An agent who was supplying certain brands of goods on credit to his clients based in the interior towns during the colonial rule found that he could no longer do so. The company which was the sole importer of the popular brands had cancelled the arrangement for sales on credit to the agent. The reason was a misunderstanding with the clerical staff of the company for which the agent was not to blame. The Sales Manager was a son of the Managing Director of the family-company. He would not see the agent who was anxious to clear the misunderstanding.

There was a distinct fear that the agent would lose his clients to other agents. He therefore confided his problem to a friend with a request that the friend talks to the Manager.

As the friend did not know the Manager personally, he first made some discreet inquiries about him. He learnt that the Manager was a graduate, made decisions on behalf of the Managing Director and was keeping extremely busy during the office hours. He often referred his visitors whom he did not know to his subordinates. A call at his residence after the dinnertime was likely to result in an opportunity of a meeting with him. It did.

Apologetic Approach.
The pompous set up of the lounge where the agent and his friend were seated added to the already intimidating atmosphere under which they were to explain the misunderstanding. Both had decided earlier that their approach to the subject would be meek and apologetic.