【正文】 1 / 84銷售全過程執(zhí)行顧問操作方案2 / 84目 錄第一部分 銷售人員選聘 ..............................................................................................................51. 銷售團隊的架構(gòu) ...................................................................................................................5 銷售人員的選聘 ............................................................................................................5 有效售樓人員的基本素質(zhì)與條件 ................................................................................6 銷售人員的招聘 ..........................................................................................................11第二部分 銷售培訓(xùn)體系 ............................................................................................................161. 培訓(xùn)目的 .............................................................................................................................162. 培訓(xùn)思路 .............................................................................................................................163. 階梯培訓(xùn) .............................................................................................................................16 按資深程度培訓(xùn) ..........................................................................................................16 按培訓(xùn)內(nèi)容培訓(xùn) ..........................................................................................................17 銷售培訓(xùn)的誤區(qū) ..........................................................................................................184. 培訓(xùn)大綱 .............................................................................................................................18 銷售培訓(xùn)目標(biāo) ..............................................................................................................18 銷售培訓(xùn)內(nèi)容及方法 ..................................................................................................19 樓盤認(rèn)識培訓(xùn) ...........................................................................................................19 房地產(chǎn)市場認(rèn)識培訓(xùn) ...............................................................................................19 團隊協(xié)作培訓(xùn) ...........................................................................................................26 銷售基本原理培訓(xùn) ...................................................................................................26 客戶管理培訓(xùn) ...........................................................................................................27 市場調(diào)查培訓(xùn) ...........................................................................................................273 / 84 銷售人員自我管理培訓(xùn) ...........................................................................................27 星級銷售人員銷售技巧培訓(xùn) ...................................................................................30 銷售制度培訓(xùn) ...........................................................................................................33 附件 ..............................................................................................................................35第三部分 現(xiàn)場售樓體系 ..............................................................................................................501. 現(xiàn)場樓盤銷售流程 .............................................................................................................502. 簽約流程示意圖 .................................................................................................................513. 售后流程示意圖 .................................................................................................................524. 客戶跟進表 .........................................................................................................................53第四部分 銷售管理體系 ..............................................................................................................541. 銷售現(xiàn)場管理基本制度 ...........................................................................................................54 銷售現(xiàn)場的接待 ..........................................................................................................54 客戶檔案記錄和整理分析 .......................................................................................54 現(xiàn)場接待和客戶心理分析 .......................................................................................55 認(rèn)購書簽定 ...............................................................................................................55 正式合同簽署 ...........................................................................................................55 成交情況和未成交情況匯總及分析 .......................................................................56 法律問題咨詢 ...........................................................................................................56 認(rèn)購書和銷售合同的執(zhí)行監(jiān)控 ...............................................................................56 與物業(yè)管理的交接 ...................................................................................................56 銷售分析總結(jié) ...........................................................................................................562. 銷售管理流程控制 ...................................................................................................................564 / 84 制定銷售計劃 ..............................................................................................................58 銷售前期宣傳部署工作流程設(shè)計 ..............................................................................58 營銷工作執(zhí)行流程基本要求參考標(biāo)準(zhǔn) ......................................................................603. 銷售團隊的管理—— 建立精英銷售團隊 ...............................................................................65 銷售團隊的定崗、定編、定員 ..................................................................................66 銷售人員的職能 ..........................................................................................................68 銷售經(jīng)理的職能 ..........................................................................................................68 職業(yè)經(jīng)理核心素質(zhì) .........................