商业地产基础知识培训目录第一章房地产基础知识培训........................................................................................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第三章目标商业基础知识培训.................................................................................27一、发展商背景介绍.............................................................................................27二、项目地理位置及分析.....................................................................................30三、项目总体规划.................................................................................................31四、商业部分基本资料.........................................................................................32五、项目商业部分的定位.....................................................................................34六、商业部分功能分布.........................................................................................36第四章商业项目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、售后服务..........................................................................................................54第五章相关商业合同文本讲解.................................................................................552第六章销售人员的礼仪和形象.................................................................................56第七章电话礼仪及技巧..............................................................................................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.....................................................................................................63三、说服客户的技巧.............................................................................................65四、如何塑造成功的销售员.................................................................................71五、如何处理客户异议.........................................................................................76六、房地...
