PPT-THE SALES COMPARISON APPROACH

Chapter 8 CHAPTER TERMS AND CONCEPTS Adjustment techniques Assessment Roll Bracketing Buyer s motives Central tendency Comparable sale Comparable sale search area Competitive property. The most important part of an appraisal is the analysis of the market data available. The market is telling you what people are willing to pay for land in a given circumstance. Improved and unimproved sales. Prospecting. Today. Discuss the Sales Process (10 steps). Discuss methods of prospecting. Your experiences. 10. Follow-up and service. 9. Close. 8. Trial close. 7. Meet objections. Chapter . 9. CHAPTER TERMS AND CONCEPTS. Automated valuation model. (AVM). Comparison process. Date of sale. Depreciated cost method. Direct comparison method. Economic unit of comparison. Elements of comparison method. Chapter . 9. CHAPTER TERMS AND CONCEPTS. Automated valuation model. (AVM). Comparison process. Date of sale. Depreciated cost method. Direct comparison method. Economic unit of comparison. Elements of comparison method. Chapter . 8. CHAPTER TERMS AND CONCEPTS. Adjustment techniques. Assessment Roll. Bracketing. Buyer. ’. s motives. Central tendency. Comparable sale. Comparable sale search area. Competitive property. Chapter 3. CHAPTER TERMS AND CONCEPTS. Appraisal process. Appraisal report. Assignment conditions. Client. Contractual conditions. Cost approach. Credible appraisal. Definition of the appraisal. problem. Introduction to Business & Marketing. Buying Motives. Reasoning vs. Emotion. Based on Reasoning. Price. Convenience. Safety. Health. Quality. Guarantee/Warranty. Based on Emotion. Style. Color. Family / Peer Approval. The approach is the step in which the salesperson makes the . first in-personal contact . with a potential customer. . A salesperson should always . lead with a handshake . and . an. . introduction. :. . Like . Chocolate & Peanut Butter. (Or . Beer & Pizza). Service is Really an Extension of Sales. Ears on the street. “Trusted”. Can create a closer relationship. May be able to find more needs than Sales. Concentrate on 42INT General Comprehensive – Module IV: Sales Comparison Approach (English Metric Version) Course


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