Paper Summary:

This paper studies the way to transform showroom visitors into customers when selling American used cars in Saudi Arabia. It reports that the methodology included personal in-depth interviews using two sets of survey questions created to compliment this study and secondary data from previous published articles. The paper relates that, while deeming potential used car buyers to be hesitant "one chance customers", when a seller gains insight into buyers' habits, he/she enhances the understanding of a customer which amplifies positive customer engagement, and in turn, increases the likelihood that a showroom visitor will become a satisfied customer. The paper includes questionnaires and color illustrations.


Table of Contents:
Introduction
American Used Cars
Aims and Objectives
Background and Overview:
Literature Review
Finding and Filling Used Car Buyers' Needs
Domain of Customer Behavior
Customer Roles
1998-2007 Forecast U.S. Arab Market Losses (U.S. $Billion) by Export Category
Reasons to Buy a Used Car
More Competition for Sellers of American and Other Countries' Used Cars
Car Buyers and the Internet
Another Manufacturer's Promotion PESTLE
Selling American Used Cars in Saudi Arabia - PEST(LE) Analysis
SWOT
Methodology
Personal and Private, Yet, Public Sales' Persuasions
Questionnaire for Buyers
Interview Questions for Sellers
Customer Satisfaction Survey
Reflections and Limitations
Difficult, yet Simple Significant Details
Conclusion/Summery
Today and Tomorrow's Timeless Truths
Aims and Objectives

From the Paper:

"Customers invest effort and time when searching to select a used car dealer, just as sellers invest time to secure customers. "Word of mouth" communication, the report a customer verbalizes to his/her family and friends is one particularly, potent "tool" regularly used to gain new customers. A seller does not have to invest substantial funds, market his product, or invest special sales' resources, as the customer. The way a customer perceives the seller, however, determines whether "word of mouth" communication will prove to be positive of negative."

Sample of Sources Used:

• Allen & Unwin. Dividends of Fear: America's $94 Billion Arab Market Export Loss. (2003, July/August). Washington Report on Middle East Affairs, 22, IM1+.
• Ambah, Faiza Saleh. "Saudi women recall a day of driving; Women who protested in 1990 reunite as debate over women drivers returns.(WORLD)", The Christian Science Monitor, December 7, 2005.
• "AUTO PARTS AND SERVICE EQUIPMENT (APS)." (2006). U.S. Commercial Service. Retrieved 22 August 2006. from: https://www.buyusa.gov/saudiarabia/en/120.html.
• Boorstinm, Daniel J. (1996). The Columbia World of Quotations. New York: ColumbiaUniversity Press. Retrieved 23 August 2006 from: http://www.bartleby.com/66/81/7781.html.
• Brown Jeff. "Automakers? enticing deals also make used cars cheaper: New-car price war this summer will have trickle-down effect, experts say", The State, August 14, 2005.

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