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Publications
Publications
  • June 1997
  • Supplement
  • HBS Case Collection

Deaver Brown and Cross River, Inc.

By: Amar Bhide
  • Format:Video
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Abstract

In an interview with an HBS faculty member, Deaver Brown of Cross River, Inc. talks about how to get customers to distribute your product--knowledge of their objectives, knowing the deal, understanding your relative perspectives, flexibility, presenting the benefits to the buyer, establishing credibility, demos, and establishing a presence.

Keywords

Business or Company Management; Marketing Channels; Distribution Channels

Citation

Bhide, Amar. "Deaver Brown and Cross River, Inc." Harvard Business School Video Supplement 897-508, June 1997.
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About The Author

Amar Bhide

General Management
→More Publications

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    • March 2021 (Revised March 2021)
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More from the Author
  • Tales of Life-changing Innovations: Too Simple to be Safe? | Note on the Development of Fecal Transplants By: Amar Bhidé and Srikant M. Datar
  • Making Economics More Useful: How Technological Eclecticism Could Help By: Amar Bhide
  • Tales of Life-changing Innovations: Early Detection, Precise Diagnoses | Note on the Development of Coronary Bypass Arterial Grafting (CABG) (through 2000) By: Amar Bhidé, Srikant M. Datar and Fabio Villa
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