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Business owners have many reasons for selling a successful business. Regardless of their reasons for exiting, owners want to see a return on their investments, and a sale is a good way to convert their equity in the business into cash. This sale can be a complicated process, but there are some common issues in all sales of successful businesses. These issues include the underlying motivations for buyers when purchasing, the methods for valuation of the business enterprise preparing the organization for sale, and identifying types of buyers.

Just as marketers strive to understand why their customers buy their products to better position themselves in the marketplace, it is important for companies to understand why potential buyers are interested in the purchase of the firm. There ...

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