GETTING BUSINESS.

Taranaki Herald, Volume LXVII, Issue 16545, 20 September 1919, Page 6

GETTING BUSINESS.

THE GERMAN METHOD. While it is not well to follow your rival m all ilia plans, it is just as well to iiumv wuai loose plans me mm lion nicy are to be worsen out. Getting business is wuat me German traders are alter now, and tnere are indications, tliougn uotiinig very donnue nas yet oeeu done, mat an ailempt is being made oy ucriuuuo to go onea some oi <,ne business -use on me outureaK oi war. riow do tuey go about jtr jno German Imperial Gommercial Ufnce lumisues me lulormatiou. ft is given m an official JianouooK issued for me use oi German agents in Switzerland, and quoted by me 'unipire ruivxeiv. - A lew oi flic instructions to lue etmaii commercial traveller arc: (i; iou will uot launca form lulu a country before Knowing the language perfecti.., and, if possible, without, any accent uolraymg jour nationality. lou v, ul umy uc jit to travel a lien provided wiin a certificate by your caief, countersigned by the Cnamoer ol Commerce, or uy an imperial ot Commerce, iour outfit should be that of a man lit lor good society; your linen clean; your attitude that ol a gentleman, ,vuh an assured and honest look, not boastful; your language should tic to the point and concise, showing all due deieicnce in the presence ot ladies. (fi) if you Know your clients, do not fall to inquire, in the first instance, after their health. In order to avoid clumsy mistakes, refrains from inquiring about relations ot whom it is a delicate matter to speak. iour behaviour should produce the impression that you have no rivals. Never Jet yourself bo carried away by chance acquaintances made in tne hotels which are not marked on your green cards. (3) fivery time you notice that any of your clients have goods to sell likely to ho dangerous m competition with our goods, examine them thoroughly, find out the name of the firm ivuo produces them, and wire" your management, furnishing them immediately with all means of making the necessary inquiries. Do this with tact and without creating suspicion. (4) When you have to deal with an obstinate client, and when all your instructions under the heading of tact have failed, you must get over him by studying his weakness. For example, his partiality for good food, or by playing on his passions; offer liim_ a glass of ids special wine and a dainty repast, a ticket for a concert or a theatre ; spend money on him liberally or his friends, or those with him, or any persons who you think will act as a good advertisement. You will be repaid all your expenses either by vour chief or by ns. (3) Never lose sight of the fact that, just as vour brothers are shedding their blood on the field of battle you ought to bo victoious as they are in the no less important battle for commercial supremacy. Carry your head high, consider yourself superior to tho stiff, ridiculous Englishman, or to tho unti’dv Frenchman. As you are better prepared than they are, never give way to these competitors. It a man does not betray himself by his speech, it is quite possible that lie will betray himself by his manner. Tho use of the "green cards” would indicate that tho Gorman commercial traveller is furnished officially with a Sst of those people who are most likely to bo useful to him.