计算机软件专业毕业论文32455

1、 毕业设计外文翻译题 目 房地产营销 学生姓名 专业班级 经济学 学 号 院 系 经济与管理学院 指导教师(职称) 完成时间 2011年03月10日 marketing real estate marking is the process of planning and executing the conception, pricing , promotion and distribution of ideas ,goods and services to create exchanges that satisfy individual and organizational objection

2、s. the objective of this article is to describe marketing concepts as they apply to real estate, looking especially at the practices covered by real estate professionals. the real estate broker deals both with sellers and prospective buyers of real estate .the brokers relationship with the seller in

3、volves obtaining properties to list.the dominant reasont that home sellers turn to real estate brokers rather than trying to sell their property on their own are because they need technical assistance and are hesitant to take risks. many have difficulty making a decision as to the price to ask and w

4、ant advice in preparing their homes for showing.the seller also needs assistance in obtaining mortgages for prospective buyers and in making contact with potential buyers. statistics indicate that home owners who try to sell for themselves are often not successful. they also show that sales complete

5、d by the owners themselves often are at a lower price than with an agent, possibly due to the sellers lack of bargaining or appraisal skills. since a prospective buyer may hesitate to tell a homeowner her reasons for rejecting the property, the owner may not get the feedback that an agent could obta

6、in. sometimes these comments can be used effectively to improve the property for future showing.minor paint damage, pets in the house,or other factors can often be easily corrected and may make a significant difference. the agent is trained to screen prospective buyers, when the homeowner selling on

7、 her own would be subject to visits of people who are just looking or possibly even persons evaluating the house for future burglary. finally, when a buyer is found, the inexperienced seller may execute an invalid contract that dose not protect against potential problem. research indicates that abou

8、t five out of fix home buyers come into contact with a broker in the buying process.1.promotionselling is aided by promotion, which includes activities such as advertising, public relations, holding open house, and distributing brochures or publications. these activities help present the brokers pro

9、ducts or professional abilities to prospective purchasers or sellers and to the public in general. brokers who concentrate on residential properties will have different promotion strategies from brokers who emphasize commercial or farm real estate. promotion is an important part of the real estate b

10、rokers effort, just as marketing is part of any business effort. as such, it requires a strategy, a budget, planning, and controls, all as integral parts of the brokerage operation. strategy considers what the broker has to sell and who the potential customers will be. it also considers the constrai

11、nts of resources available, such as number of salespeople and financial resources, as well as the resources of competitors. thus, strategy involves factors external to the operation as well as internal aspects.sometimes promotion is used as a device to mislead by providing improper or insufficient i

12、nformation; however, research has shown that misleading promotion usually dose the advertise more harm than good. promotion should be better utilize as a method of providing information to prospective buyers to help them make good purchases.2.advertisingreal estate advertising can be classified acco

13、rding to its objective or the medium used.understanding each of theses factors help one select a good advertising strategy and implement it successfully:(1)kinds of advertising and their objectivesadvertising can be classified as specific advertising, name advertising, and institutional advertising.

14、 specific advertising promotes individual parcels of real estate or particular related services. the objective is to sell or rent a specific property described in the ad or to secure customers for the brokers services. specific advertising usually appears in newspapers, brochures, or flyer.the secon

15、d category is named advertising. the purpose of name advertising is to display the name of the firm before the public. this advertising aims to enhance the firms reputation and image in the eyes of potential home buyers or sellers. newspaper advertising can accomplish this goal, as can radio or tele

16、vision announcements, billboards, office signs, or activity news item in newspapers.institutional advertising has as its objective the creation the creation of a favorable public opinion toward the real estate brokerage business. it is intended to influence public opinion so that potential sellers o

17、r buyers will select a broker rather than sell or buy on their own. membership or other fees provide the funds to support much of todays institutional advertising.(2)advertising medianewspapers are the most widely used medium for advertising by real estate brokers. they are used to implement specifi

18、c, name, and institutional advertising. classified advertising in newspapers is used primarily for specific advertising of property, but the ads also are designed for name advertising. brokers group their specific listings into attractive arrangements not only to exhibit their available listing, but

19、 also to place their names attractively before the public. a seller in the process of selecting a broker often looks in the classified section of the local newspaper to choose a broker who uses attractive advertising. thus, the specific ads also act as name advertising.since potential buyers are int

20、erested in up-to-the-minute information on available property, the daily newspaper serves the broker well. sunday newspaper tend to carry a greater number of listings, since the local potential buyers often have more leisure time to carry out their search on sunday. in addition, out-of-town buyers o

21、ften look for real estate on weekends.other advertising media suitable for real estate brokers ads are magazines, radio television, outdoor signs, booklets, home shows, and other displays. industrial properties, rural estate, farm, or unusual properties are often advertised in nationally distributed

22、 specialty or trade magazines that reach particular groups of readers. whereas newspapers have a short life, magazines often lie around and are read over a period of months in libraries, waiting rooms, and so forth. signs, booklets, and display are primarily intended to bring the brokers name before

23、 the public.real estate advertising is often positioned to provide notice to people who visit specific places such as motels, restaurants, or personnel departments of local industries. some brokers maintain connections with a referral network of brokers in other cities to get contacts with potential

24、 buyers before their families actually visit the community.billboards, bus signs, and signs on real estate offices are common ways to reach the public. for sale and sold signs on listed properties properties are one of the best means of providing name advertising. these signs provide name advertisin

25、g for the broker, as well as specific advertising for the individual house.some communities have passed laws prohibiting sold and/or for sale signs on homes. the arguments for these laws have been based on the concepts of detracting from appeatance and preventing panic selling. a baltimore city sign

26、 ban was challenged in court. in 1981 the united states supreme court let stand a lower court ruling that the citys sign ban was unconstitutional.3.home buyers(1)sources of buyerreal estate brokers seek potential buyers from a number of sources. people moving to the area from other places,usually as

27、 a result of a change in job, provide an important source. although advertising in local newspapers and listing in the yellow pages provide some contact with these people, many brokers count upon referrals through company personnel departments, banks, and others. some brokers also have arrangements

28、with brokers in other cities. people selling their homes in one city provide early contacts when they let their broker know of their plans to move to another particular city.(2)qualifying prospective buyersprospective buyers for real estate can be grouped into three categories: a. those who need a p

29、lace to live; b. those who prefer a place different from their present ;c.those who are looking but not yet seriously interested. the constraints and motivations of buyers from each group will be different. a large portion of those in the first group are moving from another area. for them the home s

30、election process is affected by time requirements, since the family dose not want to be divided for a lengthy period. a frequent problem of these buyers is the inability to sell their currently owned property. these people need to find a satisfactory place to live within cost and time constraints.th

31、e second group of potential buyers simply want to move to a different property, whether bigger, smaller, better located, or otherwise different. in this case, the prospective buyer can afford to inspect a number of alternative properties carefully over a period of time while searching for a bargain

32、or a property that meets all desires. in his case, the broker or salesperson can expect to spend more time and effort to conclude a transaction.the broker in either case should spend time to evaluate and qualify each prospective buyer carefully to serve the client better and to make the most efficie

33、nt use of her own time. it dose not serve the best interests of either the client, the seller, or the broker to show properties not within the buyers price and need constraints. this dose not, however, preclude the possibility the possibility that prospective buyers will change their constraints. th

34、e possibility should always be kept in mind. in almost all cases, one or more of their desires will have to be set aside as the available alternatives are considered. frequently, buyers will learn early that their monetary limits were too low for the quality of home desired. also, their specificatio

35、ns may change as they of property that will meet the clients needs by asking questions. the following information is needed to evaluate a prospective clients needs and qualifications:a.name,address, and telephone number.b.business address and telephone number.c.desired price range for property.d.add

36、ress of present property owned and whether it is presently for sale or will need to be sold before buying another home.e.money available for a down payment, family income, and desired monthly payment.f.marital status and family size.g.type of home desired(size, style, and location)h.reasons for movi

37、ng.i.how long client has been looking.j.why client came to this brokerage office. once this analysis of the buyer has been completed, the salesperson can make plans and formulate a strategy to serve the buyers interest and also to plan the most efficient use of her own time.房地产营销市场营销是一个企划与实施的过程，在这一过

38、程中，对理念、产品和服务进行创意、定价、促销和推广，目的是促成交易实现个人或者组织的目标。本文旨在阐明应用于房地产的营销理念，着重关注房地产市场专业人士的操作实务。房地产经纪人与房地产的买卖双方进行接洽。经纪人需要从卖主那里得到房源信息。买方请房地产经纪人代理而不是自己操办的主要原因，一是需要经纪人的专业协助；二是不愿意承担风险。比如，许多卖家可能在定价上难以抉择，或是在如何布置房子以便展示等问题上需要专业意见。而在为买家申请抵押贷款或是与潜在购买者联系时，卖方也需要经纪人的协助。数据表明，那些自主交易的卖方往往并不成功。与那些通过中介机构卖房的人相比，自己完成交易的售价一般较低，这可能由于卖

39、方自身不擅于讨价还价或是缺乏估价的技巧。潜在的购买者可能不会将拒绝购买物业的原因告诉业主，由此业主就得不到相关信息的反馈，而中介机构则不然。有时这些反馈信息将有助于改进物业未来的展示，如微小的粉刷磨损，家养宠物，或是其他因素都易于纠正，而（纠正后）房屋的状况则大为改观。经纪人受过专业培训，能够有效筛选潜在的购买者，而自己卖房的卖方则可能会困扰于接待那些只是来参观房子或是有意入屋行窃者的麻烦。最后，当确定了购买者，无经验的卖方可能会签订一份无效或是缺乏抵抗潜在风险能力的合同。调查表明大约六分之五的买房者在购买过程中会与经纪人合作。1.促销促销包括广告宣传、公共关系经营、样板房展示，宣传册或出版物

40、发放等一系列活动，这些均有助于销售。同时，这些活动也将帮助房地产经纪人向未来的卖主、买主或者普通大众展示他们的产品和专业技能。专营居住物业的经纪人的营销策略会不同于那些主攻商业或农业物业的经纪人。促销时房地产经纪人工作的一个重要部分，正如市场营销之于公司。由此，它需要战略规划、预算、计划和控制，这一切构成了经济活动的整体。战略规划用以明确卖点是什么，目标客户是哪些人；它还需要考虑现有资源有哪些限制，如销售人员数量、融资渠道以及竞争对象等等。可以说，战略规划是将内外部因素进行整合考虑的活动。但是，研究表明，若提供的信息不准确或不充足，促销活动将（对消费者）会产生误导。事实表明，这对卖方（广告者）

41、是弊大于利。促销最好是作为一种向潜在购买者提供信息的手段，以助其买到理想的物业。2.广告房地产广告可根据其目标或借助媒介进行分类。对其每个要素充分了解将有助于我们选择合适的广告策略且成功加以实施。(1)广告的种类和目标广告可分为特定（物业）广告、（公司）形象广告和行业广告三种。特定（物业）广告推销个别房地产及相关服务，其目的在于出租或出售广告中的某宗物业或是向消费者推销房产经纪人的服务。特定（物业）广告经常出现在报纸、宣传册或单页广告上。第二种是（公司）形象广告。其目的在于向公众展示公司的名称，通过广告提升潜在卖家与买家心目中的公司名誉和形象。正如可以用广播、电视、广告牌、办公楼杂志、报纸上有

42、关公司活动的报道作公司形象广告一样，报纸广告也可以达到相同的目的。行业广告的主要目的是树立房地产经济行业的良好形象。通过影响公众的印象，使卖方或买方会选择房地产经纪人代理而非自主交易。而资助行业广告的资金主要来源于行业协会或是其他经费。(2)广告媒介报纸是房地产经纪人最常用的广告媒介，它可以用于投放特定广告、形象广告和行业广告。报纸上的分类广告主要刊登特定物业广告，但也可以用于形象广告。经纪人对特定房源名单的花哨排布，不仅仅是为了向公众展示已有的物业信息，更为了吸引他们的眼球。一个卖家在选择中介人的过程中，会浏览当地报纸的分类信息区，从中选择一个刊登了具有吸引力广告的中介人。因此，特定（物业）广告实际上也扮演了形象广告的角色。由于潜在购买者对于既存物业的即时信息尤为关注，日报则十分符合经纪人的要求。而周日出版的报纸刊登的物业信息量一般较大，因为当地的潜在购买者一般在周末才有空进行调查。另外，郊外的购买者也常常在周末四处寻访物业。适用于房地产广告的其他媒介包括：杂志、广播、电视、户外标示牌、小册子，房展或是其他展示等等。工业物业、农