The story of Deaver Brown & Cross River facing two critical sales presentations to move forward the company created by Deaver Brown & Alex Goodwin. Contains key background information and analysis, plus 16 crucial questions for students to review to make their work more productive and meaningful. This is one of the few pure sales cases offered in business and MBA programs. Versions of this story are contained in Babson, Texas, Stanford, and Harvard case studies.
All are immensely popular in classrooms because they deal with the nitty gritty of costs, operations, and sales. Brown has 10 minutes to sell to Kmart, the Walmart of its day, and Macy's, the then national department store chain as it is today. Show time for the entrepreneurs as it would later be for Bill Gates trying to sell IBM on DOS.
©2012 Deaver Brown (P)2012 Deaver Brown
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