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Customer-led development of the sales process

This company in the automotive industry wanted to create a more customer-led work process for sales, and introduce a new sales support system. Prové’s team of consultants were responsible for the job of collecting customers’ experiences and requirements, mapping, design and documentation of a new joint sales process. The project work group included dealers, end customers and representatives from the central sales support organisation. The resultant process then formed the basis for demand specification and design of a new sales support system to be used by all dealers.

The assignment also included start-up and establishment of a global process development organisation, with roles and working methods for ongoing development of the sales process with the accompanying sales support system. The process development organisation included process teams at different geographical sites with local customer representatives.