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Unformatted text preview: 3. What should his aspirations and minimum requirements for price and quantity have been? 4. What objectives should Deaver have anticipated? How should he have planned to deal with them? 5. What should he have assumed about the buyers motivation? 6. What difference would it have made if Deaver had been trying to sell computer systems? 7. Should Deaver have caved in when the buyer demanded a $12/unit price? 8. Was the buyer overly hostile? 9. How do you deal with tough buyers?...
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This note was uploaded on 10/14/2009 for the course IEMS 395 taught by Professor Bob during the Winter '09 term at Northwestern.
- Winter '09