房地产项目开盘法中海地产营销策划中心2006年9月目录一、关于开盘的理解...........................................................................................11.1定义......................................................................................................................................................11.2重要性..................................................................................................................................................11.3应遵循原则..........................................................................................................................................1二、开盘流程.....................................................................................................2三、开盘准备.....................................................................................................43.1开盘的三大基础条件..........................................................................................................................43.2三大基础条件的实现过程..................................................................................................................43.2.1政府销售许可文件的取得...........................................................................................................43.2.2良好的前期推广...........................................................................................................................43.2.3充分有效的客户储备..................................................................................................................7四、开盘决策的五大核心问题............................................................................74.1开盘目标..............................................................................................................................................84.1.1制定开盘目标需考虑的因素.......................................................................................................84.1.2制定开盘目标的方法...................................................................................................................84.2开盘范围..............................................................................................................................................94.2.1确定开盘推售范围的原则...........................................................................................................94.2.2确定开盘范围的方法...................................................................................................................94.2.3开盘加推计划...............................................................................................................................94.3开盘定价............................................................................................................................................104.4开盘时间............................................................................................................................................114.5开盘选房方式....................................................................................................................................11五、开盘的组织实施........................................................................................125.1开盘组织安排....................................................................................................................................125.1.1开盘组织流程.............................................................................................................................125.1.2人员分工及培训.........................................................................................................................125.1.3开盘空间组织.............................................................................................................................135.1.4销售流程中的关键点控制.........................................................................................................135.1.5开盘物料清单及落实................................................................................................................145.1.6开盘促销策略.............................................................................................................................145.1.7开盘信息发布...................