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Case
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Reference no. 579-013-2
Subject category: Marketing
Authors: John Saunders (University of Bradford)
Published in: 1979
Length: 22 pages
Data source: Field research

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.
Location:
Industry:
Size:
7,000 employees
Other setting(s):
1972-1974

About

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.

Settings

Location:
Industry:
Size:
7,000 employees
Other setting(s):
1972-1974

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