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Tipsfor optimising thesale price

Text 1: WHAT IS A MANAGER? | Text 2: FINANCIAL MANAGER | Text 3: A STORY | Text 5: MANAGEMENT QUALITIES | Text 1: WOULD YOU LIKE TO START A BUSINESS? | THE SOLE PROPRIETOR | Vocabulary | Read the text about marketing and promotion and decide how much they are important for success in business. | Exercise 4: Translate into English an extract of a marketing specialist's report which was given at a marketing conference. Say if you agree with his statements. | Exercise 2: Find the words in the article to complete the following statements. |


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+ Consult professional advisers at the outset and use the time before the sale process to build the value of the business to a potential buy­er.

+ Make sure a sale is the best route and that all the shareholders are in agreement.

+ Use all available means to identify likely buyers, including those over­seas.

+ Analyse buyers' motives and what they are looking for; identify where they perceive the value in the business lies.

+ Make sure the selling memorandum demonstrates the business's strength and potential, but is accurate. Any inaccuracies are sure to come to light and will make a buyer become suspicious or drop the price.

+ Sell the excitement and enthusiasm of business and make the pur­chaser enthusedand excited.

+ Emphasise the opportunity the business presents for growth and prof­it.

+ Manage the negotiation process actively and keep to a strict timeta­ble.

+ Keep the sale process competitive and make sure there are alterna­tive buyers.

+ Obtain advice in advance on the tax implications of the sale.

The timing of the sale is probably the most critical test for the entre­preneur to realise the maximum value of his efforts. Market conditions are good at the moment, with opportunities available to companies and indi­viduals ranging from complete sales to partial disposals.

(from Press and Journal)


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