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Marcia Radosevich and Health Payment Review--1989 (A)
內容大綱
Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap measure to generate cash, Marcia tries to sell the PC prototype but encounters resistance from conservative buyers. Teaching Purpose: To highlight the challenges of selling and negotiation faced by entrepreneurs, and to help students develop their skills in this area.