The Research Of Contracts Of Real Estate Sales Agent

In the nineteen fifties, the real estate market of developed countries has early entered into maturation stage, after industrialization and urbanization of society and several hundred years of development. At present, the real estate market of developed countries is mainly based on second-hand house transactions. One-hand house transactions only take up a very small proportion of the total transaction volume. But in China, it is a totally different situation. China is in the process of rapid industrialization and urbanization. The volume of one-hand house transaction is bigger than that of two-hand house transaction. Moreover, with the development of social division of labor, many developers choose sales agent as their new house sales pattern. Therefore, in China, sales agents play an important role in the real estate market. Good relationship between both parties of sales agent has important significance to the development of the real estate and social economy.But, in our country, the present operating condition of real estate sales agent market shows that sales agents are not well inspired and their initiative is not fully aroused. That resulted in low efficiency of sales agents’activities and developers’ low satisfaction to sales agents’work.In order to balance two parties’relationship of real estate sales commissioning, this paper carried out the research on real estate sales agent from the perspective of supply chain. It introduced the development process of real estate and sales agents of China and its existing problems. On this basis, this paper sorted out and summarized the existing research achievements and literatures.As the source of real estate sales agent’s activities, real estate developer will make decision on whether or not to outsource his sales work. Analyzing from perspective of outsourcing’s theoretical basis and motivation, this paper pointed out that the motivation is that developers want to focus on their core business, enhance price and sales speed of their projects, and improve their profitability. For developers, to organize sales work by themselves or to outsource sales work, that depends on which one will bring higher profit for them. From this point, the paper analyzed the similarities and differences between sales agency theory of real estate sales and principal-agent relationship of contract theory; on this basis, the paper analyzed the activities of real estate sales agents and studied both sides’decisions and actions under their activities.In order to properly coordinate each other’s relationship of companies on the sales and supply chain, proper benefit distribution between developer and sales agent is very necessary. In the process of real estate sales commissioning, the ownership of real estate doesn’t change, that the essential difference from general chain of sales and supply. Therefore, this paper analyzed the price structure of real estate and sales agents’contributions to the price ascending in different price segments, and pointed out that classified profit distribution contract can inspire sales agents and arouse their enthusiasm better, and improve the efficiency of sales and supply chain of real estate.In addition to price and profit increase, achievement of interim sales goals is also important to developers. Therefore, the reward and punishment system is introduced to real estate sales commissioning to study agent commitment contract. As a starting point for research, this paper firstly analyzed the performance of agents and respective gains of both sides under general commission mode. And then the paper studied the sales quantity promise agent contract. In the model of promise contract, a comprehensive incentive measure which includes unit-price rewards and punishments measures plus fixed rewards and punishments measures was introduced in. through the model establishing and optimization analyzing, we can get the decision-making strategy and revenue of agents. On the basis of general reward and punishment measures can push agents to work harder, avoid moral hazard behaviors and guarantee the realization of their promise, so as to ensure the realization of the goals set by developers.Classified profit distribution contract and promise contract are all aimed at static income. All things is under dynamic development and capital has time value. In order to make the research to be more close to reality, the paper considered the influence of capital’s time value to both sides of real estate sales commissioning. The result of study shows that, in the situation of taking time value into consideration, the sales agents will work harder, more sales can be achieved in earlier stage, and profits of each side can be higher.Finally, based on the related actual data, the empirical study was conducted. The result of data analysis shows that real estate sales outsourcing can not reduce the cost, but it can promote price rising. Moreover, the extent of price rising will exceed that of cost rising. So the yield from project investment will be improved.