Publications
Publications
- June 1997
- HBS Case Collection
Deaver Brown and Cross River, Inc.
By: Amar Bhide
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.
About The Author
