Sarah Harris

By R. Ellis, Alicia Seiger
2004 | Case No. E168
Sarah Harris, a young, recent MBA student, sets out to raise a search fund and acquire a company in the hospitality business. The case sets up a backdrop for students to role play various selling situations for a would-be entrepreneur. There are a series of five vignettes that illustrate different situations where understanding the sales process and strategies would benefit the situation. In the first vignette, Sarah has to negotiate the acquisition of a small reservations management company. The second vignette puts Sarah in the position of soliciting a potential search fund investor. The third vignette involves the hiring of a key employee and the fourth sets up a situation where the contract renewal of a key account is put into question. The final vignette has to do with selling a new client.
This material is available for download by current Stanford GSB students, faculty, and staff, as well as Stanford University alumni. For inquires, contact the Case Writing Officeopen in new window. Download