Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 25

Selling has always been fun for you, maybe because of your success in selling high-priced merchandise to the automotive industry. The only thing you do not like is the length of time it takes to sell someone. Your average sale takes about eight sales calls, 30 to 40 hours analyzing the prospect's operation, and submitting a bid in competition with six to eight other suppliers. Your average sale last year was $425,000.
During prolonged negotiation with a large customer, it becomes apparent that the purchasing agent wants to do business with you. For example, he has indicated in subtle ways that he wants to work with your firm and has offered to share prices from your competitors with you. If you accept the list of your competitors' bid prices, you will not have to spend so much time compiling the bid, plus you will be guaranteed business that will produce 20 percent more sales than expected. You also realize that this explicitly breaks the confidentiality of your competitors and your business could suffer if word got out about your transaction.
What would you do
Do not take the offered competitors' bid prices. Not only could it affect your business, but it is also not fair to your competition. You need to work for each sale you get.