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Abstract
This is a real life case study concerning the attempted sale of a small fleet of medium sized civil transport aircraft to a European airforce. The case contains background on Hawker Siddeley Aviation Ltd and it''s products, the H.S.A. Manchester Division, the H.S. 748 and the sales organisation. A sales campaign is followed from initial contact through several stages of negotiations to an impasse concerning offset. Details of the final result of the sales effort are contained in the teaching note.
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Abstract
This is a real life case study concerning the attempted sale of a small fleet of medium sized civil transport aircraft to a European airforce. The case contains background on Hawker Siddeley Aviation Ltd and it''s products, the H.S.A. Manchester Division, the H.S. 748 and the sales organisation. A sales campaign is followed from initial contact through several stages of negotiations to an impasse concerning offset. Details of the final result of the sales effort are contained in the teaching note.
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