Excerpt from Foreign Trade Markets and Methods
In the following pages it has been attempted to present somewhat specifically "the how" and "the where" of foreign trade.
Attention has been given, moreover, not only to markets and methods, but also to the peoples themselves with whom we are dealing and with whom our international commercial relations are certain to be increasingly intimate as the years pass. H. G. Wells has said, "The last decision and the greatest decision lies in the hearts and wills of incalculable men." Success in overseas trade pivots upon the men who do the trading. The point of view, the temper, the general traits of the foreigner himself, our prospective customer or seller, are as necessary to know as the world's markets and the business procedure in shipping and merchandising a product overseas.
The means by which men may be prepared for international commerce have been emphasized also at some length, since no more vital subject now confronts us as a people than the fitting of our youth to meet the competitive requirements of commerce in South America, in Europe and in Africa and Asia. To discover and to train men for trade abroad is to-day one of the chief American tasks. We must have trained men to man our ships and to pioneer our banking activities abroad. There is need of trained merchants, trained technicians and mechanical experts, and well-equipped salesmen who have learned to adjust their abilities to the desires and even whims of foreign peoples, whose traits and business procedure are utterly diverse from our own.
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