Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 13

Suppose that during your information-gathering phase you identify a very hostile influential adversary named Mike. You know that Mike 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 Mike 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