Table of Contents

THE SELLER DETERMINES AN ACCEPTABLE SALES PRICE.

Value of the Real Estate.

Value of the Other Assets.

Value of the Goodwill.

Sales Price, Terms, and Conditions.

THE BUYER DETERMINES AN ACCEPTABLE SALES PRICE.

Value of the Assets and Liabilities.

Financial Analysis.

Market and Competition Survey.

Initial Investment Required.

Purchase Price, Terms, and Conditions.

CONCLUDING THE SALE.

Sales Strategy.

Purchase Strategy.

Financing Alternatives.

Closing the Sales Transaction.

Index.

About the Author

John M. Stefanelli is a Professor in the Food and Beverage Management Department at William F. Harrah College of Hotel Administration at the University of Nevada Las Vegas.