【正文】 某地產(chǎn)代理公司銷售工作手冊 深圳 銷售工作手冊 ..................................................................................... 4 銷售管理系統(tǒng) ..................................................................................................... 4 一、售樓部規(guī)范工作制度 .............................................................................. 4 二 、 售樓人員的行為準(zhǔn)則 .............................................................................. 5 三、銷售部組織架構(gòu)及崗位職責(zé) .................................................................. 7 銷售執(zhí)行系統(tǒng) ..................................................................................................... 9 一、企業(yè)發(fā)展戰(zhàn)略的把握 .............................................................................. 9 二、市場調(diào)查和分析 .....................................................................................10 三、市場定位、企劃方向的確認(rèn) .................................................................10 四、與建筑師協(xié)調(diào)溝通產(chǎn)品規(guī)劃特性 .........................................................10 五、樓盤的標(biāo)識(shí) ............................................................................................11 六、銷售現(xiàn)場和促銷活動(dòng)的場地安排 .........................................................11 七、接待中心主要銷售道具 .........................................................................11 八、樣品屋或?qū)嵠肺莸难b修 .........................................................................12 目 錄 九、印刷媒體的制作 .....................................................................................12 十、報(bào) 刊媒體的制作與安排 .........................................................................12 十一、廣告發(fā)布計(jì)劃 .....................................................................................13 十二、價(jià)格制定與價(jià)格控制 .........................................................................13 十三、推出時(shí)間計(jì)劃 .....................................................................................13 十四、業(yè)務(wù)訓(xùn)練計(jì)劃 .....................................................................................14 十五、現(xiàn)場銷售執(zhí)行 .....................................................................................14 十六、房屋銷售相關(guān) .....................................................................................14 十七、促銷活動(dòng)的主題選擇 .........................................................................15 十八、廣告效果和銷售狀況分析 .................................................................15 十九、銷售總結(jié) ............................................................................................15 《銷售手冊》目錄 ........................................................................................... 16 一、批文 ........................................................................................................16 二、銷售資料 ................................................................................................16 三、售房的具體操作 程序： .........................................................................17 個(gè)案銷售培訓(xùn)計(jì)劃 ........................................................................................... 19 平面設(shè)計(jì)系統(tǒng) ................................................................................................... 21 一、樓盤標(biāo)志 ................................................................................................21 二、標(biāo)準(zhǔn)字體 ................................................................................................21 三、標(biāo)準(zhǔn)色 ....................................................................................................22 四、象征圖形 ................................................................................................22 五、組合系統(tǒng) ................................................................................................22 六、 VI應(yīng)用 ....................................................................................................22 七、 VI特點(diǎn) ....................................................................................................23 廣告執(zhí)行系統(tǒng) ................................................................................................... 24 一、廣告執(zhí)行部門 ........................................................................................24 二、前期分析 ................................................................................................24 三、廣告階段劃分 ........................................................................................25 四、廣告費(fèi)用估算 ........................................................................................25 五、廣告計(jì)劃執(zhí)行 ........................................................................................27 六、效果測定 ................................................................................................30 現(xiàn)場設(shè)置系統(tǒng) .........................