The document is a sales manual for the Toyota Etios Cross that provides information to sales staff to help sell the vehicle. It includes sections on target users, unique selling points of the vehicle, product information, Toyota's quality standards, competitors, and test drive procedures. The key points are that the Etios Cross targets first time buyers and additional car buyers aged 30-35, has a rugged SUV-inspired design at an affordable price, and compares favorably to competitors on aspects like mileage, maintenance costs, and safety features.

1. Sales Manual
For Internal Use Only
Toyota Kirloskar Motor Pvt. Ltd.
All rights reserved.
(C) Copyright Toyota Kirloskar Motor Pvt. Ltd., 2014

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Table of Content Introduction 4
Target User Oriented Sales Talk 7
First Time buyer 7
Additional Car Buyer 8
Product Information 9
Unique Selling Points 10
Rugged Design 11
Interior Comfort & Sportiness 13
Easy Driving 16
Protective Safety 25
Toyota QDR 27
Competitor Vehicles 29
Cross Stands Out from the Crowd 30
Comparison Summary – Diesel 56
Comparison Summary – Petrol 79
Secondary Competitors 92
Test Drive and Demo 96
Showroom Walk Around 97
Test Drive Guide 99
Appendix 101Sales Manual
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Chief Engineer’s Message
The wait is over
The “Etios Cross” was developed for the Indian market to realize optimal prices and
also positively respond to local opinions by keeping us focused on the customers’
points of view. Of course, we developed the styling, performance, functions, and
equipment in line with what customers demanded, as well as thoroughly investing the
vehicle with Toyota QDR.
In addition, to produce a vehicle that exceeds customer expectations, we
benchmarked global standards with regard to basic performance parameters such
as running, turning, and stopping, as well as safety.
I am convinced that our customers will be pleased, as will our sales staff. With such
high performance and quality at such an optimal price, Etios Cross is the clear choice
both for those with aspirations to buy a Toyota, and also for those who are thinking of
buying a B-segment cross hatchback. I can even confidently recommend current
owners of competing vehicles to switch to our model.
The Etios Cross has exterior refined from the base model of the Liva and interior with
further enhanced quality. They are natural sales points, and I would like sales staff to
convey them confidently to potential customers. With the participation of everyone
concerned, customers will grow to like the Etios Cross, and the number of Toyota fans
will increase.
This vehicle is the ideal cornerstone of the long term sales strategy for leading our
users and potential customers to move onto upper class Toyota models in the future.
Akio Nishimura
Chief Engineer
The name “Etios” is based on the Greek word “Ethos” meaning
spirit, character, and ideals.
In order to clearly appeal for an integrated image of on-road
and off-road vehicle while inheriting the concept the name
presents, this model has been named as ‘Etios Cross’ with
a sub name of ‘Cross’.
Origin of Name “Etios Cross”
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Market InformationIntroduction
The B-segment is the fastest growing segment in the Indian market
The recent trend in this segment shows an increasing demand
for cross hatchbacks, which combine SUV (Sports Utility Vehicle)
look and the functionality of the hatchback.
Between the hatchback and compact SUV market, there is a
niche segment for cross hatchback.
Toyota sees future potential of this segment
and is ready to be part of its growth.
Only few competitors are selling in this segment.
i20Cross Polo
EtiosCross
PoloSwift
B- segment customer getting younger
Primary Competitor Secondary Competitors (B-Hatchback)
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Target UsersIntroduction
The buyer
 Urban Male
 30 to 35 Years Old
 Business Men or Salaried Professionals
with strong upward mobility
 Look for an Additional Vehicle
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Cross Hatchback - Product ConceptIntroduction
Rugged styling with off road vehicle
taste at an optimal cost
Etios Cross has inherited driving performance and sensory
performance that had been cultivated through the
development of Etios.
The development team fused design with functionality and
utility, while achieving the best balance of performance and
equipment. Thus enabling reduction in initial and running
costs.
Pursued the Toyota global standard regarding the basic
performance of the vehicle in terms of running, turning, and
stopping.
For exterior design development, the development team
pursued distinctive styling that stands out in the market, while
interior design is given an advanced look with a sense of high
quality.
ugged styling with off-road vehicle taste
xcellent fuel economy
iano black interiors makes the vehicle sporty
lass-top level basic performance
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First Time BuyersTarget user oriented sales talk
“Planning to buy a new car that should look more like an SUV but still falls
in my budget”
Sales Officer: “Toyota is famous worldwide for its high-end, high-quality cars.
Having a Toyota gives you a high social status and now you can own one for
just few lakhs!
Etios Cross development follows rugged feel of an SUV that stands out in the
market, while interior design is given an advanced look with a sense of high
quality.”
 Toyota brand status
 Rugged styling P 11
 Interior Comfort & Sportiness P 13
“I just got a promotion! Now I want to upgrade to a sporty, stylish car
to show off my new status.”
Sales Officer: “The Etios Cross’s Rugged styling with off-road vehicle taste
catches people’s attention. External features like Alloy wheel, over fender
cladding and roof rail are well designed which makes the vehicle standout.
On the inside, piano black interior and sporty seats with badging and stitch
make the interiors very elegant. It has best-in-class A/C performance and a
cooled glove box which can keep your drinks cool. Your friends will envy you
when they see you in your new Etios Cross.”
 Rugged styling P 11
 Interior Comfort & Sportiness P 13
“I’ve never had a car before and I’m worried about the cost…”
Sales Officer: “The Etios Cross has a surprisingly low cost of maintenance. (1.4L
diesel: 39% less, 1.2L petrol: 32% less expensive compared to Swift) And Etios
Cross’s 1.4L diesel engine gives a top class mileage of 23.59 km/L and its 1.2L
petrol engine also gives an excellent class mileage of 17.71 km/L.
Furthermore the much longer 3 year/1 lakh km warranty vs. competitors,
makes it economical and affordable throughout its maintenance.”
 Lowest cost of maintenance P 54
 Excellent mileage in its class P 16
 3 year/1 lakh km warranty
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Product Information Unique Selling Points 10
Rugged Design 11
Front 12
Side 12
Rear 12
Interior Comfort & Sportiness 13
Utilities 14
Air-conditioning 15
Storage 15
Easy Driving 16
Transmission 17
Acceleration 21
Suspension 22
Steering 22
Brakes 23
Protective Safety 25
Active Safety 25
Passive Safety 26
Toyota QDR 27Sales Manual
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1. Rugged DesignProduct information
“Etios Cross provides the SUV like exterior ornamentation”
Selling Point #2
Offers massive presence with
over fender cladding
Selling Point #3
Exclusive 15-inch Diamond cut
Alloy wheel expresses rugged
image and sportiness
Selling Point #1
Grille guard and roof rail give
an SUV feel
New Grille Guard
1
Cladding on Doors
Over Fender
Cladding
Fog lamp with Turn
indicators
3 4
15 inch Diamond
cut Alloy Wheels
Roof Rails
8
7
6
Silver Rocker
Moulding
5
Headlamp Garnish
2
9
Rear Roof Spoiler
Trapezoid
Undercover
Rear Garnish with
Silver Badging
9
11
10
Continued…

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4. Protective SafetyProduct Information
“Passive safety features assist to reduce collision damage”
Collision absorbing body
Roof reinforcement
terminal structure
Centre pillar outer
reinforcement
Rail outer
reinforcement
Rocker outer
reinforcementRocker bulkheadDoor impact beam
Absorbs and disperses collision energy across the entire vehicle body.
Helps keep the cabin intact in a collision, providing maximum
occupant PROTECTION
Airbags (driver/front passenger)
Seatbelts (all passengers)
Inflates in a collision to help prevent the occupant's
body from striking the instrument panel, steering
wheel, etc. PROTECTS occupants in a collision by
helping to reduce injury.
Seat belts adopted as standard on all seats. PROTECTS occupants in a collision by helping
to reduce injury.
Front Rear
*available with safety package
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5. Toyota QDRProduct Information
“Toyota’s global quality standard used for the Indian market”
Galvanized sheet steel
Specially-treated sheet metal widely
used throughout the vehicle body.
Helps prevent rust for EXTENDED VEHICLE
LIFE
Anti-chip coating
Applied to areas often exposed to rocks
and debris kicked up by the tires.
Keeps the exterior looking new for
INCREASED RESALE VALUE
Door panel
Anti-rust coating
Applied in various places around the
body.
Offers extra protection against rust for
GREATER PEACE OF MIND
Rocker
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5. Toyota QDRProduct Information
“Toyota’s global quality standard used for the Indian market”
Special shock absorbers
Features a cover newly designed for the Etios Cross,
made to last on Indian roads.
Helps prevent rust for EXTENDED VEHICLE LIFE
Stainless steel exhaust
pipe & optimized mounts
Stainless steel construction with precisely positioned
mounts.
Reduces vibration and helps prevent rust and
corrosion for EXCELLENT QUALITY
Anti-corrosion wax
(optional)
Applied throughout the underbody. Protects the
body from corrosion for
ENHANCED DURABILITY
Mount
Flange
Mount
Exhaust system centre of
gravity
Point 1:
Dirt and water kicked up by the
tires can enter critical areas such as
the oil seal or piston rod from
above.
Point 2:
Spring perch is bowl-shaped,
allowing dirt to collect at its base
and contaminate critical areas
such as the oil seal or piston rod
from below
Point 1:
The top area is sealed, preventing
contamination from above.
Point 2:
The spring perch is inverted,
preventing dirt from collecting at its
base and causing contamination.
Conventional
Etios Cross
3 years / 1 lakh km warranty offered on our vehicles
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Competitor Vehicles Cross Stands out from the crowd 30
Exterior Comparison 30
Interior Comparison 34
Air Conditioning Comparison 47
Luggage Room Comparison 48
Noise Comparison 49
Safety Comparison 51
Cost of Maintenance Comparison 54
Comparison Summary – Diesel 56
Etios Cross vs. Cross Polo 56
Etios Cross vs. Swift 58
Etios Cross vs. i20 64
Etios Cross vs. Polo 69
Comparison Summary: Petrol 79
Etios Cross vs. Swift 79
Etios Cross vs. i20 82
Etios Cross vs. Polo 85
Secondary Competitors 92
Sales Manual
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Feature More Advantages
Utility 3 drink holders in the rear
Rear Seat
Folding
Easier rear seat folding
2 steps, no front seat adjustment, no limitation of front space
Drivability
Better drivability
• Better visibility (front +500 mm)
• Smaller turning radius: 4.8 m vs. 4.97 m
Air Filter Clean air filter
Comparison SummaryCompetitor Vehicles
Easier to drive and better suited to India
Feature Advantages over Cross Polo
Cabin
More spacious cabin
• 4 mm more front shoulder room
• 48 mm more rear shoulder room
• 75 mm wider rear seat
A/C
Performance
Better A/C performance
• Faster cooling and lower cabin temperature (23.6 vs. 26.1°C)
• Higher wind speed for a stronger cooling effect
Braking
Performance
Better braking performance
10.03 m shorter braking distance from 100 km/h
Ground
Clearance
Excellent ground clearance
174 mm vs. 168 mm
Ride Comfort
Best-in-class ride comfort
Less impact felt, especially in the rear
Mileage
Best-in-class mileage
23.59 km/L vs. 22.07 km/L
Acceleration
Better acceleration
Better in-gear acceleration
More Comfortable Seating Space
Clean Air Filter
Diesel
Vs.
Etios Cross Cross Polo
Better Front Visibility
Much Better Mileage
23.59km/L
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Item
Etios Cross V
(A)
Cross Polo (B) Diff (A-B) Swift Zxi (C) Diff (A-C) I20 Asta (D) Diff (A-D)
Polo Highline
(E)
Diff (A-E)
Double lane change
Driver impressions, general
observations on
performance at 80 km/h
A tendency to roll
in the front is
noticeable. Overall,
the car can be
controlled easily
and finds its
steering line after
extreme swerving.
Very good turning response. Rear tire
slide was minimal, which makes it easy
to steer and to find back into your
steering line.
Rear tire grip is poor. This forced the
driver to countersteer in order to correct
the vehicle’s path. Needs some effort
to maintain control and prevent
spinning.
Insufficient steering feedback makes it
difficult to keep your line and steer
precisely. Easy to slide rear tire is only
helped by longer wheel base.
Very good turning response. Rear tire
slide was minimal, which makes it easy
to steer and to find back into your
steering line.
Ride Comfort @ 10km/h
60 mm
bump
Front 0.390 0.396 0.006 0.482 0.092 0.425 0.035 0.396 0.006
Rear 0.814 0.965 0.151 1.032 0.218 0.884 0.07 0.965 0.151
Cabin
average
0.602 0.680 0.078 0.757 0.155 0.655 0.053 0.680 0.078
60 mm
bump
Front 0.570 0.317 (-0.253) 0.568 -0.002 0.571 0.001 0.317 (-0.253)
Rear 0.875 0.945 0.07 1.181 0.306 1.083 0.208 0.945 0.07
Cabin
average
0.722 0.631 (-0.091) 0.875 0.153 0.827 0.105 0.631 (-0.091)
Braking Distance
50-0 km/h (m) 17.3 17.9 0.6 19.0 1.7 19.5 2.2 17.9 0.6
80-0 km/h (m)
39.4 39.3 (-0.1) 47.3 7.9 41.8 2.4 39.3 (-0.1)
100-0 km/h (m)
44.4 57.8 13.4 68.0 23.6 55.7 11.3 57.8 13.4
Summary of SpecificationsAppendix
Dynamic Evaluation Results: Petrol
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Grade ComparisonAppendix
GGrade
Petrol
Exterior
New Grille Guard & Bumper
Fog lamps With Turn Indicator
Head Lamp Garnish
Cladding on Doors and Rocker
Over fender Cladding
Roof Rails
New 15” Diamond cut Alloy wheels
Tire & Wheel 185/60 R15
ORVM with Turn Indicator
1.2L Engine
Body Colored Door Handle
Roof Mounted Antenna
Rear Roof Spoiler
Rear Wiper and Washer
Interior
Piano Black interiors
New seat fabric w/stich
Sun Visor w/ vanity mirror (passenger)
Adjustable front & rear head rests
Fabric Insert Door Trim
V Grade
Comfort & Convenience
Power Windows w/ Driver side Auto
Down
Driver Seat Height Adjuster
Central Door Locking w/
Keyless entry
Front Power Outlet
Flush fit 2 DIN 1 CD AM/FM/MP3
Audio Player w/ USB and remote
4 Speakers
Tachometer
Electric power steering with tilt
function
Rear Defogger
Exterior
New Grille Guard & Bumper
Fog lamps With Turn Indicator
Head Lamp Garnish
Cladding on Doors and Rocker
Over fender Cladding
Roof Rails
New 15” Diamond cut Alloy wheels
Tire & Wheel 185/60 R15
ORVM with Turn Indicator
1.5L Engine
Roof Mounted Antenna
Rear Roof Spoiler
Rear Wiper and Washer
Chrome Door Handle
Safety
D+P Air Bag
Seat Belt Warning
ABS w/ EBD
117
Interior
Piano Black interiors
New seat fabric w/stich
Sun Visor w/ vanity mirror (passenger)
Adjustable front & rear head rests
Fabric Insert Door Trim
Shift lever bezel Chrome
Steering wheel leather Wrapped
A/C Vent w/ Chrome ring
Comfort & Convenience
Power Windows w/ Driver side Auto
Down
Driver Seat Height Adjuster
Central Door Locking w/
Keyless entry
Front Power Outlet
Audio Control on Steering Wheel
Blue Tooth and Aux In with Audio
Flush fit 2 DIN 1 CD AM/FM/MP3
Audio Player w/ USB and remote
4 Speakers
Tachometer
Rear Defogger
Electric power steering with tilt
function

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Grade comparisonAppendix
Inferno Orange
Harmony Beige
Celestial Black
Ultramarine Blue
Classic Grey
Vermillion Red
Symphony Silver
White
Body Colours
119