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1房地产新人培训课程目录壹认识代销业................................................................2叁住宅建筑基础知识..........................................................3一社区部分:····························3二单体部分:····························5伍市场调查培训课程教案......................................................7一表头部分解释:···························7二综合分析·····························8陆房地产开发流程...........................................................10一房地产综合开发的步骤及主要内容(4个阶段)············10二基本建材知识··························11三吊顶······························13柒现场销控对答练习.........................................................13一销控的重要性··························13二喊销控中的基本技巧·······················14捌现场基本动作和基本礼仪...................................................14一进门:·····························14二销售区:····························14三样板房:····························14四工地:·····························14五送客户出门:··························14玖现场各种表单的正确填写和注意事项.........................................15一来人来电表的正确填写······················15二预约单的正确填写························15三A、B卡的填写要求和内容·····················15壹拾来电接听方法和技巧....................................................16一开场白·····························16二目的······························16三作用······························16四留客户联络方法(电话、姓名、地址等)··············16五填写来电表···························16六特别注意点:··························16七忌点······························17壹拾壹拾叁来电追踪方法和技巧..............................................17一追踪的目的:··························17二追踪的时间:··························17三追踪的方法和技巧························17壹拾贰产品介绍注意事项和销售道具的充分运用..................................18一销售道具····························18二介绍产品中所应注意的事项····················18壹拾叁现场SP...............................................................19一SP的含义····························19二SP的目的····························19壹拾肆逼订..................................................................20一逼订的意义···························20二小订的作用···························20三逼定前提····························202四逼订时机····························20五逼订方法····························21六小订后的心理变化························21七逼订注意事项:·························22壹拾伍足签的追踪方法和技巧..................................................22一目的:·····························22二追踪的方法和技巧:·······················22壹拾陆DS方法和技巧.........................................................22一DS简介·····························22二DS步骤·····························22壹拾柒带看工地路线介绍重点及其它注意事项....................................23一准备工作····························23二注意事项····························24三应避免的情况··························24壹拾捌现场突发问题的解决....................................................25壹拾玖来人追踪技巧..........................................................25一目的:·····························25二原则:·····························26三方法:·····························26贰拾办理银行按揭流程及安排按揭客户工作....................................26一确定情况····························26二客户需要准备的资料·······················26三费用:·····························26四按揭合同的签订·························26五安排公证:···························27贰拾壹收缴款流程............................................................27一预收定金部分··························27二佣金······························27贰拾叁接听及转接电话技巧....................................................27一接听电话技巧··························27二转接电话技巧··························28壹认识代销业教学重点:让新人对代销业有一个基本的概念房地产业作为第三产业的支柱产业,是一项涉及到金融、建筑、装潢等多方面的行业。而房地产业本身也是由多个环节组成的。从房地产开发、房地产销售到物业管理,这个过程是很长的,而且任何一个环节出现问题,都会导致这个过程出现偏差。所以,在目前房地产业的高速发展中,对各个环节的要求也越来越高,从而导致各个环节的工作都需要有专业的人才来从事。象以前,一家公司完成整个过程的时代一去不复返。从房地产业的发展趋势中可以看出,今后开发商将专门负责开发(造房子),销售商将专门负责销售(卖房子),物业管理公司将专门负责对成熟小区的管理(把小区内的各项管理事物再分包给各专业公司来负责,例小区的保安可以请专业的保安公司,小区的绿化可以请专业的园艺公司)。在这里,主要向大家介绍其中一个环节――销售。讲得通俗一点,就是把开发商正在建造的房子/已建造完的房子,通3过广告吸引客户至现场,从而把房子卖掉的过程。这个行业虽然不象做房产开发需要很多的资金投入,但它对专业性的要求会更高,其中代销业还可再分成三个部分。纯企划企划代销包销纯企划的概念简单地讲,就是由发展商出广告费,我们公司根据项目的特点,来为这个项目进行一系列的广告策划,不包括现场业务。企划代销的概念简单地讲,由发展商提供广告费用,我们公司根据这个项目的特点给这个项目重新定位,从前期的案前准备、广告策划以及现场的销售进行一系列正题的运行。包销和企划代销的区别在于,由我们公司来承担广告费用,因此包销的风险性在代销业中是最大的。或许有人会问那代销和中介到底有什么区别呢?同样都是自己不盖房子,来替发展商卖房。其实代销和中介的最大差别在于,代销行业讲究的是整体作战....(由公司研展部了解市场,把信息反馈给销售部和企划部,而销售部根据现场的实战接触把信息反馈给企划部,使企划部能根据市场的变化不断调整广告的诉求,从而达到最佳效果,吸收更多的客户去售楼现场,可以说缺了任何一个部门都不行),而中介更多地是靠个人的单兵作战,它们往往没有一系列的广告配合。更不一样的是,代销业通常是一批人围绕着一个案子进行工作,而中介是每个人都可以有许多案子来供客户挑选,中介往往要主动找客户,而代销因为有广告的配合,故更多的时间是客户主动上门。当然,中介和代销还是有一定联系,因为大家都有自己的优势,如能做到取长补短的话,那就能使自己的能力更上一层楼。力汇机构一直以为顾客创造优质的生活空间为企业的使命与宗旨,并以下列理念作为永续经营的基本价值观:以五心精神做好顾客服务「顾客服务、从心做起。」是力汇机构成立以来一贯的信念。无论是服务业主还是消费者,力汇机构的同仁皆秉持着「决心」、「诚心」、「信心」、「细心」与「爱心」,希望能做好每一件事,满足每一位顾客。决心:心中没有「如果」的想法去完成一件事。诚心:真诚付出的过程比完美的结果更重要。信心:世上没有失败,只有暂时停止成功。细心:从和别人不一样的角度思考。爱心:一种感同身受的同理心让人能为别人着想五、销售部的企业文化:两个精神:团队合作精神、求新求变的无墙壁精神三大保证保证辛苦体力付出:加班工作,节假日不休息…精神压力:目标考核保证严格:小细节上严格要求,要求同仁完全服从,因为标准不会改变保证学到东西:售楼先生,售楼小姐,提升为房产专业人士个人素质四个要求:热情、专业、诚实、负责贰住宅建筑基础知识社区部分单体部分附:建筑面积计算方法一社区部分:按照社区的规模可分为:居住区8000~1.5万人居住小区3000~5000人4居住组团800~1500人(按照各地户均人数不同,基本上3~3.5人/力)以目前来看,商品房开发一般是组团级的,也有超大规模的,象万科等,就可算的上是居住区级的。按照社区的规划布局可分为:行列式(象公房、新村房)周边式(花园在当中,建筑围绕周边,象东苑绿世界、新家坡美树馆)混合式(既有行列式,又有周边式)自由式(依据景观、地形等因素考虑,布局较自由,象万科)按照社区的层数结构可分为:别墅
本文标题:房地产新人培训课程
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