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

Exercise 25

You're calling on an important prospect in the paper industry and they start asking you how other mills are handling a specific problem. You know this is important competitive information and that you should not provide details about a competitor. Instead you decide to give the prospect the information, but not provide specifics (like the name of the mill you're talking about). Is that okay