Selling 9th Edition by Stephen Castleberry,John Tanner

Exercise 7

Suppose that during your information-gathering phase you identify a hostile influential adversary named Larry. You know that Larry will do everything possible to see your competitor get the business. In talking about this with your sales manager, she suggests that you find some way to covertly strip Larry of his credibility and thus cause him to be a nonissue. Would you follow your manager's advice? What kinds of things would you be willing to do? What would you be uncomfortable doing?