2021年置业顾问培训计划.pdf

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1、置业顾问培训计划篇一：置业顾问培训计划一、培训目的为增强置业顾问专业知识与销售的技能技巧，熟悉项目知识，熟练接待流程，提高销售人员素质，规范其销售行为，现对全体置业顾问进行系统培训。二、培训时间暂定分三个阶段；三、培训方式集中培训与模拟训练相结合；四、培训内容1、第一阶段：礼仪礼节、房地产专业知识、销售流程培训、市场调查时 间：6 月 10 日至 6 月 17 日主要内容：礼仪要求与演练、仪容仪表要求、接待流程、礼貌用语的规范、房地产专业知识、相关政策、法律法规、接待流程、市场调查知识点及实战等。要 点：接待准备-礼貌接待-全面介绍-锁定兴奋点-客户跟踪与推销-发现障碍-再跟踪-排除障碍-成交

2、-签定合同-办理按揭-售后服务。市场调查目的确定-市调计划-市调实施-精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 1 页，共 28 页市调总结。2、第二阶段：项目相关知识培训时 间：6 月 18 日至 6 月 20 日主要内容：项目统一说词、销售问答等。要 点：项目全面介绍-兴奋点介绍-项目唯一性-项目排他性前景-排斥竟争对手-各种问题的不同回答。3、第三阶段：销售技能技巧培训时 间：6 月 21 日至 6 月 26 日主要内容：各类销售技能技巧、实战模拟及综合考核要 点：电话接听技巧、语言技巧、客户接待、客户分析、启发与诱导、逼定技巧、客户跟踪、解决问题、引导成交、成交

3、跟踪等。五、培训地点（暂定）会所影音室篇二：置业顾问培训计划在实际营销工作中除前期策划定位工作外，项目销售中、后期的跟踪、调整、优化工作尤其重要。同时，必须切实加强对一线销售人员的不断培训和再培训管理，促使销售团队领悟策划精髓及销售策略，确保项目策划和销售工作的统一。虎狼之师是如何建立的？和钢铁是怎样炼成的一个道精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 2 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 H

4、B1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI

5、9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编

6、码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9

7、 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3

8、ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文

9、档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6

10、F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5理！打造和提高一线销售体系的战斗力已经成为近期集团以及项目营销工作的核心重点！自力更生，丰衣足食！一次大规模的整编、整风、操练、比武的大练兵即将拉开帷幕。一、基础类培训和考核1、集团企业文化介绍2、集团规章制度课程3、营销中心工作流程和行为规范4、基础工程知识5、财务和按揭课程6、合同与政策法规课程7、销售技巧课程8、化妆与仪态课程9、电话接听课程10、建立高绩效团队培训形式：讲解、角色演练、小组讨论、游戏互动、个案分析精品w o r d 学习资料 可编辑资料

11、-精心整理-欢迎下载-第 3 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI

12、9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编

13、码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9

14、 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3

15、ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文

16、档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6

17、F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5考核形式：笔试、口试二、项目类培训和考核1、项目总体介绍2、项目园林设计介绍3、楼盘结构与户型介绍4、沙盘与样板房介绍5、销售流程课程6、入住流程与物管课程7、市场状况与竞争对手分析8、客户管理技巧与客户分析9、销售表

18、格填写规范培训形式：实地讲解、周边楼盘实地踩盘总结与分享、个案分析考核形式：一对一的实地考核（口试）、笔试三、素质类培训和考核1、礼仪与气质修炼2、自我心理调节3、顾客心理学简介4、风水学介绍考核形式：笔试、口试四、管理类培训和考核精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 4 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 H

19、B1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI

20、9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编

21、码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9

22、 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3

23、ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文

24、档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6

25、F9 HB1I4Y7V9L3 ZI9P1N7A10Z51、管理概念课程2、团队性格分析与组合3、沟通与激励技巧4、会议技巧5、有效授权培训形式：游戏感悟、分析练习和实操练习考核形式：笔试、实操考核五、实地培训和考核1、实地训练2、开盘及展销会演练3、实施踩盘计划考核形式：根据实习和演练成绩作为考核分数以上培训及考核执行计划由营销中心牵头，行政部、人力资源部、设计中心、物管公司、法律事务部等单位和部门配合，部分内容培训可邀请外单位专家支持。培训工作未尽之处，及时增补。篇三：置业顾问培训计划心态1、自我认知、不断超越2、成长心态:行业积累、人脉关系3、短期利益与长期利益的关系业务能力精品w o r

26、 d 学习资料 可编辑资料-精心整理-欢迎下载-第 5 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 H

27、B1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI

28、9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编

29、码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9

30、 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3

31、ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文

32、档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z54、房地产基础知识5、法律法规：法律：中华人民共和国土地管理法中华人民共和国规划法中华人民共和国城市房地产管理法等行政法规：城市房地产开发经营管理条例城市房屋拆迁管理条例城市管理法实施条例住房

33、公积金管理条例等行政规章：商品房销售管理办法城市商品房预售管理办法城市房地产抵押管理办法房地产开发企业资质管理规定等其他需要了解的法律文件:包括最高人民法院关于审理商品房买卖合同纠纷案件适用法律若干问题的解释等，还有一些地方的法规和规章也要进一步熟悉和了解。6、销售流程购房流程：电话接听、客户接待、客户需求挖掘、满足需求、逼定、维护退房流程换房流程退款流程精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 6 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A

34、10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D

35、1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4

36、Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N

37、7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF

38、5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1

39、I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P

40、1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z57、中间产生的各种费用：开发公司收取：房款、各项开户费用（暖气、燃气、有线宽带）银行：公证费房管局：交易费、契税、评估费、测量费根据客户的不同情况，需要提供的资料8、合同解释9、谈客技巧市场知识10、宏观市场：现状、分析、国家政策解读11、区域市场：市场现状、竞争楼盘优劣势分析12、客户购房习惯项目的基本知识14、推广策略15、项目定位：产品、目标客户16、产品优势篇四：置业顾问培训计划一、树立销售员对行业的信心，产

41、生对公司的归属感1、介绍公司概况及经营理念2、项目概况3、日常作息及薪酬制度精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 7 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6

42、F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L

43、3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z

44、5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5

45、W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V

46、9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A1

47、0Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5二、房地产行业基础知识1、中国房地产的成长史房地产行业是伴随着社会体制的变化而诞生的。1981 年之前

48、属于计划经济分配制，房屋由单位统一分配，没有个人产权之分。1981 年后改革开放初期，深圳萌芽，中国出现了土地改革，国土使用权开始出让，90 年之前全国房地产是无序的发展，房地产开发商到处圈地，造成国土资源极为紧张，也由于发展的无序，对市场把握不够，导致90-93 年全国房地产一片萧条，海南最为严重。93 年-97 年中国对房地产行业进行了规范和调整，经过四年的整顿期，销售的规范、建筑业的规范使房地产业进入有序的发展，市场开始复苏，20XX年进入高峰期，政府又进一步规范了此行业，使得近十年来一直保持着良好的发展势头，目前仍是求供。2、房地产行业的基本概念房地产：指一定权属范围内的土地及土地上的

49、建筑物、附着物的总称，不可再生、不可移动、不可复制，且具增值性。房地产开发：指把多种原材料组合在一起为入住者提供建筑物的一个行业。原材料是指土地、建筑材料、公共服务设施、劳动力、资金和专业人员经验的总称。建筑面积：指建筑物各层外墙（或外柱）外围内水平投影面积的总和。每户拥有的建筑面积叫分户建筑面积，建筑精品w o r d 学习资料 可编辑资料-精心整理-欢迎下载-第 8 页，共 28 页文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y7V9L3 ZI9P1N7A10Z5文档编码:CF5D1A5W6F9 HB1I4Y

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