ABSTRACT
Dan Jensen sat back in his chair to contemplate the past six and a half months and the progress he had made. Dan had been given the opportunity to market medical equipment to Japan and wanted to review his efforts. After finishing final negotiations with a Japanese distributor and arriving by plane from Tokyo, his boss, Mr. Hong, had asked Dan to prepare a summary of activities and results, and asked Dan directly whether or not Dan thought the distributor would actually purchase the product. Because the negotiation was agreed upon by handshake and not by contract, Dan strongly believed that the distributor would follow through on his promise. However, Dan knew he had to carefully retrace his steps to understand why his marketing plan had been successful in some areas and unsuccessful in others.
