Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 5

One of the great things about working for your company is the material provided for you in developing your sales presentations. This allows you to spend time selling rather than doing your own research on the economy, industry, and competitive products. However, you do not totally rely on this information. You subscribe to eight industry publications and routinely attend educational conferences to stay abreast of the current technology.
Before attending next week's sales meeting, all salespeople have been asked to develop a sales presentation on a new high-tech medical product using the information supplied by the company. Each of the five salespeople will be asked to role-play their presentation. Then the group will take the best ideas and develop a presentation everyone can use companywide. In developing your presentation, you notice that the data and the methods used to collect it appear to be unreliable according to a past article in one of your magazines. The results may mislead your customers. Your boss tells you the company information is correct and to use it.
What do you do In selecting your action, consider the discussion of ethical behavior in Chapter 3.
Use the information provided by your company during the "role play" presentation but substitute what you believe to be the more accurate information when you are with your customers. You don't mind what the other salespeople use with their customers-you just want to be sure that your customers have the best information possible.