【正文】 r spacemulti functionPU2. Why does your pany plan to purchase crosscountry/jeep/SUV? 61 Probable purchase time of SUV 2 . 12 . 17 . 43 6 . 25 2 . 10 1 0 2 0 3 0 4 0 5 0 6 0w i t h i n o n em o n t hw i t h i n t h r e ey e a r sw i t h i n s i xm o n t h sw i t h i n o n ey e a rw i t h i n t h r e ey e a r sPU3. How soon will your pany purchase Crosscountry Vehicle/Jeep/SUV? 62 Combination of purchase decisionmakers 0 20 40 60 80Director of motorcade (allthe classes) administrationdirector inofficedirector offinance plandepartmentdirector ofusingdepartmentgeneraldirectorPU4. Who is responsible for the purchasing in your pany? 63 Information collected before purchase 500 20 40 60 80listen to the radio and readnewspapercollect on interinquire from friends who ownvehiclesinquire from friends who isfamiliar with vehiclestry vehiclevisit auto showsee vehicle in storePU6. What does your pany usually do before purchasing? 64 Acquiring information channel PU7. How do you get information on vehicles? Which one is reliable? 0 20 40 60 80vehicle sportbroadcasting stationflexable articlevehicle body ad.outside ad.publicizing material ofad.amp。 information onlineInquiring from intimate friends TVnewspaper and magazineauto show65 Information inquiry before purchase 0 10 20 30 40 50 60 70 80 90 100sales conditionevaluation of person who haveused itbrandpayment methodknowledge of maintenance andcostparameterspriceequipmentafter sales servicePU8. what would your pany like to know before purchase? 66 Factors considered 4 4 4 40123456safetyafter sales servicepricefortride fortdrive fortFuel consumption (Ltr/100km)brand reputationtechnique supportengine soundappearanceparametersair conditioning effectbrand imagecross country abilitycab spacepayment methodinterior colorimport,joint venture,home madepreferential policy and promotionluggage box spacePU9. What would your pany consider when purchase vehicles? 67 Purchasing place PU PU11. PU11Where do you want to buy SUV ,and why not in XX? 5 6 . 8 5 6 . 84 5 . 94 0 . 55 . 401 02 03 04 05 06 03 S s h o p s a g e n t s l a r g e v e h i c l em a r k e t sb r a n d s t o r e s o t h e r s68 Hardware at purchasing sites 4 . 3 64 . 0 83 . 9 1 3 . 8 73 . 7 4 3 . 73 . 6 3 . 5 6 3 . 5 500 . 511 . 522 . 533 . 544 . 55salesmen39。squalityhavereparingarea or notgeographicalpositioncoveringarea innerfitmentouterfitmentshop frontsize have resting areas or notmodern ornotPU12. What requirements does your pany have when purchasing vehicles? Mean: 69 Promotion 0 10 20 30 40 50preference forindividiullotterypresent vehicleequipmentspresent cheeringpreferencialcardspresentmembershipcardsaftersalespreferencePU13. .What kind of promotion does your pany wish to see when you purchase vehicles? 70 Delivery time limit 3 8 . 64 6 . 94 6 . 94 6 . 94 6 . 90 1 0 2 0 3 0 4 0 5 0o t h e r s3 m o n t h s1 m o n t h1 w e e ko n t h ep u r c h a s i n gd a yPU14. How long after payment does your pany accept the delivery? 71 u n c e r t a i nt1 5 . 0 %i m p o r t2 5 . 0 %h o m e m a d e6 0 . 0 %purchase import/homemade vehicles PU1 PU16. Does your pany plan to purchase homemade or import vehicles? Purchase homemade ： frequency： 22 2. Easy to fit 4 policy 1 development of homemade vehicle 1 1 Purchase import vehicle: frequency： quality 24 performance 9 taste 1 reputation 1 1 72 Purchasing brand 2116 051015202530　 NissanPALADINCherokee HONDA CRVBeijing Jeep Toyota LandCruiserPAJERO ChangfengLiebao Jinbei GM DongnanFreecaGrandCherokeePU1 brand of jeep/crosscountry vehicle/SUV does your pany plan to purchase?Why? PU19. budget of your pany for purchasing vehicles? PU20. the proportion of SUV 73 Background 74 Property character of pany one does your pany belong to ? 5 51 61 13 3201 02 03 04 05 06 0agent/enterpriseprivate enterprisenation owned enterprisecooperate panycollaboratioon panyowned by foriegners75 Company Size B2. What’s your pany’s scale? 2 7 . 52 21 8 . 71 3 . 21 13 . 3 3 . 31 . 1051 01 52 02 53 0100~19950~99less than 49over 1000300~399 200~299 400~499 500~99976 Newspaper amp。 magazine B B5. What kind of newspaper or magazine does your pany prescribe? And what do you usually read? Agents Mass consumption Others usually read Name Frequency Name Frequency Name Frequency Name Frequency People’s daily 31 Reader 6 News outpost 3 Reference news 7 Reference news 9 Youth reader 3 Vehicle friends 2 Beijing youth 6 Beijing daily 6 Questioning 3 Vehicle magazine 2 People’s daily 5 Evening news 5 Vehicle friends 2 China ad 1 Guangzhou daily 5 Guangzhou daily 5 Jinghua times 2 Jiangsu TV 1 Special region news 5 77 Thanks !