22220011目标根据销售目标，2012年回款金额为89,998万元?一期回款要求76，197万元，二、三期回款13,801万元，整体一期承担着最重要的回款任务指标一期二期+三期A合计销售面积（平米）66,77434,010100,784住宅/商业/车位/公寓:签约单价(元)住宅:6300——6450/37000/110000/5550签约金额（万元）59,10421,42680,531结算收入（万元）80,227-80,227回款金额（万元）76,19713,80189,998P2根据一期产品存货（约为9.6亿），住宅及商铺将承担着重要的回现目标，并且因拆迁户选房，回现压力将主要转移至商铺销售。P3工作盘点盘策点核心工作略DescriptionofthecontentsP4目录1存量产品分析1盘点2客户群体对标3营销推广渠道、策略策略4附：市场宏观环境P5一期产品户型梯度小，去化程度为：2房（68%）＞小3房（58%）＞大3房（46%）区间面积户型分布楼座规模剩余去化率套数比面积面积比77.81两室两厅一卫20#7544.6777.98两室两厅一卫19#413197.1877.96两室两厅一卫21#3233.8881.40两室两厅一卫20#141139.681.58两室两厅一卫19#342773.7281.57两室两厅一卫21#二居户型总171386.69100以下68.4%41.3%85.92两室两厅一卫18#套数201718.434.3%85.99两室两厅一卫13#272321.7386.41两室两厅一卫17#186.4186.75两室两厅一卫16#434786.82两室两厅一卫14#4347.2887.00两室两厅一卫15#302610小计64020231.6%16706.56101.89三室两厅一卫19#363668.04小三居户型101-102101.88三室两厅一卫21#1558.3%16.4%1528.2总套数16.7%101.67三室两厅一卫20#292948.43小计1928041.88%8144.67115三室两厅两卫13#566440115.11三室两厅两卫14#151726.65113.42三室两厅两卫18#111247.62115.35三室两厅两卫15#252883.75大三居总套114-122115.40三室两厅两卫17#5946.1%42.3%6808.6数49%114.50三室两厅两卫16#262977121.35三室两厅两卫14#3364.05121.59三室两厅两卫15#91094.31120.62三室两厅两卫16#3361.86小计38420753.9%23903.84P6总计121648959.8%100%48755.07100%C\E\H户型去化较好，主要是总价较低、户型方正一期北住宅户型去化情况户型拆迁户已售存货单价（元/去化率户型面积总套数套数套数面积总价（万元）套数㎡）C77.81-77.96192　14010，985.457,42667605173%B81.4-81.57192　12710，432.166,87265886566%两室E86.41128　1008，539.475,48764262878%两厅一期北房源去化情况（截止2.19）F85.92-86.821281695，975.34,12469025855%小计77.81-86.82640143635，932.3823,910665420368%A101.16-101.88192410810，874.217,26766838058%G113.42-115.11128　515，833.143,87666447740%三室两厅D115.04128　131，495.2938627611510%H119.57-121.35128278610，377.297,08468261588%小计101.16-121.355763125828，580.2419,165670628750%合计12163269464512.6243,075667748960%?两房中去化最快为E户型，其单价在两房中最便宜；去化较快的还有C户型，临步行街，面积最小，且户型采光通风状况佳；户型设计方正科学。两房中去化最慢为F户型，因单价偏高，并且客厅面积较E户型略小。?三房中去化最快的是H户型（不计拆迁户的去化率为67%），因其户型方正，有可变空间。去化最慢是D户型：位于13及17号楼的夹角位置，视野不开阔，户型设计不佳。去化较慢的还有G户型。（截止P72.28）住宅楼栋去化分析13幢14栋15栋16栋17栋2012022032042012022032012022032012022032012022032043013023033043013023033013023033013023033013023033044014024034044014024034014024034014024034014024034045015025035045015025035015025035015025035015025035046016026036046016026036016026036016026036016026036047017027037047017027037017027037017027037017027037048018028038048018028038018028038018028038018028038049019029039049019029039019029039019029039019029039041001100210031004100110021003100110021003100110021003100110021003100411011102110311041101110211031101110211031101110211031101110211031104120112021203120412011202120312011202120312011202120312011202120312041301130213031304130113021303130113021303130113021303130113021303130414011402140314041401140214031401140214031401140214031401140214031404150115021503150415011502150315011502150315011502150315011502150315041601160216031604160116021603160116021603160116021603160116021603160417011702170317041701170217031701170217031701170217031701170217031704180118021803180418011802180318011802180318011802180318011802180318041901190219031904190119021903190119021903190119021903190119021903190420012002200320042001200220032001200220032001200220032001200220032004113-12221012102210321042101210221032101210221032101210221032101210221032104220122022203220422012202220322012202220322012202220322012202220322042301230223032304230123022303230123022303230123022303230123022303230479-8924012402240324042401240224032401240224032401240224032401240224032404250125022503250425012502250325012502250325012502250325012502250325042601260226032604260126022603260126022603260126022603260126022603260427012702270327042701270227032701270227032701270227032701270227032704100-102280128022803280428012802280328012802280328012802280328012802280328042901290229032904290129022903290129022903290129022903290129022903290430013002300330043001300230033001300230033001300230033001300230033004310131023103310431013102310331013102310331013102310331013102310331043201320232033204320132023203320132023203320132023203320132023203320433013302330333043301330233033301330233033301330233033301330233033304　13栋14栋15栋16栋17栋