Publications
Publications
- June 1997
- HBS Case Collection
Deaver Brown and Cross River, Inc.
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
Citation
Bhide, Amar. "Deaver Brown and Cross River, Inc." Harvard Business School Video Supplement 897-508, June 1997.