose and will be deeply 
gratifying to your local representatives. 
The house accepting your agency will have