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商业地产培训教材2012年9月北京纵横联行房地产投资顾问有限公司目录第一章房地产基础知识培训...................................................................................4一、房地产的概念...............................................................................................41、房地产的含义.........................................................................................42、房产、地产两者间的关系及差异.........................................................43、商业房地产的含义.................................................................................4二、商业地产的类型...........................................................................................51、商业物业分类表.....................................................................................52、房屋建筑结构分类.................................................................................6三、房地产专业名词...........................................................................................62、设计规范术语.........................................................................................93、销售术语...............................................................................................10四、建筑识图....................................................................................................121、建筑图纸的内容及用途.......................................................................122、建筑图纸中的常用符号及图例...........................................................133、建筑材料...............................................................................................15第二章商业项目销售的业务流程与销售策略.....................................................18一、寻找客户....................................................................................................181、客户的来源渠道...................................................................................182、接听热线电话.......................................................................................183、朋友或旧业主介绍来的客户的洽谈...................................................194、做直销（DS）......................................................................................19二、现场接待客户.............................................................................................191、迎接客户...............................................................................................202、介绍项目...............................................................................................203、带看现场...............................................................................................21三、谈判............................................................................................................211、洽谈......................................................................................................212、暂未成交...............................................................................................22四、客户追踪....................................................................................................221、填写客户资料表...................................................................................222、客户追踪...............................................................................................23五、签约....