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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 ···························· 20