SCHOOL OF MANAGEMENT STUDIES AND RESEARCH

SALES MANAGEMENT

CASE STUDY

CLYDE VALLEY BUILDING PRODUCTS

UNDER THE GUIDENCE OF

Prof. NAGARAJ NAVALGUD

SUBMITTED BY

SAMREEN MULLA 01FM19MBA003

CLYDE VALLEY BUILDING PRODUCTS

SUMMARY

Clyde Valley Building Product is known for weatherproofing product of building industry.
They operate two divisions – Window Products Division & Building Products Division.

The window division is the old division and from 6 years it is very well known and depends
on 2 suppliers that have left the organization citing the different reasons for all of it. The new
one is the building division that was formed 2 years ago. They invested less time on this new
product and did not split the sales team. Sales organization of the Clyde valley is the product
and geographical organization structure. It has been geographically distributed the sales force
based on the demand and supply of the product. They have two different division window
product division and building product division. The company is known for its product and
building division is the new one it's a growth stage in the product life cycle. Sales managers
should evaluate the work for sales personnel weekly so that they are aware of the situation
and they have to train them accordingly.

1. Critically assess the current sales organization of Clyde Valley

Ans:- The sales organization of the Clyde valley is the product and geographical
organization structure. It has been geographically distributed the sales force based on the
demand and supply of the product. They have two different division window product
division and building product division. The company is known for its product and
building division is the new one it's a growth stage in the product life cycle. The sales
representative has the sales head based on their territory.

2. Make recommendations on the future organization and deployment of the sales

force. Fully support your recommendations.

Ans:- The proposals on the future association arrangement of the business power are that
change the association structure to the line and staff association. It will assist the
association with zeroing in on both the items and if there is a committed deal power for
every division.

3. Explain in what other ways sales performance can be improved and how you
would do it.

Ans:- The sales team were more burdened for the sales as there was no segregation of the
sales force based on the products. Sales managers should evaluate the work for sales
personnel weekly so that they are aware of the situation and they have to train them
accordingly.