The Characteristics and Sales Models of Real Estate Sales Agents
| Autor: | Chia-Fu Wang, 王家福 |
|---|---|
| Rok vydání: | 2011 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 99 The real estate industry can be described as the railway engine of all market industries. From the demand for raw materials, to the relevant coordinating industries up and down the supply chain, coupled with the derivative financial products, if something were to go wrong with the real estate market, the effects will not only be felt by one country but the world economy will also be affected as well. The profession of real estate sales was discovered in 1970 and started to thrive from that point on. After 30 years, the current sales models and methods have changed and evolved, especially as a result of today’s technological advancements and information transparency. Consumers have changed their purchasing behaviors from one that passively listened to the explanation by a sales agent to one that actively asks the relevant details that are important to them, in order to then make a purchasing decision. During the sales process, the sales agent will engage in different sales tactics based on his or her interaction with the consumer, as well as the consumer’s individual personality. The personality traits and sales method of those sales agents in the front line are the primary reasons affecting the outcome of a deal. Through in-depth interviews, this study will investigate the sales models and methods used by real estate sales agents, and the methods of solving the dilemmas experienced during the low points of a sales cycle, both scientific and non-scientific. This will serve as a reference for those in management positions in the real estate industry in selecting sales agents and for those who are aspiring to work in the real estate industry. Key words: interaction between sales agents; personality traits; real estate sales |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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