Fit for Customer Interaction
by Richard Beetz, Marc Droste
November 2014
How do automotive manufacturers with multi-level sales structures align their interaction center organizations with increasingly demanding customer and product requirements?

The customer is moving more and more toward the focus of interaction, leading to more frequent and intensive customer dialogues in different channels. For companies selling their products in multi-level sales structures, this will require enormous alignment and coordination efforts in the future. Due to its complexity, customer dialogue in companies will need to take place on several levels. Reasonable and clear allocation of the dialogue functions to the sales levels is crucial to achieving efficiency.