【正文】 .........................................................11一、銷售流程要求 ...........................................................................................11二、案場銷售流程 ...........................................................................................11三、標(biāo)準(zhǔn)業(yè)務(wù)流程 ...........................................................................................12四、各銷售環(huán)節(jié)注意事項(xiàng) ................................................................................23五、銷售執(zhí)行中相關(guān)規(guī)定 ................................................................................24六、銷售表單 ..................................................................................................29第二部分　 人事管理 ...............................................................................................30一、案場人員配備標(biāo)準(zhǔn) ....................................................................................30二、崗位職責(zé) ..................................................................................................30三、工作日志 ..................................................................................................45四、獎(jiǎng)懲條例 ..................................................................................................49五、案場人員請假制度 ....................................................................................50第三部分　 物資管理 ...............................................................................................52一、物資的內(nèi)容 ...............................................................................................52二、物資的使用對象 .......................................................................................52三、物資的申請和撤離 ....................................................................................52四、案場物資的管理 .......................................................................................52五、案場固定資產(chǎn)、低值耐用品的申購及發(fā)放流程 ..........................................553 / 76第四部分　 檔案管理 ................................................................................................56一、檔案類別 ....................................................................................................56二、檔案保管人員 .............................................................................................56三、檔案管理的要求 .........................................................................................57四、檔案管理的檢查 .........................................................................................57五、客戶資料檔案的建立與管理 .......................................................................58第五部分　 會議制度 ................................................................................................59一、關(guān)于案場晨、晚會記錄要求的幾點(diǎn)說明 .....................................................59二、 《案場晨、晚會記錄表》 ............................................................................60第六部分　 規(guī)范考核標(biāo)準(zhǔn) .........................................................................................61一、晉升高級、資深置業(yè)顧問評定標(biāo)準(zhǔn)［附后］ ..............................................61二、案場置業(yè)顧問月業(yè)績考核標(biāo)準(zhǔn)［附后］ .....................................................61三、案場銷售人員退回公司項(xiàng)目部規(guī)定［附后］ ..............................................61四、案場申請銷售人員調(diào)配規(guī)定［附后］ .........................................................61第七部分　 培訓(xùn)工作 ................................................................................................65一、培訓(xùn)目的 ....................................................................................................65二、培訓(xùn)時(shí)間 ....................................................................................................65三、培訓(xùn)要求 ....................................................................................................65四、培訓(xùn)考核要求 .............................................................................................65五、培訓(xùn)對象 ....................................................................................................65第三篇　 案場考評督導(dǎo)篇 ........................................................................................................68第一部分　 案場督導(dǎo) ................................................................................................68一、考評及督導(dǎo)依據(jù)和宗旨 ..............................................................................68二、考評及督導(dǎo)范圍 .........................................................................................68三、考評及督導(dǎo)對象和考評人 ...........................................................................68四、督導(dǎo)內(nèi)容 ....................................................................................................69五、評分標(biāo)準(zhǔn) ....................................................................................................69六、督導(dǎo)辦法 ........................................................................................................69七、督導(dǎo)結(jié)果 ........................................................................................................70第二部分　 銷售人員考評 .............................................................................................70一、考評依據(jù)和宗旨 .............................................................................................70二、考評范圍 ........................................................................................................704 / 76三、考評內(nèi)容 ........................................................................................................70四、評分標(biāo)準(zhǔn) ........................................................................................................71五、考評辦法 ........................................................................................................72結(jié)束語 ......................................................................................................................................735 / 76組織架構(gòu)： 營銷總監(jiān)策劃經(jīng)理銷售經(jīng)理銷售秘書置 業(yè) 顧 問 置 業(yè) 顧 問置 業(yè) 顧 問 置 業(yè) 顧 問6 / 76第一篇：案場形象篇 一、 案場標(biāo)準(zhǔn)配置要求類型序號 品名 數(shù)量 要求 備注1 電腦4 臺基礎(chǔ)電腦 　　　及 1 臺查詢電腦內(nèi)外聯(lián)網(wǎng)（ADSL） 日常文件全部存于銷售秘書電腦2 電話 6 部 型號、顏色統(tǒng)一 /3 傳真機(jī) 1