DO BRITISH FAIL?

Sun (Auckland), Volume II, Issue 619, 22 March 1929, Page 14

DO BRITISH FAIL?

SELLING EFFICIENCY FOREIGN COMPETITION Have British salesmen sufficient touch with conditions in outside markets to be as efficient as foreign representatives? The Federation of British Chambers of Commerce has been troubled by the suspicion that British salesmen abroad do not reach the highest plane of ability, and the federation has had its suspicion confirmed by the Auckland Chamber of Commerce. The Auckland Chamber is sending a letter to the British Federation saying that the main trouble is that the British manufacturer looks for a market for his goods, instead of doing what some foreign competitors do —provide goods to suit the existing markets. A further view is that the British manufacturer is not sufficiently i n touch with local conditions and that representatives of British firms should visit the Dominions more frequently to study conditions. It is the policy of some North American firms to send senior representatives to get in touch with agents and consumers. Another general expression from the Auckland Chamber is that, on the average. British sales representatives are not as efficient as the foreign salesmen. No expression has been made in the Auckland Chamber as to the respects in which the British salesman is deficient.