Teaching Note | HBS Case Collection | March 2014

Andrew Sullivan and Faraway Ltd.

by Frank V. Cespedes


Andrew Sullivan is an entrepreneur with an innovative product and impending sales calls on two important retail buyers. The (A) case provides information about Sullivan, his business, and the economics of his business model. The (B) and (C) cases provide information about each buyer. Sullivan has no previous sales experience and is eager but nervous: "his impending sales calls… could make or break the nascent company."

Keywords: Sales; Marketing; Entrepreneurship; Retail Industry; Consumer Products Industry; England;


Cespedes, Frank V. "Andrew Sullivan and Faraway Ltd." Harvard Business School Teaching Note 814-101, March 2014.