您的当前位置：首页新经纪人入职培训相关制度

新经纪人入职培训相关制度

来源：百家汽车网

新经纪人入职知识手册

新经纪人入职培训相关制度

一、新员工有以下情况，将取消培训资格：     

没有按照公司规定着装；没有携带齐全公司要求的各项资料《新经纪人入职培训手册》及其他公司人事部要求提供的各项资料）；上课迟到超过10分钟；中途请假；

上课严重违反课堂纪律；考试严重违反考试纪律作弊：

二、新员工考试合格标准：平时课堂表现考核与结业大考相结合。

三、所有离职后再入职的员工，如果离职时间在半年以内，不需要参加入职培训，可以直接入职；如果离职时问超过半年，必须参加新经纪人入职培训方可入职。四、新经纪人市场调研期工作：   

新经纪人通过复试后，由店经理安排进行市场调研工作3-5天，并认真填写《市场调研手册》；做好商圈调研。

自学《入职基础知识手册》，要求将该手册知识点全部理解并背熟。如遇疑难向店经理咨询请教；定期向店经理汇报学习进度。熟悉店内人员及工作环境。

以上两项工作完成后，店经理进行综合考评，合格后在手册上签字确认。

五、新经纪人在参加完《新经纪人入职训》后，参加入职结业考试，并由班主任进行综合考评。六、办理入职手续（需携带）：

1、本人身份证原件、复印件4份（2份正面，2份正反面） 2、户口本复印伴（首页+本人页十变更页）3份 3、学历证明复印件1份

4、本人彩色1寸免冠照片5张（同版，白底、深色服装）

5、离职证明原件

顺达行房地产培训中心

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新经纪人入职知识手册

一、房地产基础知识···································································································6 （一）房地产行业基础知识······························································································6 1.1 房地产················································································································6 1.2 房地产业·············································································································6 1.3 房地产的特性·······································································································6 1.5 房地产咨询··········································································································6 1.6 房地产价格评估····································································································6 1.7 房地产经纪··········································································································6 1.8 房地产市场分级····································································································7 1.9 房地产类型··········································································································7 （二）土地基础知识·······································································································7 2.1 土地使用权划拨····································································································7 2.2 土地使用要出让····································································································7 2.3 土地成熟度··········································································································7 2.4 土地挂牌交易·······································································································8 2.5 房屋用地·············································································································8 2.6 住宅用地·············································································································8 2.7 工业用地·············································································································8 2.8 商业服务业用地····································································································8 2.9 旅游业用地··········································································································8 2.10 市政公用设施用地·································································································8 2.11 绿化用地·············································································································8 2.12 公共建筑用地·······································································································8 2.13 文、体、娱用地····································································································8 （三）房屋权证基础知识·································································································8 3.1 五证···················································································································8 3.2 两书···················································································································9 3.3 房屋产权·············································································································9 3.4 共有房产·············································································································9 3.5 国有房产·············································································································9 3.6 集体所有房产·······································································································9 3.7 私有（自有）房产···································································································9 3.8 单位产权房··········································································································9 3.9 涉外房产············································································································10 3.10 其他房产············································································································10 3.11 房地产登记·········································································································10 3.12 转移登记············································································································10 3.13 变更登记············································································································10

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新经纪人入职知识手册

3.14 法定继承············································································································10 3.15 遗嘱继承···········································································································10 3.16 房产赠与············································································································10 3.17 房屋抵押············································································································11 （四）房屋产权性质基础知识··························································································11 4.1 商品房···············································································································ll 4.2 公房··················································································································ll 4.3 已购公房············································································································11 4.4 已购公房的购产价格·····························································································11 4.5 已购央产房·········································································································11 4.6 经济适用住房······································································································11 4.7 回迁房···············································································································11 4.8 廉租房···············································································································11 4.9 乡产权房············································································································12 4.10 存量房···············································································································12 4.11 二手房···············································································································12 4.12 期房··················································································································12 4.13 现房··················································································································12 4.14 准现房···············································································································12 4.15 尾房··················································································································12 4.16 烂尾房···············································································································12 （五）房屋类型，结构基础知识·······················································································13 5.1 住宅类型············································································································12 5.2 跃层式住宅·········································································································13 5.3 复式住宅············································································································13 5 4 错层住宅············································································································13 5.5 低层住宅············································································································13 5.6 多层住宅············································································································13 5.7 中高层住宅·········································································································13 5.8 高层住宅············································································································13 5 9 铺面住宅············································································································13 5.10 SOHO··················································································································13 5.11 花园式住宅·········································································································14 5.12 钢结构···············································································································14 5.13 钢、钢筋混凝土结构·····························································································14 5.14 钢筋混凝土结构···································································································14 5.15 混合结构············································································································14 5 16 砖木结构············································································································14 5.17 其他结构············································································································14

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（六）建筑学基础知识···································································································14 6.1 地下室···············································································································14 6.2 半地下室············································································································14 6.3 层高··················································································································14 6.4 净高··················································································································14 6.5 玄关··················································································································14 6.6 隔断··················································································································15 6.7 过道··················································································································15 6.8 建筑密度············································································································15 6.9 容积率···············································································································15 6.10 绿化率···············································································································15 6.11 居住小区············································································································15 6.12 配套设施············································································································15 6.13 建筑面积············································································································15 6.14 使用面积············································································································15 6.15 公摊面积············································································································15 6.16 房屋面积计算······································································································16 二、租赁基础知识·····································································································16 1.1 房屋租赁············································································································16 1.2 普通租赁收费标准································································································16 1.3 房屋银行（房屋管家）····························································································16 三、买卖基础知识·······································································································17 1.1 契税··················································································································17 1.2 印花税···············································································································18 1.3 个人所得税·········································································································17 1.4 营业税···············································································································17 1.5 土地·········································································································18 1.6 土地出让金·········································································································17 1.7 补足成本价（以标准价和优惠价购买的已购公房出售）·················································17 1.8 综合地价款（此费用只有经济适用房才用交纳）····························································17 四、经纪人基本素质及行为规范····················································································19 （一）经纪人着装标准····································································································19 （二）经纪人具备的人格特质···························································································19 （三）经纪人应具备的能力······························································································19 （四）怎样的房地产经纪人会被淘汰··················································································19 附件：市场调研手册（一）《商圈调查表》···············································································20 附件：市场调研手册（一）《楼盘调查表》··············································································22 附件：市场调查完成函·····································································································30

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一、房地产基础知识（一）房地产行业基础知识

1.1 房地产

房地产是房产和地产的总称。房地产也在不动产。房地产在物质上有三种存在形态：单纯的土

地；单纯的房屋；土地房屋的综合体。

房产是房屋及其权利的总称。土地是土地及其权利的总称。房地产是由土地、附着在土地上的

各类建筑物、构筑物和其他不可分离的物质及其权利构成的财产总体。

房地产按照不同的标准可以划分为不同的类型，房地产大体上可以分为：住宅用房地产、生产

用房地产、经营用房地产、行政房地产、其他专用房地产。 1.2 房地产业

房地产业是从事房地产开发、经营、管理、服务等行业与企业的总称。房地产业是一个巨大的

产业体系。主要内容具体地说就是：．           

土地开发和再开发；房屋开发和建设；

地产经营，包括土地使用权的出让、转让、租赁和抵押；房地产经营，包括房产（含土地使用权）买卖、租赁、抵押等；房地产中介服务，包括信息、咨询、估价、测量、律师、经纪和公证等；

房地产物业管理服务，包括家居服务、房屋及配套设施和公共场所的维修养护、保安、绿化、卫生、转租、代收代付等；

房地产金融，包括信贷、保险和房地产金融资严投资等。房地产位置的固定性房地产地域的差别性房地产的高值耐久性房地产具有保值增值性

1.3 房地产的特性

1.4 房地产中价服务

房地产中介服务是指具有专业执业资格的人员在房地产投资、开发、销售、交易等各个环节中，

为当事人提供居间服务的经营活动，是房地产评估、经纪等活动总称。 1.5 房地产咨询

房地产咨询是指为从事房地产活动的当事人提供法律、法规、、信息、技术等方面的服务经营活动。 1.6 房地产价格评估

房地产价格评估是指对房地产进行测算，评定其经济价值和价格的经营活动。 1.7 房地产经纪

房地产经纪是指为委托人提供房地产信息和居间代理业务的经营活动。 1.8 房在产市场分级

房地产市场分为四级

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一级市场：发展商从国家通过各种途径取得土地使用权，用来开发房地产项目。二级市场：发展商完成开发项目，并推出市场进行销售。三级市场：进行一次交易后再次交易的所有房屋。四级市场：租赁市场。

注：一般情况下，大众理解的市场分级除土地以外的三组

1.9 房地产类型

     

（二）土地基础知识

2.1 土地使用权划拨

土地使用权划拨是指县级以上依法批准，在土地使用者缴纳补偿、安置等费用后将

该幅士地交付其使用，或者将土地使用权无偿交付给土地使用者使用的行为。 2.2 土地使用权出让

土地使用权出让是指国家将国有土地使用权在一定年限内出让给土地使用者，由土地使用者

向国家支付土地使用权出让金的行为。采用协议、招标、拍卖三种台同形式进行。土地使用权出让年限分别为：   

居住用地70年；

工业用地、教育、科技、文化卫生、体育及综合或其他用地50年；商业、旅游、娱乐用地40年；

居住房地产，包括普通住宅、高级公寓、别墅等：

>商业房地产，包括商务办公楼（写字楼）、旅馆（宾馆、饭店、酒店、招待所、旅店等）、商店（商场、购物中心、商业铺面等）、餐馆、影剧院等。旅游房地产，包括公园、风景名胜、历史古迹、沙滩等休闲场所。工业房地产，包括厂房、仓库等

农业房地产，包括农场、林场、牧场、果园等

特殊目的房地产，包括机关办公楼、学校、教堂、寺庙、墓地等

2.3 土地成熟度

三通一平：道路、给水排水管网，供电线路引入开发区，将开发区的土地平整。

五通一平：路通、上水通、下水通、电通、电讯通、场地平整。七通一平：道路、上水、下水、电力、通讯、煤气、势力、场地平整。 2.4 土地挂牌交易

土地挂牌交易是指土地交易中心接受出让人、土地使用者或人民的委托，在一定的期限

内将土地使用权交易条件在国土资源交易大厅挂牌公布，接受竞买人的报价申请并更新挂牌价格，根据挂牌期限截止时的出价结果确定土地使用者的行为。 2.5 房屋用地

房屋用地是指房屋以及按照规划要求的配套设施所占用的土地，包括房屋占用的土地和按照

规划要求的配套设施占用的土地。

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2.6 住宅用地

住宅用地是指供居住的各类房屋用地 2.7 工业用地

工业用地是指设置的工厂、车间、手工业作坊、建筑安装的生产场地、排渣（灰）场地

等用地。 2.8 商业服务业用地

商业服务业用地是指各种商店、公司、修理服务部、生产资料供应站、饭店、旅社、对外经

营的食堂、文印腾写社、报刊门市部、蔬菜购销转运站等用地。 2.9 旅游业用地

旅游业用地是指主要为旅游业服务的宾馆、饭店、大厦、乐园、俱乐部、旅行社、旅游商店、

友谊商店等用地。 ‘ 2.10 市政公用设施用地

市政公用设施用地是指自来水厂、泵站、污水处理厂、变电（所）站、煤气站、供热中心、

环卫所、公共厕所、火葬场、消防队、邮电局（所）及各种管线工程寺用地段等用地。 2.11 绿化用地

绿化用地是指公园、动植物园、陵园、风景名胜、防护林、水源保护林以及其他公共绿地等

用地。 2.12 公共建筑用地

公共建筑用地是指文化、体育、娱乐、机关、科研、设计、教育、医卫等用地。 2.13 文、体、娱用地

文、体、娱用地是指文化馆、博物馆、图书馆、展览馆、纪念馆、体育场馆、俱乐部、影剧

院、游乐场、文艺体育团体等用地。

（三）房屋权证基础知识

3.1 五证

五证即《国有土地使用证》、《建设用地规划许可证》、《建设工程规划许可证》、《建设工程开

工证》、《商品房销售许可证》 

《国有土地使用证》是证明土地使用者向国家支付使用权出让金，获得了在一定年限内某块国有土地使用权的法律凭证。该证主要载明土地使用者名称、土地坐落、用途、土地使用面积、使用年限和四至范围。    

《建设用地规划许可证》是建设单位在向土地管理部门申请征用，划拔土地前，经城市规划行政主管部门确认建设项目位置和范围符合城市规划的法定凭证。

《建设工程规划许可证》是有关建设I程符合城市规划要求的法律凭证。也就是盖什么样的房子。

《建设工程开工证》是建设单位进行工程施工的法律凭证，也是房屋权属登记的主要依据之一。没有开工证的建设项目均属违章建筑，不受法律保护。

《商品房销售许可证》是市、县房地产管理部门允许房地产开发企业销售商品房舳批准证件。

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3.2 两书

两书是指《住宅质量保证书》和《住宅使用说明书》。

 

《住宅质量保证书》是房地产开发企业在商品房交付使用时，向购房人提供的住房质量保证文件

《住宅使用说明书》是房地产开发企业在商品房交付使用时，向购房人提供的有关住房使用的说明。

3.3 房屋产权

房屋产权是指房产的所有都按照国家法律规定所享有的权得，也就是房屋各项权益的总和，

即房屋所有者对该房屋财产的占有、使用、收益和处分的权利。 3.4 共有房产

共有房产是指两个或两个以上的人对同一项房产共同享有所有权。 3.5 国有房产

国有房产是指归国家所有的房产。包括由接管、国家经租、收购、新建以及由国有单位

用自筹资金建设或购买的房产。国有房产分为直管产、自管产、军产三种。 3.6 集体所有房产

集体所有房产是指城市集体所有制单位所有的房产。即集体所有制单位投资建造、购买的房产。 3.7 私有（自有）房产

是指私人所有的房产，包括中国公民、港澳台同胞、海外侨胞、在华外国侨发、外国人所投

资建造、购买的房产，以及中国公民投资的私营企业（私营独资企业、私营合伙企业和私营有限责任公司）所投资建造、购买的房屋。其中部分产权：指按照房改，职工个人以标准价购买的住房，拥有部分产权。 3.8 单位产权房

单位产权房是指产权属于单位所有的房屋，也称系统产权房、系统房。 3.9 涉外房产

是指中外合资经营企业、中外合作经营企业和外资企业、外国、社会团体、国际性机构

所投资建造或购买的房产。 3.10 其他房产

其他房产是指凡不属于以上各类别的房屋，都归在这一类，包括因所有权人不明，由房

地产管理部门、全民所有制单位、代为管理的房屋蚍及宗教、寺庙等房屋。 3.11 房地产权登记

通常称为“产权登记”。（产权登记包括房屋所有权登记和房屋他项权利登记。）城镇房屋所

有权登记是为了健全法制，加强城镇房屋的管理，依法确认房屋所有权的法定手续。在规定登记范围内的房屋不论属谁所有，都必须按照所有权登记办法的规定，向房屋所在地房管机关申请所有权登记，经审查确认产权后，只有通过房屋所有权登记，才能对各类房屋产权实施有效的管理。 3.12 转移登记

在产权登记后，所有权发生继承、买卖、赠与、交换、分割、转让等情节，涉及到房屋所

有权人变更的，必须办理产权过户手续，即转移登记。

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3.13 变更登记

在总登记后，房屋发生翻建、改建、扩建、添建，以及部分拆除等增减情况，必须重新登

记，属于变动情况的登记， 3.14 法定继承

法定继承就是法律直接规定继承人的范围、继承人的顺序和遗产分配的制度。 3.15 遗嘱继承

指立遗嘱的人依照法律规定，通过书面或口头的方式，对自己死后的遗产加以处理，并把

财产转移给他所指定的继承人，叫遗嘱继承人。但是遗嘱不管采用哪种方式，都要由旁证人或组织予以证实，才具有法律效力。 3.16 房产赠与

房产赠与属房产所有权发生转移，应在出具房产赠与的公证书之曰起两个月内，到房地产

管理机关说明理由，房地产管理机关视情况予以办理。然后携带本人户口本、身份证、房产所有权证、契证及图章到该区房地产管理部门申请办理，还需注意： ‘  

办理产权赠与时，首先受赠人必须有本市正式户口。并且在办理手续时，产权人与受赠人必须双方同时到场，出示赠与公证书及有关的声明书；

在办理赠与过户手续时，需交纳现赠与房产的评估价格的4 %的契税及相关手续费。

3.17 房屋抵押

产权所有人以房契作为抵押，取得贷款，按期付息。房屋产权仍由产权所有者自行管理，

债权人只能按期取自，而无使用管理房屋的权利，待借款还清，产权人收回房契，抵押即告终结。

（四）房屋产权性质基础知识

4.1 商品房

从开发商手里购买的房屋，增量房。私产，大产权。能直接上市销售。 4.2 工房

国家和单位投资建设或购买的，产权属国家或单位所有的住房。分为已购公房及使用权公房 4.3 已购公房

个人以成本价或标准价（优惠价）及其它国家认可的优惠办法向原产权单位购买的公有住房

“。

4.4 已购公房的购产价格：  

成本价：按照房屋建设成本制定的公有房出售价格，不含利润。北京现阶段1560元/ 平米标准价（优惠价）：根据城镇中中低收入阶层的平均工资水平，所制定的公有房出售价格（成本价的94%）

以成本价购买且与原产权单位无特殊约定的可以直接上市交易：以优惠价购买的，应补齐成

本价，才能上市交易：（与原产权单位有特殊约定的，应解除特殊约定） 4.5 已购央产房

是指“职工按房改成本价或标准价（优惠价）及其它国家认可的优惠办法购买的原产权属于

在京单位、国有大中型企业、各部委机关等处的公有住房”

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央产房上市销售需进过央产办公室上市审批。其中会有三大障碍，单位建档：个人超标：房

产证发放 4.6 经济适用住房

是指根据国家经济适用住房建设计划安排建设的住宅。 4.7 回迁房

又叫拆迁安置房，就是在拆迁原址上重新兴建的住房，允许拆迁家庭以低价格购买或者作为

拆迁补偿分发给拆迁户。

拆迁安置房一般是参照经济适用房进行管理，发放的是经济适用房房产证。 4.8 廉租房 4.9 乡产权房

房产的土地性质是归农民集体所有的，不拥4有国家承认的产权。农民集体所有的土地使用

权不得出让、转让或者出租用于非农业建设，开发商如果没有对土地的性质进行转换，不能用于房地产的开发建设。乡一级无权颁发房屋产权证。购房人一旦购买了这种房屋，不但无法取得国家发放的房地产权属证明，不能买卖，而且购房人的法权益也无法获得相应的保障。不是大队农民户口的，在国家争地后不会给予补偿的。 4.10 存量房

就是二手房。是指已被购买或自建并取得所有权证书的房屋。 4.11 二手房

二手房即旧房。新建的商品房进行第一交交易时为“一手”，第二次交易则为“二手”。一

些无房的人，可以买一套别人多余的房；而另一些手里有些积蓄又有小房子居住的，可以卖掉旧房新房；而那些住房富余户，也能卖掉自己的多余住房换取收益。

4.12 期房

期房是指开发商从取得商品房预售许可证开始至取得房地产权证大产证止，在这一期间的

商品房称为期房，消费者在这一阶段购买商品房时应签预售合同。购买期房也就是购房者购买尚处于建造之中的房地产项目。

4.13 现房

所谓现房是指开发商已办妥房地产权证（大产证）的商品房，消费者在这一阶段购买商品

房时应签出售合同。

4.14 准现房

准现房是指房屋主体已基奉封顶完工，小区内的楼宇及设旖的大致轮廓已初现，房型、楼

间距等重要因素已经一目了然，工程正处在内外墙装修和进行配套施工阶段的房屋。

4.15 尾房

尾房又称扫尾房。它是房地产业进入散户零售时代的产物，是空置房中的一种。一般情况

下，当商品住宅的销售量达到80%以后，一般就进入房地产项目的清盘销售阶段，此时所销售的房产，一般称为尾房。开发商经过正常的销售后剩下了少量没有竞争力的房子，这些房子或朝向不好、采光不足，或是楼层不佳、位处两极，其中一层大多不带小花园且遮挡较严重。

4.16 烂尾房

蓝尾房是指那些由于开发商资金不足、盲目上马，或者错误判断供求形势，开发总量供大

于求，导致大面积空置，无法回收前期投资，更无力进行后续建设，甚至全盘停滞的积压楼宇。

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“烂尾”的情况一般不会发生在房产推出销售的时候的，而是随着项目的不断推进，一步步显现。

（五）房屋类型／结构基础知识

5.1 住宅类型

现代城镇住宅按照不同分类指标可分为：

 

按照住宅层数分类，可分为：低层住宅（庭园式住宅）、多层住宅、高层住宅（超高层住宅）；

按照住宅承重结构所选用的主要材料分类，可分为：混合结构住宅（砖木、砌块、砖混、钢混）、大模板结构住宅（内外墙现浇、内墙现浇外墙挂板、内墙现浇外培砖砌）、框架轻板住宅、简单结构住宅（干打垒、生木结构、拱券结构、竹木结构、泥石结构、轻钢骨结构）；  

按照住宅的平面布局分类，可分为：点式（墩式、塔式）住宅、条式（板式）住宅；按照空间布局分类：平层住宅、跃层住宅（复式住宅）、错层住宅（梯间式住宅）；

5.2 跃层式住宅

通常情况下，跃层住宅是一套住宅占两个楼层，有内部楼梯联系上下层 5.3 复式住宅

复式住宅在概念上是一层，但层高较普通住宅( 2. 7M)高，羁在局部掏出夹层，安排卧室、

书房等内容，用楼梯上下联系，目的是有煎利用弩限的空间，增加使用面积，提高住宅的空间利用率。-------------------------------------------

5.4 错层住宅

错层是撂一户内楼面高渡不一致，错开之处有楼梯相，联系。馋点是动静分区，功能区分

清晰，具有丰富的空间感觉，视觉感受强烈事富。缺点是不利于结构抗震，空间零碎，居住不便，不适用小户型。

5.5 低层往宅

指一层至三层的住宅。 5.6 多层住宅

指四层至六层的住宅。 5.7 中高层住宅

指七层至九层的住宅。 5.8 高层住宅

指十层及十层以上的住宅。 5.9 铺面住宅

铺面住宅是指沿街、特别是沿着商业街布置的各类住宅，因为这类住宅有门窗接

设在街上，故又称门脸房、门面房。 5.10 SOHO

居家办公，英文名称为Small Office，Home Office。意指小额投资，在家工作。 5.11 花园式住宅

花园式住宅也叫西式洋房或小洋楼，即花园式别墅。一般都是带有花园草坪和车库的独院

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式平房或二、三层小楼，建筑密度很低，内部居住功能完备，装修豪华，并富有变化，住宅水、电、暖供给一应俱全，户外道路、通讯、购物、绿化也有较高的标准，一般为高收入者购买。 5.12 钢结构

钢结构是指承重的主要构件是用钢材料建造的，包括悬索结构。 5.13 钢、钢筋澎凝土结构

钢、钢筋混凝土结构是指承重的主要构件是用钢、钢筋混凝土建造的。 5.14 钢筋混凝土结构

钢筋混凝土结构是指承重的主要构件是用钢筋混凝土建造的。包括薄壳结构、大模板现浇

结构及使用滑模、升板等建造的钢筋混凝土结构的建筑物。 5.15 混合结构

混合结构是指承重的主要构件是用钢筋混凝土和砖木建造的。如一幢房屋的梁是用钢筋混

凝土制成，以砖墙为承重墙，或者梁是用木材建造，柱是用钢筋混凝土建造。 5.16 砖木结构

砖木结构是指承重的主要构件是用砖、木材建造的。如一幢房屋是木制房架、砖墙、木柱

建造的。 5.17 其他结构

其他结构是指凡不属于上述结构的房屋都归此类。如竹结构、砖拱结构、窑洞等。（六）建筑学基础知识 6.1 地下室

地下室是指房间地面低于室外地平面的高度超过该房间净高的1/2者。 6.2 半地下室

半地下室是指房间地面低于室外地平面的高度超过该房间净高的113，且不超过1/2者。 6.3 层高

层高是指住宅高度以“层”为单位计算，每一层的高度国家在设计上有要求，这个高度就

叫层高，它通常包括下层以地板面或楼板面到上层楼板之间的距离。 6.4 净高

净高是指层高减去楼板厚度的净剩值。 6.5 玄关

玄关就是登堂入室第一步所在的位置，它是一个缓冲过渡的地段。居室是家庭的“领地”，

讲究一定的私密性，大门一开，有玄关阻隔，外人对室内就不能一览无余。玄关一般与厅相连，由于功能不同，需高度装饰手段加以分割就是自己人回家，也要有一块放雨伞、挂雨衣、换鞋、搁包的地方。平时，玄关也是接受邮件、简单会客的场所。 6.6 隔断

隔断是指专门作为分隔室内空间的不到顶的半截直面。 6.7 过道

过道是指住宅套内使用的水甲交通空间。 6.8 建筑密度

反映建筑用地范围内的空地率和建筑物的密集程度·建筑物底层占地面积÷用地面积。 6.9 容积率

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反映土地利用程度、使用强度及其经济性的技术经济指标·容积率=建筑总面积÷用地面

积。 6.10 绿化率

绿化率楚指项日规划、建设用地范围内的绿化面积与规划建设用地面积之比。对购房者而

言，绿化率高为好。 6 11 居住小区

居住小区一般称小区，是被居住区级道路或自然分界线所围合，并与居住人口规模8000-

15000入相对应，配建有一套能满足该Ⅸ居民基本的物质与文化生活所需的公共服务设施的居住生活聚居地 6.12 配套设施

配套设施是指与住宅规模或与人口规模相对应配套建设的公共服务设施、道路和公共绿地

的总称。 6.13 建筑面积

住宅的建筑面积是指建筑物外墙外围所围成空间的水平面积，如果计算多、高层住宅的建

筑面积，则是各层建筑面积之和。建筑面积包含了房屋居住的可用面积、墙体柱体占地面积、楼梯走道面积、其他公摊面积等。 6.14 使用面积

住宅的使用面积，指住宅各层平面中直接供住户生活使用的净面积之和。计算住宅使用面

积，可以比较直观地反应住宅的使用状况，但在住宅买卖中一般不采用使用面积来计算价格。计算使用面积时有一些特殊规定：跃层式住宅中的户内楼梯按自然层数的面积总和计入使

用面积；不包含在结构面积内的烟囱、通风道、管道井均计入使用面积；内墙面装修照度计入使用面积。计算住宅租金，都是按使用面积计算。 6.15 公摊面积

商品房分摊的公用建筑面积主要由两部分组成：电梯并、楼梯间、垃圾道、变电室、设备

室、公共门厅和过道等功能上为整楼建筑服务的公共用房和管理用房的建筑面积；各单元与楼宇公共建筑空间之问的分隔以及外墙（包括山墙）墙体水平投影面积的50%。 6.16 房屋面积计算

  

套内建筑面积=套内使用面积+套内墙体面积+阳台。

使用面积：分户门内的全部的使用净面积总和（卧室、卫生间、厨房等）封闭阳台算全部，不封闭阳台算一半。

公用面积：电梯、楼梯、设备室、门厅走道、值班室、大平台不算（因为没有墙壁和屋顶）。

二、租赁基础知识

1.1 房屋租赁

房屋租赁是指房屋所有权人作为出租人将其房屋出租给承租人使用，邮承租人向出租人支付租金的行为。 1.2 普通租赁收费标准

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普通租赁收费标准列表如下：住宅民宅公寓

为什么公寓收业主佣金，民宅收客户佣金？

顺达行地产的收费标准是由市场来决定的，公寓市场供大于求，客户较少而房源较多，故公寓房收取业主佣金，民宅市场供小于求，客户多而房源较少，故民宅房收取客户佣金；介于公寓和民宅之间的甲宅的佣金收取，同样根据市场来决定，如供大于求恂收取业主佣金，如供小于求则收取佣金。 1.3 房屋管家

业主可以将准备出租的房屋由顺达行房地产全权代为出租、管理，在获得稳定的租金回报的

同时也省去了房东打理房屋过程中的一些繁锁的事情。让房东轻轻松松出房屋，稳稳定定拿房租。三、买卖基础知识现行税目表： 1.1 契税

契税定义：是以所有权发生转移变动的不动产为征税对象，向产权承受人征收的一种财产税。现行契税是1997年7月7日重新颁布的《中华人民共和国契税暂行条例》，于1997年10月1日起实施。

个人首次购买90平米及以下普通住房的契税为1% 房屋合同价格*1.5%（首次购买普通住宅）房屋合同价格*3%（非普通住宅或二次购买）

1.2 个人所得税

按合同价x1%或按应缴差额的20%缴纳个人所得税注：什么情况下可免个人所得税？

转让自住5年以上，并且是家庭唯一住房，免征个人所得税

1.3 营业税

国家规定懈所购房屋日期不满5年的，都要交纳营业税：房屋合同价x5.5%，满5年的百普通住宅按差额x5.5%征收。房产证日期和契税票日期其中有一项满5年，即可按满5年的执行。 1.4 土地出让金

 

已购公房：当年的成本价*建筑面积*1%（1560元*建筑面积*1%）回迁房：房屋成交总价*3%

判断标准 3个“24” 房东佣金 0 一个月租金客户预付一个月租金 0 注：土地出让金都是由买方来交纳的

1.5 补足成本价，也叫优更成（以标准价和优惠价购买的已购公房出售）

当年的成本价*建筑面积*6%（1560元*建筑面积*6%） 1.6 综合地价款（此费用只有经济适用房才用交纳）

 

契税完税凭证或房屋所有权证未满五年的，不得按市场价格上市出售。

2008年4月8日（含）前签订购房合同的，契税完税凭证或房产证日期满五年后，可以

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按市场价格出售，产权人应按出售价格的10%补交土地收效等价款 

2008年4月8日后签订购房合同的，契税完税凭证或房产证日期满五年后，可以按市场价格出售，产权人应按房价格和出售价格差的70%补交土地收益等价款

暂不执行的税目： 1.7 印花税

印花税定义：印花税是对经济活动和经济交往中书立、领受的应税经济凭证所征收的一种税。1988年8月，公布了《中华人民共和国印花税暂行条例》，于同年10月1日期恢复征收。2008年11月1日起对个人销售或购买住房暂免征收印花税。买方：房屋合同价格*0.05% 卖方：房屋合同价格*0.05%

1.8 土地 2008年11月1日起对个人销售住房暂免收土地。四、经纪人基本素质及行为规范

（一）经纪人着装标准

 

（二）经纪人具备的人格特质

         

（三）经纪人应具备的能力

洞察能力、组织能力、交际能力、创新能力、表达能力、应变能力、自控能力。

（四）怎样的房地产经纪人会被淘汰

 

没有团队精神的人，考虑事情没有从公司立场去考虑的人。骄傲自大，看不起其它同事的人。

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男士着装标准：女士着装标准：

白色衬衫、黑色或深蓝色西装、领带、黑色皮鞋、佩戴胸牌。白色衬衫、黑色或深蓝色西装、黑色皮鞋、佩戴胸牌。

态度积极随机应变倾听、沟通服务意识奉献意识团队意识心理素质创造第一

成为一名专业的房产顾问

十点素质要求：健康、职业化服饰、礼貌、热情、细心、应变力强、说服力、进取心、专业知识

新经纪人入职知识手册

        

自认为怀才不遇的人。

虚情冷漠：眼中只有佣金的经纪人，以貌取人。

反应差：动作太慢，让客户等候时间过长，致使客户找他人服务。

开发不足：客户找不到想要的房源等于客户要去别家公司成交，主动开发才能获得新信息。

第一线员工不亲切，没有笑容。过度承诺，没有信任度。

处理事情的能力不足，专业知识不足

专业包装或形象不够：客户希望具有专业素质和职业涵养的人提供服务，你的形象如何？你的包装如何？损害公司利益：做私单

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新经纪人入职知识手册

附件：市场调研手册（一）《商圈调查表》

《所属商圈调查表》

店名：所属区域四至界限：

东至：、西至：、南至：、北至：、

学校* 幼儿园序号* 序号* 序号* 序号* 序号* 名称* 名称* 名称* 名称* 名称* 地址* 小学地址* 初中地址* 高中地址* 大专院校地址* 购物* 大型超市、卖场、商场或农贸市场级别情况* 学区范围* 级别情况* 学区范围* 级别情况* 学区范围* 级别情况* 学区范围* 级别情况* 学区范围* 17 / 27

新经纪人入职知识手册序号* 名称* 类别地址*

辐射范围* （注：在类别中标明是超市、商场、农贸市场）

医院* 序号* 名称* 地址* 银行* 银行或ATM收款机序号* 名称* 类别地址* 级别* 辐射范围* （注：在类别中标明是银行、ATM取款机）

交通（所属区域）* 地铁及公交线路线路* 序号名称未开通注明规划时间* 公园、广场类别地址站点* 规模及辐射范围（注：在类别中标明是公园、广场、游乐园、景区等）

宾馆、餐饮、娱乐场所序号名称类别 18 / 27

地址辐射范围

新经纪人入职知识手册

（注：在类别中标明是宾馆、餐饮、KTV、洗浴中心等）

行政机构序号名称地址管辖范围（注：所有带“*”号的，为必填项。）

附件：市场调研手册（二）《楼盘调查表》

楼盘调查表（一）

日期：项目名称：开发商：交通情况：所属派出所：楼盘栋座数量：楼高：花园：有 □ 无□ 物业费：停车费用：地上：地下：一居面积一居租赁价小区周边配套设施：底商：有 □ 无□ 经营范围：面积：平米至平米租金：平米/元至平米/元小区图： 19 / 27

地理位置：物业公司：物业位置：派出所位置：几梯几户：楼盘性质：供暖方式及费用：冷热水费用：平米元/月三居面积三居租赁价平米元/月平米元/月二居面积二居租赁价会所：有 □ （费用：）无□ 包含项目：买卖市场均价元/㎡