商业地产的基础知识培训目 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........................................................9四、建筑识图.............................................................19第二章 商业地产市场调研.....................................................27第三章 目标商业基础知识培训.................................................28一、发展商背景介绍.......................................................28二、项目地理位置及分析...................................................31三、项目总体规划.........................................................32四、商业部分基本资料.....................................................33五、项目商业部分的定位...................................................35六、商业部分功能分布.....................................................37第四章 商业项目销售的业务流程与销售策略.....................................45一、寻找客户.............................................................45二、现场接待客户.........................................................47三、谈判.................................................................49四、客户追踪.............................................................51五、签约.................................................................53六、售后服务.............................................................55第五章 相关商业合同文本讲解.................................................56第六章 销售人员的礼仪和形象.................................................57第七章 电话礼仪及技巧.......................................................58第八章 商业地产销售技巧.....................................................59一、分析客户类型及对策...................................................59二、逼定的技巧...................................................
