A Basic Guide for Buying and Selling a Company / Edition 1

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The facts on buying and selling a company, meticulously spelled out

An explosion of retirees, many looking for second careers; outplaced executives with large benefit packages; and the anticipated reduction in the capital gains tax are all factors in the increased volume of businesses now being bought and sold. Here, William Yegge explains how to effectively use a business broker, the payment alternatives open to buyers, sellers' pricing methods, purchase and sales agreements--everything essential to concluding a successful transaction.

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Product Details

  • ISBN-13: 9780471149422
  • Publisher: Wiley
  • Publication date: 10/24/1996
  • Edition number: 1
  • Pages: 288
  • Sales rank: 1,302,303
  • Product dimensions: 6.30 (w) x 9.20 (h) x 1.00 (d)

Meet the Author

WILBUR M. YEGGE, PhD, has bought and sold five companies, brokered the sale of over 300 small businesses, and valued more than 1,000 others. President of a management consulting firm, he is the author of Self-Defense Finance for Small Businesses and A Basic Guide for Valuing a Company, both published by Wiley.
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Table of Contents

Introduction to A Basic Guide for Buying and Selling a Company
Ch. l First the Question: Should I Change Horses? 3
Ch. 2 Usable Lessons from Buying or Selling a Personal Residence 10
Ch. 3 When the Deal Looks too Good to Pass... It May Be Good, But... 15
Ch. 4 Overview of Business Brokerage as an Aid in Buying and Selling 19
Ch. 5 Five Conceptual Principles for Buyers and Sellers 26
Ch. 6 The "Four Steeds" of Business Purchase and Sale 35
Ch. 7 Confidentiality: How Important Is It to Buyers and Sellers? 42
Ch. 8 Fishing Expeditions 48
Ch. 9 The Selling Prospectus: Benefit to Seller and Buyer 67
Ch. 10 Subordinate Cash: Myth, Tradition, and Practice Revealed 80
Ch. 11 Demonstration Benefits Both Buyers and Sellers 87
Ch. 12 When Hang Gliding in Lofty Thought... 95
Ch. 13 Perceptions about Prices and Values 98
Ch. 14 Who Ultimately Determines Value and Price?: A Bird's-Eye View of the Market Scene 124
Ch. 15 Structure of the Deal 141
Ch. 16 Comparing the Deal Before Signing 157
Ch. 17 The Contract and Lawyers: A Typical Purchase-and-Sale Agreement 164
Ch. 18 Supplemental Agreements Congruent to Typical Contract Provisions Required for Closings 186
Ch. 19 Obstacles and Concessions After the Contract.. .: But, Before Closing the Deal 200
App. A Outlook - Small Business in America: Buyers, Sellers, and Brokers 204
App. B Men Negotiate Differently Than Women 232
App. C Salespersonship: Important to Buyer and Seller 246
App. D Yegge's Rules for Making Deals Work 256
App. E Business Search Checklist and Finding a Business to Buy 258
App. F: From the Author to Readers 266
App. G: Glossary of Author Terms 268
About the Author 272
Index 275
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