{ "meta": { "id": "dichan-crm", "name": "地产 CRM · 案场销售全链路", "platform": "算数科技 · 案场销售 CRM", "target": "区域型开发商、城市公司、案场代理团队、渠道分销公司", "demoUrl": "https://zerocod.cn/solutions/dichan/index.html", "markdownUrl": "https://zerocod.cn/md/solutions/dichan.md", "aiIndexUrl": "https://zerocod.cn/api/dichan-ai-index.json", "updated": "2026-06-14", "license": "CC-BY-4.0" }, "seo": { "title": "地产 CRM · 案场销售全链路 Demo | 算数科技", "description": "住宅/商业/产办/文旅地产 CRM：线索撞客、来访销控、认筹认购、回款按揭、渠道结佣、结算对账与异常争议处理。含字段级说明、系统结构图与流程图，可分期上线。", "keywords": [ "地产CRM", "房地产CRM", "案场管理", "销控表", "认筹认购", "置业顾问", "渠道佣金", "佣金结算", "撞客", "全民营销", "回款按揭", "算数科技" ] }, "painPoints": [ "线索分散在微信、表格、渠道公司，撞客扯皮", "来访→认筹→认购→签约状态靠人工台账，销控表滞后", "带看、回访无留痕，置业顾问换岗客户丢失", "渠道佣金、全民营销规则复杂，月底算不清、对账扯皮", "回款、按揭节点无人盯，逾期才发现", "多项目多分期权限混乱，集团看不到真实去化", "退订换房、锁房冲突、特价审批缺乏系统留痕" ], "industryVariants": [ { "id": "residential", "name": "住宅楼盘", "icon": "🏠", "scenarios": ["刚需/改善/豪宅", "多期分批推盘", "老带新/全民营销"], "focus": ["来访漏斗", "销控锁房", "按揭回款", "渠道结佣", "月度结算"], "typicalScale": "单盘 200～2000 套，3～15 人案场团队" }, { "id": "commercial", "name": "商业/产办", "icon": "🏢", "scenarios": ["写字楼/商铺/产业园", "租赁+销售混合", "大客户定制"], "focus": ["租售台账", "意向书/定金", "合同条款差异", "大客户跟进周期"], "typicalScale": "单项目 50～500 单元，销售周期更长" }, { "id": "tourism", "name": "文旅/度假", "icon": "🏖️", "scenarios": ["异地客", "分时/托管", "渠道分销占比高"], "focus": ["异地线索分配", "到访预约", "分销结佣", "回款分期"], "typicalScale": "强依赖渠道与投放 ROI 追踪" }, { "id": "agency", "name": "代理/分销", "icon": "🤝", "scenarios": ["代操盘", "联合营销", "多盘并行"], "focus": ["多项目权限", "撞客规则", "带客确认", "结佣对账", "结算批次"], "typicalScale": "1 个团队同时服务 3～10 个项目" } ], "modules": [ { "id": "marketing", "name": "营销获客", "icon": "📣", "forms": ["渠道档案", "投放计划", "线索导入", "线索分配规则", "公海池", "撞客校验"], "outputs": ["渠道 ROI 看板", "线索来源分析", "每日新进线索", "撞客预警"] }, { "id": "customer", "name": "客户与跟进", "icon": "👥", "forms": ["客户主档", "家庭成员", "意向等级", "跟进记录", "回访计划", "客户转移", "离职交接"], "outputs": ["待跟进列表", "超期未跟提醒", "客户 360 视图", "撞客争议单"] }, { "id": "visit", "name": "来访与带看", "icon": "🚶", "forms": ["来访登记", "带看预约", "带看签到", "访后评价", "竞品提及", "扫码登记"], "outputs": ["今日来访", "带看完成率", "置业顾问排行", "复访率"] }, { "id": "inventory", "name": "楼盘与销控", "icon": "🏗️", "forms": ["项目分期", "楼栋单元", "房源台账", "锁房/放盘", "特价房审批", "预留/工抵"], "outputs": ["销控表", "可售库存", "结构/面积段分析", "锁房冲突提醒"] }, { "id": "trade", "name": "认筹认购签约", "icon": "📝", "forms": ["认筹单", "认购单", "合同备案", "换房/退订", "优惠审批", "更名/转让"], "outputs": ["漏斗转化", "本月签约额", "待签约清单", "退订原因分析"] }, { "id": "payment", "name": "回款与按揭", "icon": "💰", "forms": ["付款计划", "回款登记", "按揭进度", "逾期提醒", "发票申请", "多笔分期"], "outputs": ["回款率", "按揭办理看板", "逾期客户", "应收账龄"] }, { "id": "channel", "name": "渠道与佣金", "icon": "🤝", "forms": ["中介公司", "经纪人备案", "带客确认", "佣金规则", "结佣申请", "全民营销"], "outputs": ["渠道成交占比", "待结佣清单", "撞客争议单", "作弊风控"] }, { "id": "settlement", "name": "结算中心", "icon": "🧾", "forms": ["结算批次", "佣金核算单", "顾问提成", "全民营销奖励", "对账单", "付款申请", "发票登记", "结算调整/冲减"], "outputs": ["待结算汇总", "已结/未结明细", "渠道对账单", "顾问提成表", "财务付款清单", "结算报表"] }, { "id": "report", "name": "经营看板", "icon": "📊", "forms": ["日报配置", "指标口径", "多项目汇总"], "outputs": ["项目总览", "置业顾问业绩", "渠道对比", "老板手机端"] } ], "salesFunnel": [ { "stage": "线索", "key": "lead", "avgDays": 1, "conversionHint": "公海分配 + 撞客校验" }, { "stage": "来访", "key": "visit", "avgDays": 3, "conversionHint": "扫码登记留痕" }, { "stage": "认筹", "key": "intent", "avgDays": 7, "conversionHint": "可退认筹金规则" }, { "stage": "认购", "key": "subscribe", "avgDays": 14, "conversionHint": "锁房 + 优惠审批" }, { "stage": "签约", "key": "contract", "avgDays": 21, "conversionHint": "合同备案节点" }, { "stage": "回款", "key": "payment", "avgDays": 45, "conversionHint": "按揭/逾期提醒" }, { "stage": "结算", "key": "settlement", "avgDays": 60, "conversionHint": "签约+回款达标后结佣" } ], "systemArchitecture": { "title": "地产 CRM 系统结构（四层）", "layers": [ { "id": "access", "name": "接入与终端层", "color": "#e0f2fe", "nodes": [ { "id": "pc", "label": "PC 案场工作台", "desc": "销控、认购、审批" }, { "id": "mobile", "label": "移动 H5 / 小程序", "desc": "来访登记、跟进、查销控" }, { "id": "wework", "label": "移动工作台", "desc": "来访登记、跟进、查销控" }, { "id": "channel-portal", "label": "渠道报备端", "desc": "经纪人带客、查佣金" } ] }, { "id": "business", "name": "核心业务层", "color": "#fef3c7", "nodes": [ { "id": "m1", "label": "营销获客", "group": "前端" }, { "id": "m2", "label": "客户跟进", "group": "前端" }, { "id": "m3", "label": "来访带看", "group": "前端" }, { "id": "m4", "label": "楼盘销控", "group": "中台" }, { "id": "m5", "label": "认筹认购", "group": "中台" }, { "id": "m6", "label": "回款按揭", "group": "中台" }, { "id": "m7", "label": "渠道佣金", "group": "后端" }, { "id": "m8", "label": "结算中心", "group": "后端" }, { "id": "m9", "label": "经营看板", "group": "报表" } ] }, { "id": "platform", "name": "平台能力层", "color": "#f3e8ff", "nodes": [ { "id": "p1", "label": "权限与组织", "desc": "集团-城市-项目三级" }, { "id": "p2", "label": "流程引擎", "desc": "审批、超时、会签" }, { "id": "p3", "label": "规则引擎", "desc": "撞客、佣金、提成公式" }, { "id": "p4", "label": "消息通知", "desc": "待办/短信/移动端推送" }, { "id": "p5", "label": "主数据", "desc": "项目/楼栋/房源/客户" } ] }, { "id": "integration", "name": "集成与外部系统", "color": "#dcfce7", "nodes": [ { "id": "i1", "label": "财务 ERP", "desc": "凭证、付款、发票" }, { "id": "i2", "label": "电子签章", "desc": "认购/合同签署" }, { "id": "i3", "label": "投放平台", "desc": "线索 API 导入" }, { "id": "i4", "label": "销控/ERP 同步", "desc": "房源与客户主数据双向" }, { "id": "i5", "label": "银行按揭", "desc": "按揭节点（按需）" } ] } ], "relations": [ { "from": "access", "to": "business", "label": "业务操作" }, { "from": "business", "to": "platform", "label": "规则/审批/权限" }, { "from": "business", "to": "integration", "label": "数据回写" }, { "from": "m7", "to": "m8", "label": "待结佣→结算批次" }, { "from": "m6", "to": "m8", "label": "回款达标触发结佣" } ] }, "flowDiagrams": [ { "id": "sales-main", "title": "案场销售主流程", "subtitle": "从线索进入到回款完成，状态驱动销控表", "type": "swimlane", "lanes": ["营销", "案场", "销控", "财务"], "steps": [ { "seq": 1, "lane": "营销", "label": "线索导入/分配", "detail": "公海池、撞客校验", "next": 2 }, { "seq": 2, "lane": "案场", "label": "来访登记", "detail": "扫码/首访/复访", "next": 3 }, { "seq": 3, "lane": "案场", "label": "带看跟进", "detail": "意向等级、回访计划", "next": 4 }, { "seq": 4, "lane": "销控", "label": "认筹", "detail": "可选、可退认筹金", "next": 5 }, { "seq": 5, "lane": "销控", "label": "认购锁房", "detail": "乐观锁、优惠审批", "next": 6 }, { "seq": 6, "lane": "销控", "label": "签约备案", "detail": "合同、电子签（可选）", "next": 7 }, { "seq": 7, "lane": "财务", "label": "回款/按揭", "detail": "付款计划、逾期提醒", "next": 8 }, { "seq": 8, "lane": "财务", "label": "触发结佣条件", "detail": "首付/全款比例达标", "next": 9 }, { "seq": 9, "lane": "财务", "label": "进入结算批次", "detail": "见结算流程图", "next": null } ] }, { "id": "settlement", "title": "佣金与结算流程", "subtitle": "渠道中介 · 全民营销 · 置业顾问提成 统一核算", "type": "linear", "steps": [ { "seq": 1, "label": "成交确认", "actor": "系统", "detail": "认购/签约状态 + 回款节点校验", "gate": "退订/换房则冲减" }, { "seq": 2, "label": "生成待结佣", "actor": "系统", "detail": "按佣金规则自动算额：比例/定额/阶梯", "gate": "撞客争议单暂停" }, { "seq": 3, "label": "渠道/顾问核对", "actor": "渠道专员", "detail": "导出对账单，渠道 3 日确认期", "gate": "异议进入复核" }, { "seq": 4, "label": "结算批次审批", "actor": "案场经理→营销总监", "detail": "月度/半月批次，超阈值加签财务", "gate": "未审批不可付款" }, { "seq": 5, "label": "财务付款", "actor": "财务", "detail": "付款申请、发票、银行出款", "gate": "对接 ERP 凭证" }, { "seq": 6, "label": "结案归档", "actor": "系统", "detail": "已结标记、报表回写、渠道端可查", "gate": null } ] }, { "id": "settlement-types", "title": "三类结算对象", "subtitle": "同一结算中心，不同规则口径", "type": "branch", "branches": [ { "name": "渠道中介佣金", "steps": ["带客确认", "签约+回款达标", "按套/按比例", "对账→审批→付款"], "ruleExample": "签约额 × 1.8%，或定额 ¥8000/套" }, { "name": "全民营销奖励", "steps": ["老带新报备", "有效性校验", "防作弊审核", "定额奖励→批次结算"], "ruleExample": "¥3000/单，成交前手机号去重" }, { "name": "置业顾问提成", "steps": ["个人业绩汇总", "阶梯提成公式", "经理确认", "随工资或单独发放"], "ruleExample": "完成率 80% 以上部分 × 1.2 系数" } ] }, { "id": "collision", "title": "撞客判客流程", "subtitle": "争议单处理路径", "type": "linear", "steps": [ { "seq": 1, "label": "重复报备检测", "actor": "系统", "detail": "手机号/身份证/家庭成员关联", "gate": null }, { "seq": 2, "label": "自动判客", "actor": "系统", "detail": "报备时间 > 有效带看签到 > 跟进记录", "gate": "无法判定→争议单" }, { "seq": 3, "label": "人工裁定", "actor": "案场经理", "detail": "查看证据链，48h 内裁定", "gate": null }, { "seq": 4, "label": "结果同步", "actor": "系统", "detail": "归属顾问/渠道确定，佣金归属锁定", "gate": null } ] } ], "edgeCases": [ { "id": "collision", "name": "撞客争议", "trigger": "同一客户被多渠道/多顾问同时报备", "systemAction": "按报备时间+带看签到+有效跟进记录自动判客，争议单人工复核", "fallback": "案场经理裁定并留痕，结果同步渠道端" }, { "id": "lock-conflict", "name": "锁房冲突", "trigger": "两顾问同时对同一套房源发起认购/锁房", "systemAction": "乐观锁：先提交先锁，后者提示房源已占用", "fallback": "经理可强制解锁并记录原因（特批/误操作）" }, { "id": "refund", "name": "退订/认筹退款", "trigger": "客户放弃购买或换盘", "systemAction": "退订审批→释放房源→更新漏斗→触发退款流程", "fallback": "财务确认后标记已退，渠道佣金自动冲减" }, { "id": "room-change", "name": "换房/更名", "trigger": "认购后换楼栋或变更买受人", "systemAction": "原房源释放→新房源锁定→差价/优惠重算→合同重签", "fallback": "保留原单关联链，审计可追溯" }, { "id": "overdue", "name": "回款/按揭逾期", "trigger": "首付/分期/按揭节点超期", "systemAction": "自动提醒顾问+客户，升级至案场经理/财务", "fallback": "标记风险客户，可选暂停后续优惠资格" }, { "id": "referral-fraud", "name": "全民营销作弊", "trigger": "虚假老带新、自购自推、重复手机号", "systemAction": "手机号/身份证去重+成交前有效性校验+黑名单", "fallback": "风控复核，异常单不计佣" }, { "id": "advisor-leave", "name": "顾问离职交接", "trigger": "置业顾问离岗未交接客户", "systemAction": "一键转移客户+跟进记录至指定顾问或公海", "fallback": "30 天未跟进自动回收公海" }, { "id": "special-price", "name": "特价/工抵审批", "trigger": "低于表价或工抵房销售", "systemAction": "多级审批+销控表特价标签+报表单独口径", "fallback": "未审批特价禁止进入认购单" } ], "integrations": [ { "name": "企业微信", "purpose": "来访扫码、消息提醒、日报推送、移动审批", "priority": "高" }, { "name": "电子签章", "purpose": "认购书/合同在线签署，缩短签约周期", "priority": "中" }, { "name": "财务 ERP", "purpose": "回款凭证、发票、应收账龄回写", "priority": "中" }, { "name": "投放平台", "purpose": "抖音/腾讯/百度线索 API 导入与 ROI 归因", "priority": "中" }, { "name": "销控/ERP 系统", "purpose": "主数据同步、销控双向（按需）", "priority": "按需" }, { "name": "银行按揭", "purpose": "按揭进度节点录入或接口对接（视银行开放度）", "priority": "按需" } ], "roles": [ { "role": "营销总监", "permissions": ["渠道", "投放", "全项目看板", "撞客规则配置"] }, { "role": "案场经理", "permissions": ["销控", "审批", "团队业绩", "争议裁定"] }, { "role": "置业顾问", "permissions": ["我的客户", "来访", "带看", "跟进", "发起认购"] }, { "role": "渠道专员", "permissions": ["经纪人", "带客", "结佣申请", "撞客申诉", "对账单核对"] }, { "role": "财务", "permissions": ["回款", "按揭", "发票", "退款确认", "结算付款", "ERP 凭证"] }, { "role": "集团管理员", "permissions": ["多项目权限", "指标口径", "汇总看板"] } ], "extensions": [ "移动端消息：来访提醒、待办推送、日报", "对接电子签：认购/合同在线签署", "对接财务 ERP：回款凭证回写", "多项目多分期：集团-城市公司-项目三级权限", "全民营销：老带新、员工推荐规则与防作弊", "异地分销：渠道报备有效期、带看保护期可配置" ], "delivery": { "phaseA": { "name": "线索+来访+跟进", "weeks": "2～3", "budget": "1.5～2.5 万", "includes": ["公海分配", "撞客基础规则", "来访登记", "消息提醒"] }, "phaseB": { "name": "销控+认筹认购", "weeks": "3～4", "budget": "2～3.5 万", "includes": ["房源台账", "锁房放盘", "认筹认购", "退订换房"] }, "phaseC": { "name": "渠道+结算+回款看板", "weeks": "2～3", "budget": "1.5～2.5 万", "includes": ["结佣规则", "结算批次与对账", "全民营销", "回款按揭", "经营看板"] } }, "faq": [ { "q": "地产 CRM 和通用 CRM 有什么区别？", "a": "地产 CRM 围绕房源销控、认筹认购、渠道撞客、按揭回款、佣金结算等案场特有流程设计，不是简单客户列表。本 Demo 按行业最佳实践拆分 9 大模块，可按客户流程增删。" }, { "q": "结算和结佣有什么区别？", "a": "结佣是单套成交后的佣金计算与待结状态；结算中心负责按批次汇总（渠道/全民营销/顾问提成）、对账、审批、付款与 ERP 凭证，解决月底算不清的问题。" }, { "q": "适合哪些业态？", "a": "住宅、商业/产办、文旅度假、代理分销团队均适用。JSON 中 industryVariants 列出四类业态的重点模块差异，实施时可只启用相关表单。" }, { "q": "撞客、退订、换房怎么处理？", "a": "系统内置 edgeCases 规则：撞客按报备+带看+跟进判客；锁房乐观锁防冲突；退订/换房走审批并释放房源、冲减佣金。Demo 异常 Tab 可查看样例。" }, { "q": "能否对接现有销控或财务系统？", "a": "可以按需对接。优先保证案场字段与流程好用，主数据与财务凭证可与现有系统同步，避免重复录入。" }, { "q": "多久能上线？预算大概多少？", "a": "建议分三期：A 线索来访 2～3 周，B 销控认购 3～4 周，C 渠道回款 2～3 周。单期 1.5～3.5 万参考区间，视项目数与定制量调整。" }, { "q": "zerocod 和 micount.cn 分别做什么？", "a": "zerocod.cn 提供案例 Demo 与项目结构说明；选型、询价、签约实施请前往算数科技主站 micount.cn。" } ], "compareWith": { "propertyDemo": { "name": "算数物业 Demo", "url": "https://zerocod.cn/demo/index.html?demo=property", "note": "物业版侧重报修/收费/巡检；地产 CRM 侧重案场销售漏斗，二者场景不同" } } }