壹家房地产城东店租赁业务逼单策略设计.docVIP

壹家房地产城东店租赁业务的逼单策略设计 摘要：房地产租赁是无锡市长江北路一道重要产业，其沿途的中介所数不胜数，各中介的业务操作流程也大同小异。逼单是整个业务过程中最后一个环节，最重要的一个环节。如果逼单失败你的整个业务就会失败，其实整个业务过程就是一个“逼”的过程，逼要掌握技巧，不要太操之过急，也不要慢条斯理。应该一切尽在掌握，张弛有度，步步为营。 城东营销中心的逼单在需求和房源都没有落后和懈怠的情况下，由于逼单的成功比率大幅度下降，使得2012年开年的业务比较惨淡。笔者就在城东营销中心的实习三个月的经验做出一系列的分析，针对逼单失败的原因做出一定的分析和总结，并做出解决的方案和策略，以帮助城东营销中心尽早脱离这困境，迎接下一个租赁高峰期。 关键词：租赁、逼单、经纪人、策略 One house near the shop of real estate leasing business force single strategy design Abstract：Real estate leasing is an important industry in wuxi city north of Yangtze river, the numerous agency along the way, the intermediary operation procedure also very much the same. The whole business is forced single process last link, the most important link. If force single failure your whole business will fail, actually the whole business process is a forced of the process, forced to master skill, not too too hasty, also dont leisurely. Should everything is in our hands, over allfunction completed, covet petty. Marketing center near the force in demand and availability are single not backward and negligent because of force single success rate dropped substantially, makes 2012 open years of business is bleak. The author marketing center near the practice three months of experience to do a series of analysis, according to force single failure make certain analysis and summary, and make the solution and strategy, with the help of marketing center near as early as possible from this dilemma, for the next peak lease. Key Words: Lease, force single, agent, strategy 目录 TOC \o 1-2 \h \u HYPERLINK \l _Toc10392 前言 PAGEREF _Toc10392 1 HYPERLINK \l _Toc4423 第一章 逼单的理论概述 PAGEREF _Toc4423 2 HYPERLINK \l _Toc9140 1.1逼单即诱导 PAGEREF _Toc9140 2 HYPERLINK \l _Toc19056 1.2客户购买动机分析 PAGEREF _Toc19056 2 HYPERLINK \l _Toc12773 第二章 壹家房地产绿岛店租赁业务现状分析 PAGEREF _Toc12773 5 HYPERLINK \l _Toc18293 2.1城东绿岛店简介 PAGEREF _Toc18293 5 HYPERLINK \l _Toc17962 2.2租赁业绩不达标现状 PAGEREF _Toc17962 5 HYPERLINK \l _Toc25171 第三章 壹家房地产绿岛店逼单环节存在的问题及分析 PAGEREF _Toc25171 8