This is a multi-purpose case with two aspects: the first focuses on B-to-B sales negotiation, between a salesperson and a customer; the second focuses on customer portfolio management, and can also be used to address certain aspects of sales team management. The joinery sector is particularly competitive.
A few large groups share a good proportion of the sector's turnover, but many medium-sized companies are present in this market, and are trying to stand out from the competition from these giants.

This case study provides an opportunity to review with the students all the major functions of a sales representative: prospecting, sales, customer portfolio management, as well as a possible managerial approach.