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Industries - Automotive

Online Sales in the Automotive Industry How can the internet become a successful sales channel for the automotive industry?
Online retailing has changed customer behavior and fundamentally altered the sales process in some industries. To meet todayís customer expectations and in particular to reach the younger customer segments, the automotive industry must extend its sales channels and online offerings to reach the ambitious growth targets. Currently, the role of the online channel within the car sales business is typically limited to information gathering with few links to sales. Overcoming this issue has the potential to significantly improve sales performance in some customer segments. In this article, we draw on our global automobile consumer research covering Germany, China and the USA to highlight the opportunity for online car sales by evaluating major barriers and identifying key success factors from a customerís point of view. pdf 2012






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Status: 16. Oktober 2012