【正文】 stage( 1978s past 1953)。s target, in the past public money purchase outstanding situation car in one year, 83 years later, along with the development of urban collective economy, the individual in urban and rural areas, The increase of the specialized household, user39。s market stages s( 1992): The basic characteristic is the lasting depression of market, the profit on sales is reduced, the market petition is violent , Many kinds of marketing methods appear , pay by installments , lease, rent the new way of selling etc to develop rapidly. In middle period of the eighties, there was marketing channel of staterun automobiles in China, Goods and materials and can39。 vapor of goods and material electromechanical system and Israel and China. Translated result system: The ones that relied mainly on factory of the host puter and set up are own, pool the system. and missions system: Israel39。t finish the plan of contracts . A outstanding one to sell mercial city vie for goods that are in great demand sell, confusion to lead to the fact automobile market, Display and have several points mainly: confused. 2. finished products the circuitous it is the floating. sale services without guarantee. 4. the unable to carry out in tactics in host puters the marketing of factories. The returned money is difficult, the bad debt happens while repudiating a debt. In middle period of the 1990s, it changed the confused state that people began to rerecognize automobile market and resolution. The industrial policy of auto industry which the State Council issued was pointed out clearly in 1994: The total output of the automobile should satisfy the more than 90 per cent need of the domestic market in 2020( the first). The country encourages individuals to buy the automobile, and will make the concrete policy in good time according to the change of the market structure of consumption of development of the auto industry ( the 47th). Encourage whether in the world and mode set up sale of goods system and service system after sale by oneself current principle industrial enterprise automobile( the 50th). However, improve situation that form already is than establishing and need more paying, Over the past several years, factory for setting up and implement and unify host puters the marketing systems of tactics make enormous efforts, However, problems do not get settlement pletely yet. At the situation, one joint venture in mon use Shanghai and one39。s economy, auto industry, especially marketing of automobile, When new century will e and in front of 0 WT, face and catch up with and catch up with the problems of advanced international standards too. How to study international advanced experience, especially what one39。 I need the automobile 39。 monthly ine level is less than 1500 yuan, namely calculate only 1 annual ine according to monthly ine of 1500 yuan. 80,000 yuan。 Secondly it is this grade of 100 ten thousand yuan, including such brands as Jetta , Citroen zx ,etc., accounts for 17. 5%. But consumers say, if will buy the car afterwards, their choice will be concentrated on the grade (account for 30% ) of 100 ten thousand yuan. Though some small economy popularity of car of displacement relatively high, people buy home purpose choice of car in the future, nearly all concentrate on the mediumtohigh grade car. Comparing with two investigation results, we are easy to find , accord with the existing ine level of residents of our country at present, if buy a home automobile, their purchasing power is still very limited. But the family that has already bought the home automobile watches, their purchasing the car grade is in charge of looms and check the quality and quantity of the products when concentrated on . Phenomenon that the ine level and level of consumption of this kind of consumer do not match , form a great characteristic of consumer39。 It is that the existing style is not abundant enough to put in the reason of the third。s relation, etc, It is blessing of the country to form an enormous assets and utilize this part of assets well, It is the blessing of the auto industry too. It is even more a shortcut on the market that the manufacturing pany beaches. It has here bee systematic system of selling bee foreign manufacturers think kind partner already. When new century es, there will be a relatively great development in Chinese auto industries, In the face of the pressure of international petition of automobile group, Chinese automobile enterprise faces the brandnew crisis, The crisis is namely dangerous, is a chance. Every enterprise needs meeting a challenge, seize the opportunity, define one39。 中國汽車工業(yè)經(jīng)過 40 余年的發(fā)展，可以分為若干階段，關(guān)于汽車工業(yè)發(fā)展階段有幾種不同分段方法，但基本相似。 一一 1953 年 7 月 15 日，第一汽車制造廠在吉林省長春市興建，標志著中國汽車工業(yè)開始起步。 一一汽車工業(yè)開展對外交流和合作，大力引進外資和技術(shù)。 一一產(chǎn)品結(jié)構(gòu)明顯改善。 一一汽車工業(yè)重復(fù)建廠、亂上項目的勢 頭得到遏制，規(guī)模經(jīng)濟效益開始呈現(xiàn)。 一一開始實行以分期付款購車為核心的汽車消費信貸制度。但是，市場的聲音卻很小，汽車工業(yè)確定的發(fā)展目標是什么呢 ?翻開第一本《中國汽車工業(yè)年鑒》， 1983 年，饒斌部長代表汽車行業(yè)提出：“汽車工業(yè)總目標的核心是：要有一代現(xiàn)代化的換代產(chǎn)品，即是九十年代要生產(chǎn)出八十年代初的產(chǎn)品，在此基礎(chǔ)上實現(xiàn)產(chǎn)量翻番。也有專家領(lǐng)導(dǎo)提出高速公路是資本 主義的產(chǎn)物，不適合中國。 87 年又確定了“三大”“三小”轎車生產(chǎn)基地，隨后又增加了“兩微”。在市場汽車方面，我們也有一個提高認識過程。 85 年，當我們按國務(wù)院指示進行普及型轎車調(diào)研發(fā)展時，很多人都認為是異想天開，不可思議，直到92 年，在討論轎車市場時，還有人提出，轎車“大量”進入家庭不可能。 可喜的是，汽車工業(yè)面臨著一個新的發(fā)展機遇，一方面，國家開始嚴格整頓不合理的汽車有關(guān)稅費，更主要的是提出了擴大內(nèi)需的概念和政策，經(jīng)濟學(xué)家在尋找擴大內(nèi)需“藥方”的過程中，認識到汽車，尤其是非公款消費的汽車，是一項重要內(nèi)容。 第二階段一一計劃向市場經(jīng)濟轉(zhuǎn)變階段 (1978 年 — 1992 年 )： 這一階段特點是：計劃逐年下降， 92 年降到 15％，市場開始起到?jīng)Q定性作用。 80 年代中期，中國只有國有汽車銷售渠道，物資部門的中國汽貿(mào)、機電系統(tǒng)和由汽 車配件銷售系統(tǒng)轉(zhuǎn)化的汽車工業(yè)銷售系統(tǒng) (中汽銷售系統(tǒng) )。 3．部委體系 :以軍轉(zhuǎn)民部委如兵器、航空、航天等為代表的部委體系。于是出現(xiàn)一種情況，當汽車暢銷時，經(jīng)銷商抱怨主機廠不執(zhí)行合同，不按時發(fā)貨，當汽車滯銷時，主機廠又認為經(jīng)銷商銷貨不得力，不能完成合同計劃。 4．主機廠的市場營銷策略無法貫徹執(zhí)行。國 家鼓勵個人購買汽車，并將根據(jù)汽車工業(yè)的發(fā)展的市場消費結(jié)構(gòu)的變化適時制定具體政策 (第四十七條 )。專賣店 只銷一家車，解決了誰好銷賣誰的問題，先存足貨后供車，解決了回轉(zhuǎn)款難問題，有限專賣店，不能亂炒或亂壓價，分區(qū)經(jīng)銷減少了產(chǎn)品的往返運輸。這是國外的成熟模式，國際上新興的百貨店售車，中國也已經(jīng)出現(xiàn)，同時汽車電子商務(wù)也在國內(nèi)有所嘗試。市場是商品流通和交換的集散地，是聯(lián)結(jié)生產(chǎn)和消費的紐帶。對于我國汽 車工業(yè)來講，要使它能夠取得發(fā)展，也必須從研究汽車市場上消費者的需求入手。調(diào)查結(jié)構(gòu)按購買的先后順