How to write a personal work plan for real estate sales?

How time flies! We never wait for people. Our work has entered a new stage. In order to have a better growth at work, it is time to make a plan for our next stage of study. What kind of plan is a good plan? The following is Bian Xiao's personal real estate sales work plan for everyone, hoping to help everyone!

Personal Work Plan for Real Estate Sales 1

First, be familiar with the company's rules and regulations and basic business work.

As a new employee, I have a better understanding of the company's business through the contact with this business, but there is still a long way to go. This is a big drawback of salespeople. I hope the company can organize new employees to study and train regularly in the future, so as to work more smoothly.

1. The first quarter was dominated by business learning. As our company is in the opening period, the planning of the department has not been completed, and the market will be in a low tide after the holiday, I will make full use of this time to supplement relevant business knowledge, study the company's rules and regulations seriously, and fully understand and cooperate with the work of the company's personnel. In order to find a new source of inventory and understand the situation of industrial plants in surrounding towns, we will conduct on-the-spot inventory. Contact customers through internet, telephone, stranger visits, etc., and strengthen emotional contact with customers to form a strong customer base.

2. In the second quarter, the company has officially embarked on the track, and the industrial plant market will usher in a small peak period. After I have a certain understanding of the business, I will try to make a bill as soon as possible, so as to formally become an employee of our company. And train new employees with manager Zhu and manager Guo to make the factory department grow up as soon as possible.

3. The "Eleventh" and "Mid-Autumn Festival" in the third quarter will make a good start to the market in the second half of the year, and with the increase in the number of our companies, some large-scale customers can gradually penetrate in to make full preparations for the factory market war at the end of the year. At this time, I will try my best to work together with other employees of the company for the further development of the company.

The work at the end of the year is the peak of the year. In addition, our one-year factory promotion and customer promotion is believed to be the hottest time in our factory. Our department will do a good job in customer development according to the actual situation and time characteristics, and adjust the working ideas in time according to market changes. Strive to achieve the work performance of the factory!

Second, make a study plan.

Being an intermediary in the real estate market is a job that needs to constantly adjust its business ideas according to the changing situation of the market. Learning is very important for business people, because it is directly related to the pace of a business person advancing with the times and the vitality of business. I will adjust my study direction according to my needs and replenish new energy. Industrial knowledge, marketing knowledge, department management and other factory-related knowledge are all things I want to master. Only by knowing ourselves and ourselves can we be in an invincible position (I also hope that the company will give our business people support in this regard).

Third, make a study plan.

Learning is very important for business people, because it is directly related to a business person's pace of advancing with the times and business vitality. I will adjust my study direction according to my needs and replenish new energy. Strengthen their own ideological construction, enhance overall awareness, enhance their sense of responsibility, enhance their sense of service, and enhance their sense of teamwork. Take the initiative to do the work to the point and implement it to people. I will try my best to reduce the pressure on leaders.

Fourth, marketing strategy.

Here we should list the main marketing strategy outline, or call it "carefully planned action" When making marketing strategies, we often face many possible choices, and each goal can be achieved in several ways. For example, the goal of sales revenue growth 10% can be achieved by increasing the average selling price of all houses or by increasing the sales volume of houses. Similarly, each of these goals can be achieved in many ways. For example, promoting housing sales can be achieved by expanding the market and increasing market share. After in-depth discussion of these goals, we can find out the main strategies of housing marketing.

The policy statement can be as follows:

Target market: high-income families, with special emphasis on male consumers and companies, mainly foreign companies.

Product positioning: high-quality export house. There are two kinds: commercial and residential.

Price: The price is slightly higher than that of competitors.

Distribution channel: mainly through major real estate agents.

Service: Provide comprehensive property management.

Advertising: According to the target market of market positioning strategy and the characteristics of high price and high comfort, launch new advertising activities and increase the advertising budget by 30%.

R&D: increase the cost by 25%, and make timely adjustment according to the customer's advance orders. The satisfaction that customers can get.

Personal work plan for real estate sales II

With the end of 5438+00 in June, it also means entering the next substantive work stage. Looking back on this month's work, I am very grateful to the company leaders and colleagues for their support, so that I have mastered the relevant business knowledge. Based on my first contact with the real estate sales industry, I am facing great difficulties and pressures. According to the characteristics and present situation of the industry, combined with my understanding and feelings of "real estate sales" for more than one month, the following real estate sales work plan is formulated for 1 1 month.

This work plan includes five parts: purpose, goal, work development plan and plan evaluation summary, daily plan, etc.

I. Purpose

Plan to achieve the sales target of 1000000, and add10 team members. The purpose of making this plan is to ensure the completion of indicators and the realization of goals.

Two. target

1. Fully and deeply grasp the advantages of our "product" positioning and use it freely.

2. Collect 1000 pieces of customer information according to the information I learned before and searched from other channels.

3. Lock 30 interested customers.

4. Strive to achieve the sales target

Three. working face

As we all know, the competition of modern real estate sales is the competition of service. Services are divided into pre-sale, in-sale and after-sale services, and our real estate sales are also a kind of "service", so the preliminary work, that is, pre-sale services, is the top priority of our work. Because of this, my work development plan is also centered on "pre-sales service".

1. Collect customer information extensively through multiple channels, and input it after preliminary analysis. In the process of continuous information input, I will constantly improve my business knowledge, so that I can further understand the characteristics of real estate sales and be able to use it freely in front of customers and answer questions.

2. Provide services to interested customers as much as possible (for example, inform the original housing, prices and other information in time according to customer needs), let customers know about the housing and prices, and interact with customers on this basis.

Secondly, it gives customers an invisible pressure, such as tight housing, rising prices and so on. Arouse their desire to buy.

3. In the process of telephone communication with customers, grasp their psychological dynamics in real time, and classify customers according to these.

4. In the process of communication, lock interested customers and keep uninterrupted communication. If customers are interested in our products or want to know more, they can arrange interviews.

5. Make full preparations before the interview to ensure the housing, area and unit price. To know [somebody]/[something] like the back of your hand

6. Summarize the analysis results after each interview, report to the superior and listen to the opinions of the leaders. Overcome difficulties, adjust mentality and continue to fight.

7. Advance in summing up and groping.

Four. Summary of plan evaluation

After one month, we should evaluate this month's work performance and plan implementation, sum up gains and losses, and prepare for next month's work.

Personal work plan for real estate sales 3

I. Market analysis

At present, the market share of Shenzhen air-conditioning market is about 2.8_ _ _, but industry data show that it has been in the stage of "shuffling" in recent years, and the brand market share will be highly concentrated. According to the company's strength and product line in _ _ _ _ _, the company's sales target in _ _ _ _ _ is completely possible. There were about 400 air-conditioning brands in China in _ _ _ _ _ _ _ _ _ _, and the number dropped to about 140. The average annual elimination rate of first-line brands such as Gree, Midea and Haier was 32 years. _ _ _ _ lg was accused of dumping by the United States that year; Kelon encountered financial problems and its market share fell sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. Japanese brands such as Panasonic and Mitsubishi are influenced by the strong Japanese sentiment of _ _ _ _ _ to China, and their market share is relatively large. However, _ _ air-conditioning has shown a rapid growth trend in Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. According to the above situation, the following work plan is formulated.

Second, the work plan

According to the above situation, we will focus on six tasks in the _ _ _ year plan:

1, sales performance

According to the company's annual sales task and monthly sales task. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into monthly, weekly and daily sales targets of various systems and stores, and complete the sales tasks in each time period. And improve sales performance on the basis of completing the task. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always concentrated in the peak season. In the peak sales season, we will carry out strong promotion activities for professional home appliance systems such as Gome and Suning, and vigorously promote large-scale terminals.

2. Agency management and relationship maintenance

Effectively manage and maintain the relationship with existing k/a customers, agents or k/a agents to be expanded, establish customer files for each k/a customer and agent, understand the pre-sales situation and strength, and spread the company's corporate culture and new products in 2008. This work was completed at the end of August. After the peak season is over, the peak season is coming soon.

Personal work plan for real estate sales 4

First, the sales rhythm

(1) Principle of establishing sales rhythm: The sales promotion period refers to the period from the introduction of products into the market to the opening of sales. Large-scale projects generally last for 3-4 months, because the first phase of the project is relatively small, and it is recommended to take about 2 months, which should be finalized according to the actual customer reserve; In addition, because the sales node is easier to adjust than the engineering node, in general, the basic engineering node is issued for the project department first, and the marketing planning department makes the sales plan accordingly. When the important node time of this plan was formulated, it was not followed up with the engineering department. Therefore, the relevant nodes of this sales plan are only the first draft. After the project node is determined, it is finalized.

1. During the promotion and sales period, 3-4 large-scale promotion nodes will be arranged. The role of nodes is to continuously strengthen market attention and maintain the continuity and consistency of sales.

2. In view of the approaching Spring Festival at the end of the year, the opening sales period should avoid the Spring Festival holiday.

3. Before the opening sale, it is necessary to ensure that the area, landscape and construction of the model house achieve the opening effect.

(2)- Sales rhythm arrangement:

1.20__ _ year1end of 0 -20 _ _ _ year1February, initiated by a big promotion activity-project.

2.20 _ _ 65438+At the end of February-20 _ _ 65438+1early October, a product launch conference was held, a project was officially launched, and the planner conducted a thorough investigation of the market for the first time.

3.20 _ _ 5438+1In mid-October, the model house opened, and the planner conducted a second survey of the market.

4.20__ year 65438+1late October, before the Spring Festival, the opening sales were strong.

2. Sales preparation (completed before June 65438+1October 65438+May 20)

1. Family statistics:

By the engineering design director, marketing department-* * * is responsible for, on February 20, 65438+3 1.

In view of the large number of apartment types in this project, the statistics of apartment types should include the statistics of each apartment type, including apartment type, interior area, apartment type number and location.

2. Write sales materials:

The Marketing Department-and the Planning Department are responsible for the completion of 65438+February before 20__ and 3 1.

-The project sales information includes the following parts:

Reason for purchase: product scarcity marketing

Basic data:-main economic indicators, statistics of apartment area, supporting conditions, architectural style, landscape design, traffic conditions, delivery time, main delivery configuration and property management fees; When it comes to design units, they will distribute sales materials. June 365438+February 3 1, before 20__, after sorting, it will be unified as a product and project advantage statement.

Building technology and materials: The Engineering Department shall provide the basic information of new technologies, materials and new processes to be adopted in the project before June+February+May, 20__. Before 65438+February 3 1 and 20__ _, it was arranged by-as a material technical statement.

Customer question set: written in the form of answering questions, aiming at the advantages and disadvantages of Yingli Manor, making sales solutions.

Sample regional sales dialogue:

Unfavorable factor propaganda

3. Property consultant training:

Marketing Department is responsible for training, and the training time is from 20__ _,165438+1October, 20 _ _,1the end of October.

The training content includes:

Sales materials training, time:1end of October165438+20 _ _ _ at the beginning of February.

Training on architecture and landscape planning and design, time: 20 _ _-65438+early February.

Engineering technical training, time: 65438+early February, year 20.

Training in model area and model house, time: 20 _ _-65438+10.9.

Sales training, time: 65438+February 20th _—65438+1October 20th _ _.

2. Pre-sale certificate

Responsible by the sales page, completed before June 20 _ _20, 65438+ 10/0.

3. Area measurement

Responsible by the sales page, completed before June 20 _ _20, 65438+ 10/0.

4. Huxing publicity

Because-there are many types of project huxing, and each household is different, it is necessary to publicize the huxing before the sale, so as to facilitate the customer to choose a house and avoid mistakes made by the property consultant.

Planners shall be responsible for it, and it shall be completed before June 65438+ 10/0 and 20__.

5. Delivery configuration

Jiang, the general manager of the engineering design line, will be responsible for it, and it will be completed before June 20 _ _ _ 65438+ 10/0.

6. Disadvantages beyond one kilometer

The planner is responsible for this. After specific investigation and consultation with the sales manager, it will be completed before 20__, June 65438+ 10/0. After analysis and summary, special training will be conducted as the focus of sales.

3. Model rooms and model houses

(1) Demonstration area

1. model housing area: considering that the sales of the project must highlight a good living environment atmosphere, we will build the whole area from the sales center to 1# model housing area as a model housing area. Property management, cleaning, etc. It should be managed in accordance with the Regulations on the Administration of Model Houses. Two sets of model houses, the promenade and fountain from the sales department to the model room, and the temporary landscape area 10#. (Note: The tour route from the sales department to the model house is tentatively set as the Y area below)

2. The role of the model area: to show the atmosphere of a livable Wenjiang, a city in the forest and a house by the water to the maximum extent, to reflect the vision of the Gome community, the high-end, ecological, livable and value-added community concept, and to reflect the unique architectural style.

3. Display arrangement of sample area:

Determine the mood, packaging methods and specific requirements along the Y area;

Determine the lighting layout scheme, lamp selection requirements and effect disclosure along the road in Y area;

Define the nodes and task decomposition of project construction, marketing and packaging in the model area as a whole and step by step;

For details, please refer to the attachment (description of the garden line).

(2) Model house

1. Selection of model house: the model house is selected in 1# building, which is close to the sales department on the one hand, and will have a good landscape view, because the previous 10# building was built late, and the other 1# building is not far from the main entrance of Yingli Manor, which will not affect it. Choose a flat floor and a bottom jump for the 1# building.

2. The role of the model house: Considering the large apartment area of the project, the fine decoration design of the model house can guide customers to better understand the apartment design, and it is also a physical interpretation of the hedonistic life advocated by the promotion.

3. The example room display layout:

Pre-design and packaging are the responsibilities of colleagues in the project department-follow-up and coordination. The model house should be completed before the end of February, 65438+20 _ _ _, so as to facilitate the early promotion and visit customers. The marketing department is responsible for the daily management of the model house.

Step 4: Show props

Includes making a sand table model, a family model and a family map;

1. Sand table model:-After consultation with the planner, the planner will contact relevant units to make it.

2. Huxing model:-After consultation, the planner will contact relevant units for production.

3. Plan:-After consultation between the planner and the planner, contact the relevant units for production.

Verb (abbreviation of verb) price strategy

Determination of average price: including average selling price and gift area, the planner and the professional consultant of the sales department will step on the plate to sort out the data, and the planner will jointly write a pricing report, which will be implemented after being submitted to the leaders for approval. The price is calculated according to the construction area, excluding the gift area. Price strategies include: average selling price, starting selling price, net selling unit price and internal unit price. Price trend analysis, node price preliminary estimation, professional consultant preferential authority, sales supervisor preferential authority, sales manager preferential authority, internal staff preferential authority, company leader preferential authority. Once the preferential authority is determined, it must be resolutely implemented to prevent unclear authority, private concessions and disruption of on-site sales.

Time: The Marketing Planning Department put forward the sales price list and sales policy on June 65438+ 10/0, 20__.

Intransitive verb promotion:

The advertising promotion company should be determined before the end of June 20__ _, and the specific promotion plan should be issued before the end of June 20__ _.

Personal work plan for real estate sales 5

Since _ _ _ _, under the correct leadership of Canon Real Estate Development Group Co., Ltd. and the board of directors, through the efforts of all staff, the work of our company has been carried out step by step. In order to make our company's work to a new level, in the new year, under the premise of ensuring that the plan is approved by the end of 20__, our work plan is as follows:

In terms of engineering, we will make overall arrangements for the construction of the "Mountain and Water City" project and do a good job in the construction task.

(a) before the end of _ _, strive for approval of the plan.

1 1 month: Participate in the formulation of the planning scheme and cooperate with the company leaders to complete the approval of the planning scheme in the Municipal Planning Bureau.

65438+February: Cooperate with the company's senior management to complete the examination and approval of the planning scheme at the mayor's office meeting and handle the environmental protection opinion form.

(2) _ _ annual work arrangement

June 5438+ 10: Organize the preparation and review of the EIA report; Handle the project site selection (Planning Bureau), participate in the preliminary design of the project, and complete the geological survey report of the project site selection.

February: Participate in project construction drawing design and drawing review; Prepare project application report and handle project approval (NDRC); Complete the bidding and supervision bidding of pile foundation engineering, and organize underground drainage on site.

March: Handling the work of project planning permit (reporting to the Municipal Planning Bureau), and carrying out the construction of waterproof curtain and retaining wall piles around the site.

April: Complete the bidding for the main body of the project and apply for the construction permit for the pile foundation project.

May: Apply for the construction permit of the main body of the project, determine the construction team of the main body of the project, and complete the pile foundation construction in mid-June.

June-September: Foundation works are completed.

10—65438+February: the main project is completed to the top of the sixth floor.

(3) Construction operation.

The engineering department shall report the construction for approval in time and follow up the drawing design. 1 Completed the design of the scheme diagram; In February, the design of the enlarged initial diagram was completed. In the process of undertaking the project, the engineering department should be good at straightening out the relationship with relevant departments, and should not affect the project start-up because of the delay in reporting for construction. In addition, the engineering department should strengthen the file management of engineering contracts and various materials, sort them out and have files to check. Create a complete project file.

(4) Engineering quality.

"Troy" project is the key project of the city and the image project of "Troy" brand. Therefore, it is particularly important to master the engineering quality. While assisting the engineering supervision company, the engineering department should gradually establish the company's engineering quality supervision system. Give priority to supervision, supplemented by self, and strive to build the "Troy City" project into a high-quality project.

(5) Budget and final accounts.

Engineering department and finance department must strictly control the project budget and final accounts. Strictly implement the agreed quota standards, and shall not increase the quantity and settlement without authorization. For projects that can't exceed the budget, in the 20-year progress of the project, the following two tasks should be done at the same time:

1, carefully prepare the project budget, cooperate with the engineering department to negotiate and change the project procedures in time, grasp the material changes in time, cooperate with the engineering department to control the project progress, compare the two tables of the project, and maximize the use of funds.

2. Make a plan for the use of project funds. Troy estimates that the project cost is about 460 million yuan. Among them, the basic part needs about 80 million yuan; The above-ground commercial part costs about 65.438+0.4 billion yuan; The apartment spent about 243 million yuan and made a use plan. It is planned to broaden financing channels through bank financing, supplier financing, social financing and group financing. Through the way of pre-sale of property rights and pre-payment of rent, we will expand the flow of funds and ensure that the construction funds of "Troy City" project are in place in time.

3. Withdraw cash in the form of internal subscription room number to expand cash flow.

In order to quickly withdraw funds and expand the cash flow of construction projects, the sales plan of the company's internal subscription room number is considered when the project starts, which is about 10- 15% of the apartment area.

4, the implementation of sales task decomposition, to ensure the performance of the planned agency contract.

20__, the total demand of the company's construction projects is 460 million yuan. According to the agreement signed by Troy, the carrier of investment promotion and sales task is planning organization. The two parties negotiated to sign a new annual task contract in June+10, 5438. Complete the investment promotion and sales task in an all-round way, and fundamentally ensure the follow-up of project funds. Strive to create a new marketing model in marketing form and form self-marketing characteristics.