商业地产基础知识培训目 录第一章 房地产根底知识培训....................................................4一、房地产的概念..........................................................4二、商业地产的类型........................................................6三、房地产专业名词........................................................8四、建筑识图.............................................................18第二章 商业地产市场调研.....................................................26第三章 目标商业根底知识培训.................................................27一、开展商背景介绍.......................................................27二、工程地理位置及分析...................................................30三、工程总体规划.........................................................31四、商业局部根本资料.....................................................32五、工程商业局部的定位...................................................34六、商业局部功能分布.....................................................36第四章 商业工程销售的业务流程与销售策略.....................................44一、寻找客户.............................................................44二、现场接待客户.........................................................46三、谈判.................................................................48四、客户追踪.............................................................50五、签约.................................................................52六、售后效劳.............................................................54第五章 相关商业合同文本讲解.................................................55第六章 销售人员的礼仪和形象.................................................56第七章 礼仪及技巧........................................................57第八章 商业地产销售技巧.....................................................58一、分析客户类型及对策...................................................58二、逼定的技巧........................................................
