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Deaver Brown and Cross River, Inc.

  • 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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