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Complete Case details are given below :
Case Name : Andrew Sullivan and Faraway Ltd
Authors : Frank V. Cespedes, Alex Godden
Discipline : Entrepreneurship
Case Length : 10 pages
Solution sample availability : YES
Plagiarism : NO (100% Original work)
Description for case is given below :
The "Andrew Sullivan and Faraway Ltd" case series focuses on entrepreneurial selling, and is based on an older case study, "Deaver Brown and Cross River Inc." (9-394-042). It concerns two entrepreneurs, Andrew Sullivan and Hope Abasi, who have designed an innovative pushchair (baby stroller) and, a year later, are looking for an order from a large retailer. The case requires students to prepare, deliver, and evaluate Sullivan's sales calls on two important retail buyers, Sam Cartwright of Mothercare and Anthony Pierce of John Lewis. The main case provides relevant background information about Faraway's market opportunity, business model economics, and scaling requirements. The (B) case provides information about Sam Cartwright's view of his job and supplier issues. The (C) case does the same for Anthony Pierce.
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