How to do the housing sales control table? What are the specific specifications?

The profit of real estate is directly related to the sales speed, so controlling the sales progress has a great influence on the profit rate. Real estate sales control is to achieve the goal of high-priced sales through the control of sales speed and price, and the sales control of developers is the trap for owners to buy houses. The "sales control" of real estate is summarized as controlling the situation, controlling the price and controlling the speed. Control the situation-poor houses can be sold, and good houses can be sold at high prices in a real estate. There are good and bad attributes. Usually, products with poor conditions, such as apartment type or lots, will be given priority, while products with better lots and apartment types will be sold under the condition that the price may be by going up one flight of stairs. This is the general principle of price speculation. At the same time, it also avoids the risk that bad huxing cannot be sold. Control the price-selling the property at the highest price has a characteristic. The closer to an existing home, the lower the risk of real estate, the shorter the time to buy a house, and the lower the cost of the property owner. Therefore, the closer to an existing home, the higher the price. And the general sales are low-priced and high-priced. During the opening period, the price is low, which is a means of promotion. In fact, the lowest-priced house developer may not sell any of them. Through continuous advertising, the popularity has increased, the property has warmed up, and the price has started to rise. Therefore, when the price is the highest, that is, the hot sale period, it is also a period of large-scale selling by developers, and at the same time it has gained the greatest benefits. Generally speaking, only a small part is sold at the opening, and a considerable proportion of houses, especially good units, will be sold in or near existing houses, and more profits will be obtained through price increases. "Control speed-up marketing, reduce costs and increase profits. The speed of real estate sales directly affects the development cost. The faster the sales speed, the faster the repayment speed, the faster the capital circulation, the lower the development cost, and the corresponding profit will increase. It is a common trick of developers to create a false situation of hot sales through sales control, which can quickly improve the sales speed. It has also become accelerated marketing in marketing. By controlling the flow of people at the sales site and designing the sales control table, it creates a false "hot sale" situation, creates buying pressure, raises the sales price, and causes snapping up. Some developers cheat the owners through property hoarding or auction, and increase the false value of the property. The means of sales control-seven traps collect the confidentiality and asymmetry of buyers' real estate sales information, which creates good conditions for sales control. Weak real estate developers have made a lot of money by controlling sales and subscribing. Therefore, sales control is the most effective way of real estate speculation and capital operation. Property buyers can often see the following words in the sales advertisements at the end of the property: launch the boutique reservation unit grandly. If those reserved units are just leftover goods, is this advertisement suspected of deceiving the audience? If those reserved units are really the treasures of real estate developers, then does the so-called "selling control" conceal the truth and "sell control" the unsold units as sold? Is this fair to those buyers who can't buy "boutique reserved apartment" before buying? Does it involve the right to know about personal consumption? Is the sales control only to prevent the apartment from living poorly, while maintaining the rhythm of sales payment? The author tries to make the following analysis: 1. What is the sales control of real estate? In the whole process of real estate marketing, we should always keep good houses and put them on the market in a certain proportion according to the market changes in different time periods, which can effectively control the houses. When the good houses are listed in the later period, they are in the period of rising prices, and good economic benefits can also be achieved. This is sales control. Of course, there is also a simple definition in the industry, that is, first divide each sales unit into three or six parts, then launch this part in stages according to the pre-judgment, and then get the proportion of various sales units to be launched next time according to the elimination situation. It is required to leave a good apartment that can appreciate and prepare to raise prices. However, this division has a strong emotional component. When it comes to the lead-in period, opening period, strong sales period, duration period and closing period, it depends entirely on personal experience and has considerable sales risks. Therefore, most of them are the practices of new planners, and mature developers generally do not adopt them. 2. The background and function of sales control. Sales control is a shortcut to maximize the profit of the project. Real estate is different from other consumer goods, its production cycle is very long, and the supply cannot be adjusted after the market demand changes, so it can only be fine-tuned through sales control. It is not a good thing that a project was robbed at the opening, which only shows that the price is low and the developer did not get the maximum sales revenue. Therefore, it is necessary to control the sales rhythm, arrange a reasonable supply ratio in the pilot period, the opening period, the sales boom period and the closing period, and maintain a certain area, good or bad, high or low ratio in each period to achieve balanced sales. If the market demand of a project is uncertain, or the planning and design are unscientific, then only marketing planning and sales control can save the project. Real estate is related to people's ultimate needs, and there are too many influencing factors. The probability of not grasping the market demand is very high, and the construction result cannot be adjusted. Then sales planning and sales control have become one of the core competence factors that affect the survival of developers. Generally speaking, there are two kinds of real estate pricing strategies: one is "low opening and high walking" and the other is "high opening and low walking". These two pricing strategies are really formulated for different properties. 2. 1. Sales control of the pricing strategy of "low opening and high going": If the pricing strategy is "low opening and high going", the price rising trend in different periods should be worked out, and the price control principle is "gradually rising, leaving room for appreciation", which can attract investment and consumption. At the same time, the change of floor price difference is not linear proportional change, but according to the curve of psychological demand, which changes irregularly with the change of psychological demand. Based on time, we can control the time according to the progress of the project and other different time periods, determine the corresponding sales volume and price, and focus on marketing around the demands of this time period, so as to master when and how to control what and produce synergistic benefits. Sales control, price control and time control are closely combined and coordinated. "Low price" does not mean that the company's economic interests are damaged. This is just a strategy aimed at "going higher" in the future. This requires close integration with sales control, and whoever has the quantity can control the price. As time goes by, the price will be constantly adjusted according to different time periods, and different sales will be released according to different time periods. Then the whole marketing process is a perfect marketing control process. 2.2. The sales control of the "high opening and low going" pricing strategy belongs to the "skimming mode", and the market is positioned as a high-income group with less demand elasticity. It is characterized by high profits in stages and quick recovery of funds. It is a high value-added property with the concept of "novelty, novelty and speciality" and is suitable for large companies with good strength and reputation. For example, Tiantai Group in Qingdao often adopts this tactic. 3. How to realize sales control (the process of sales control) Sales control management needs the following measures to improve: 3. 1. Sales control table: it can intuitively display the sales progress of a single building, provide detailed information about the housing and sales, and generate a payment schedule and mortgage contribution table according to the selected simulated payment method, which is convenient for customers to understand and analyze in detail. 3.2. Sales control summary: intuitively display the sales progress of all buildings, and at the same time, you can also view the room and owner information. 3.3. Sales registration: manage and register room sales, including subscription information, contract information, property rights information, payment information, etc. After the contract information is entered, the contract information can be sent to the Land and Resources Bureau for contract registration through the "Upload Contract Information" declared online, and the pre-sale contract can be obtained. After obtaining the pre-sale contract number, you can use the contract printing function of this module to print the pre-sale contract without going to the Land and Resources Bureau for online printing. 3.4. Check-out management: manage check-out processing and inquiry in the sales process. 3.5. Arrears collection: handle the payment collection and arrears collection in the sales process, and print the list. 3.6. Trading customer management: register and manage the detailed information of trading customers, which is convenient for the company to analyze and understand trading customers, so as to serve trading customers to the maximum extent. 3.7. Sales statistics: statistics of the company's sales, which can be displayed visually in a graphical way. 3.8. Sales statistical reports: View and print various reports needed in the sales process, and real estate companies can make various reports according to their own needs. 3.9. In addition, there is another problem that cannot be ignored, that is, sales discount. When pricing, enterprises must focus on the core customer groups, maintain an honest price policy, and formulate a systematic pricing mechanism: 3.9. 1, low pricing and low discount. This kind of pricing is close to the actual price, which gives people the first impression that it is more practical, that is, "the price can reflect the value", with less water and easy to leave a good impression on customers. This strategy leaves a lot of room for later sales. When it is necessary to raise the price, you can raise the price directly. When the original price is too high and the sales are unfavorable, there is no need to directly reduce the price, just increase the discount range. This method conforms to the principle of price adjustment. 3.9.2. High pricing and low discount. Excessive prices tend to scare away some customers. It is a common psychology to buy a "good quality and low price" property, but this combination of price and discount is not easy to handle. When the price rises, it will obviously increase the sales resistance, but when the sales are not smooth, it is not obvious to increase the original discount range, and it will also bring many negative effects, which violates the principle of "up and down". 3.9.3. Medium pricing and medium discount. This is a compromise sales control combination, which has advantages and disadvantages, and will not be described here. Therefore, it is usually appropriate to adopt the method of "low pricing and low discount". Related reading: What is the "control" of real estate "house sales control"? What are the ways to use the house sales control in the ipad sales system component? How to do the housing sales control table?