Sarah Harris, a young, current MBA student, makes increase of the search fund and acquiring a company in the hospitality industry. Serves as a backdrop for role play different situations selling for a would-be entrepreneurs. Five vignettes show different situations in which understanding would benefit the sales process and strategies of the situation: negotiations on the acquisition of a small reservation management company solicits a possible search fund investors, hiring a key employee, with the sequel … Read more »

Sarah Harris, a young, current MBA student, makes increase of the search fund and acquiring a company in the hospitality industry. Serves as a backdrop for role play different situations selling for a would-be entrepreneurs. Five vignettes show different situations in which an understanding of the sales process and strategies of the situation would benefit: negotiations on the acquisition of a small reservation management company solicits a possible search fund investors, hiring a staff key, the contract renewal of a major customer in question and the selling a new customer.
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from
Jim Ellis,
Alicia Seiger
Source: Stanford Graduate School of Business
6 pages.
Publication Date: Jun 18, 2004. Prod #: E168-PDF-ENG
Sarah Harris HBR case solution