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9781419584947

Sales & Marketing 101 for Real Estate Professionals

by
  • ISBN13:

    9781419584947

  • ISBN10:

    1419584944

  • Format: Paperback
  • Copyright: 2006-10-01
  • Publisher: Kaplan Publishing
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List Price: $37.95

Table of Contents

Preface v
Acknowledgments vii
PART 1: REAL ESTATE MARKETING
Real Estate Marketing
3(12)
The Marketing Concept
15(18)
Market Research
33(22)
Data Analysis, Drawing Conclusions, and Motivation
55(14)
Target Marketing
69(18)
Product and Pricing Strategy
87(16)
Pricing Your Services
103(14)
Place and Promotion Strategy
117(28)
PART 2: REAL ESTATE SALES
Ethics and Real Estate Professionalism
145(18)
Insights into a Successful Sale---No Trust, No Need
163(18)
Insights into a Successful Sale --- No Help, No Hurry
181(12)
Personal Selling
193(24)
The Interview and Close
217(26)
Appendix: Marketing Plan 243(9)
Glossary 252(5)
Answer Key 257(4)
Index 261

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