Rules and regulations of small construction sales department

On-site management system of sales department

First, log in.

1. Sales staff sign in for work, which is verified by the site supervisor as the attendance record of the day. Those who are absent on business or due to illness must submit a written application for leave to the sales supervisor in advance, and notify the on-site supervisor in time after approval. Leave must be terminated afterwards, and no one is allowed to sign or cheat, otherwise it will be punished as one day of absenteeism;

2. Employees who can't sign in due to business needs should report to the site supervisor in advance and sign in at the approved time after approval; Those who can't report in advance should take the initiative to report to the person in charge of attendance afterwards, and the person in charge of attendance will register truthfully in the attendance book after verification. Otherwise, it shall be handled according to Article 2 below.

Second, employees go to work.

1. Employees in the sales department work five days a week. From Monday to Thursday, the on-site supervisor will arrange employees to take two days off each week according to the actual situation. According to the actual situation, with the approval of the head of the marketing department, the sales department can be divided into morning shift and night shift; Be in place 30 minutes in advance during the exhibition.

2. Those who sign in later than the specified working hours are late; Leave early is subject to whether you leave the work place on time, and those who are late or leave without permission are treated as absenteeism;

3. Employees in the sales department are strictly forbidden to take a nap;

4. Anyone who needs to go out for business reasons during working hours should explain to the supervisor and attendance officer before going out. If you leave your post for more than 30 minutes without reasonable explanation afterwards, you will be treated as absenteeism;

5. Anyone who is late for one time will be deducted half a day's salary, and three absences a month will be treated as one day, and one day of absenteeism will be deducted five days' daily salary. Those who are absent from work for three days within one month will be dismissed after deducting the salary of that month;

6. Snacks and makeup are not allowed in the lobby of the sales place;

7. Don't make personal calls for more than three minutes. In case of long talk with customers, pay attention to control the time. No personal calls during the exhibition;

8. The receiving order is as follows;

9. After receiving customers every time, immediately reset the tables and stools and clean up the countertops;

10, you must wear work clothes and tie when entering the sales department; ; If you can't wear it, put it in the front desk;

1 1. After you sign in for work every day, you must read the guest book and sign it after reading it. If you don't read it or sign it, it will be blank.

12, can't get together to talk about things unrelated to work and read magazines unrelated to work;

13, ladies are not allowed to wear sandals during working hours, and black leather shoes should be worn in Baotou;

14. After showing the guests around the site, you should manage your gfd in time before returning to the sales site.

Third, the holiday application

1. Employees who take sick leave must hold sick leave certificates issued by doctors in district hospitals;

2. Employees need to apply for leave due to illness in advance, and personal leave should be reported to the head of the sales department for approval within half a day; If it is more than one day (including one day), a leave report shall be submitted and implemented after approval by the sales director. If you don't ask for leave in advance and don't fill in the application form afterwards, it will be treated as absenteeism;

3. During the company's advertising day and trade fair, no salesperson may ask for leave. Under special circumstances, it needs the approval of the manager-level leader.

Fourth, the sales site work record

Daily work diary, daily call statistics, call registration form, daily transaction sales control registration form, monthly transaction ledger, real estate sales control statistics form, monthly market comparison form, and comprehensive analysis form of customer opinions.

Verb (abbreviation for verb) health tax

The site of the sales department is cleaned by the on-site sales staff, and the storefront is guaranteed to be cleaned once a day.

Job responsibilities of field personnel

Responsibilities of the sales manager:

(1) is responsible for on-site operation control management.

(2) Training on-site sales personnel, commanding and coordinating on-site personnel, creating a sales atmosphere, and assisting in the transaction;

(3) Develop phased sales plans to promote the realization of sales targets;

(4) Communicate with agents and advertisers on-site sales and give timely feedback;

(5) Assist and participate in sales planning.

Responsibilities of the on-site sales director:

(1) Responsible for the daily management and paperwork of the sales department;

(2) Assist the sales manager to carry out various tasks;

(3) Responsible for personnel training plan;

(4) Responsible for monitoring the sales activities of the sales department, site and outreach points;

(5) Assign sales staff positions, arouse employees' enthusiasm, and be responsible for assessment; Implement the quality of employees' work;

(6) Assist in closing the transaction and signing the contract.

Responsibilities of the Assistant Sales Officer:

(1) Training property sales personnel and newcomers;

(2) Remind employees of the amount of tasks completed every day, and timely feedback the work progress of the on-site sales department, mainly responsible for checking various forms and taking the lead in every detail of the sales department;

(3) monitoring the situation of the hospital control site.

Responsibilities of the Senior Sales Representative:

(1) Implement the sales plan and assist the Assistant Director to complete the work;

(2) Mainly responsible for the surrounding real estate market dynamics and the latest information collection of the sales department;

(3) Communicate with the site director in time and hold a market investigation meeting;

(4) Arrange all employees in the sales department to conduct market research on a regular basis.

Responsibilities of the sales representative:

(1) Responsible for completing sales tasks and follow-up work;

(2) Collect the problems existing when customers sign contracts (once a week) and submit them to the sales director.

Sales receptionist responsibilities:

(1) is responsible for promoting the demonstration unit, promoting the transaction and assisting in signing the pre-sale contract.

Remarks: If the staff in the above positions can't fully complete the work, all colleagues will cooperate.

Seller code

First, the basic quality requirements

1, good image+sincere attitude+enthusiastic service+astute response+firm confidence+fluent expression+initiative = sales first;

2. Employees should be proactive and responsible. Do your own functions well, jointly promote and actively assist other colleagues, and do everything well from beginning to end;

3. Employees should pursue team spirit, advocate unity and cooperation between departments and colleagues, communicate with each other, trust each other, and pay attention to overall interests;

4. Company employees should actively improve and perfect their professional level, pay attention to market trends, capture market information, pay attention to their own image, and must not disclose business secrets about the company's business;

Employees should pursue efficiency in their work, deal with problems as soon as possible, and don't put off things that can't stay overnight until the next day.

Second, the basic operating requirements

1. Go to work on time according to the time stipulated by the company and keep the company clean and tidy;

2. Open-minded and sincere, serious and responsible, diligent and cautious, and absolutely loyal;

3. Strictly abide by the company's business secrets and take care of all the company's tools and facilities;

4. Actively collect the sales information of competitors and report to the supervisor in time;

5. Achievement does not depend on luck. Only by enriching yourself and making unremitting efforts can you become a winner.

6. Experience is accumulated from practice, and any door-to-door customer should be warmly received as a possible customer;

7. Coordination and mutual assistance among colleagues can create a good working environment and improve work efficiency;

8. Every company advertising day, any business personnel shall not ask for leave, and must work unconditionally.

Third, the basic discipline

1. All employees shall abide by all national laws and regulations. Be a qualified citizen;

All employees should love the company and its cause. And cherish the company's property, reputation and image;

3. In addition to normal vacations, employees must go to work on time and must not be late or leave early;

4. Employees should strictly abide by company discipline, rules and regulations, keep company secrets, and safeguard the company's current status and obligations;

5. Respect others, respect their labor, and attach importance to their choices and privacy;

6. Employees should pay attention to their appearance and image, and win the trust of their partners with their neat and dignified appearance and gentle manners;

7. Employees should have a clear relationship between higher and lower levels in their work, accept instructions from higher authorities and try to put them into practice. Strictly abide by the rules and regulations of all departments of the company, attend all kinds of regular meetings on time and submit all kinds of work reports to their supervisors on time;

8. Employees should consciously maintain the image of the company and pay attention to keeping the sales department quiet and tidy. It is forbidden to make noise, fight, eat snacks and other behaviors that damage the overall image of the sales department. You are not allowed to make up or change clothes in public, and you are not allowed to enter other departments without permission, so as not to affect the work of other departments. You are not allowed to go out casually during office hours. In case of special matters, it must be approved by the leaders at or above the competent level;

9. Personal phone calls are not allowed during office hours. If you really have something to call, you should make a long story short, no more than three minutes.

10. Events (phenomena) such as indifference to customers, turning a blind eye to visiting customers or arguing with customers with rude words are not allowed;

1 1. Employees shall not engage in private trading activities that are harmful to the company, or engage in any private activities that are harmful to public interests or engage in any business beyond the scope specified by the company in the name of the company. If such behavior occurs, it shall bear all legal responsibilities arising therefrom, and the company has the right to terminate the employment contract and investigate its legal responsibilities;

Without the permission of the company, the property shall not be transferred on behalf of the purchased customers without permission;

Shall not accept the entrustment of others to sell real estate privately;

Without the permission of the company, no one may modify the terms of the contract.

12. Employees should take good care of the company's property. If someone artificially damages the company's property, the company has the right to claim compensation. When resigning, the valuables equipped and used by the company shall be returned to the company.

13, no smoking in the office, keep a fresh working environment. If the employee violates the company's management system, the company will give the following penalties as appropriate:

One of the following acts shall be given a warning and part of the salary or bonus shall be deducted:

1, refusing to carry out the boss's instructions without justifiable reasons;

2. Leave your job without authorization, which affects your work;

3, due to a weak sense of responsibility, leading to major mistakes in the work;

4, rude to the boss;

5. I don't concentrate on my work during work hours, just chatting and joking;

6. Being late for many times in a month;

7, absenteeism for two days a month;

8. People cause unexpected losses to the company.

If an employee commits one of the following acts, the company will dismiss him without any economic compensation:

1, asking customers for kickbacks;

2. Misappropriation or theft of the company's funds and property;

3. Criminal offence;

4. Deliberately destroying company property;

5. Absenteeism for no reason for more than three times in a month;

6. Leak the company's business information, expand business privately in the name of the company, and conduct private transactions;

7. Part-time job in the same industry.

Code of practice for salespeople

1. Good team spirit: Any seller is a member of the sales department, so it is required that every seller has a team spirit and is not allowed to be mutually exclusive.

Intimate advice to sales leaders: Once there is mutual exclusion, leaders should not take it lightly, because it will cause devastating damage to the whole sales department, and should immediately start to solve the phenomenon of intrigue and put an end to this phenomenon.

Intimate advice to sales staff: If you don't pay attention to cultivating your team spirit, you will lose a lot of things, including the friendship of colleagues, harmonious interpersonal relationships, the opportunity to be promoted by superiors and so on. Then you are all isolated in this team. When you need help from others, no one will help you. Over time, your superiors will find that you lack team spirit and may fire you. Remember, only cooperation can create a win-win situation.

Second, good professional ethics: putting morality first. A person, no matter how strong his ability is, will never be used if his quality is not good. Some salespeople often practice favoritism (take kickbacks in private), rob colleagues and customers, reveal company secrets, slander colleagues and companies, and damage company property.

Intimate advice to sales leaders: for this kind of personnel, the superior supervisor should educate them. If education is ineffective, no matter how brilliant their achievements are, they should be dismissed without regrets, because people with poor quality are like a cancer, which may endanger their lives if they are not removed.

Intimate advice to sales staff: no enterprise or individual likes people with poor quality, because people with poor quality will only have a negative impact on others collectively. As the saying goes, people don't know, ghosts don't know. There is no airtight wall in the world. Never take any chances. Things are often lucky. Psychologically, there are always people who think that I did it this time and won't do it next time. But you know, maybe this time, it will affect your life. Get along with colleagues and never report it. A person who snitches on his colleagues is tantamount to suppressing a way to snitch on himself, and others will snitch on you tomorrow. If you have something to say, make it clear to your face, not behind your back. If you work in a harmonious working environment, your mood is carefree. If you lack good professional ethics, it will become a stain in the eyes of colleagues. If there are differences between colleagues, your mood will be affected and you will become depressed. Why bother? Please remember: quality is golden.

Third, a good enterprise: if the seller lacks entrepreneurial spirit, it is impossible to master business skills and make extraordinary achievements, and it will also affect others and weaken the entrepreneurial spirit of colleagues.

Intimate advice to sales leaders: For salespeople who lack initiative, leaders should not dismiss them easily, because they are not bad in nature, but just lazy. In dealing with his education, it is best to be his friend first and enlighten him as a friend rather than a superior. It is easier for others to accept it in a casual way. If you pretend to be a leader, the effect is often counterproductive. He will think you are preaching and turn a deaf ear to what you say. Once you can't enlighten me, come again the second time and the third time. Do not give up. Remember, people are reasonable. If your enlightenment doesn't work, it's not that the other person is unwilling to teach, but that your method is inappropriate. Choose another road, as long as you don't stop until you reach your goal, you will certainly succeed. The more difficult it is to educate employees, if you can enlighten them successfully, the more you can show your extraordinary talents, which also shows that you are suitable to be a leader. If you give up, you are not a good leader.

Intimate advice to sales staff: At present, there is a popular saying: If you don't work hard today, try to find a job tomorrow. This statement makes sense. The purpose of people's work is nothing more than making money and realizing self-worth. If you don't make progress, you will be mediocre, and you will be sour when you see other people's achievements. On the contrary, why not cultivate your enterprising spirit? I am very happy at work. When your laziness "rises", you should think about the loss and hardship of unemployment quickly, so as to overcome yourself. The greatest happiness in life is to get results at work, but you can't get results without initiative. Why not do something happy? Stop dawdling and act quickly. Your grades and happiness are waiting for you, and your family is waiting to share the happiness of your grades.

Basic requirements of sales staff

1. Good image and appearance: Salespeople are the vanguard of the developer's sales line and shoulder the heavy responsibility of direct contact with customers. Therefore, salespeople are required to have a good image and appearance, but this does not mean that they must be beautiful and handsome, as long as they have correct facial features, but they must be neatly dressed, dignified and generous, and be polite to others.

Second, quality service attitude: when receiving visiting customers, we should do three "initiatives". That is, take the initiative to greet customers, arrange customers to sit down and show sales information to customers. Everything should be polite, and there should be no dissatisfaction with customers. Must have a strong affinity, adhere to the principle of "customer is God".

Third, fluent expression ability: in language expression, we must achieve fluency and be rational and logical.

4. Good professional ethics: don't abuse public interests and personal interests, don't gossip behind your back, strictly observe company secrets, don't take up jobs in the company's competitors after leaving office, don't speak ill of the company, be good at uniting colleagues, help others, don't snitch, don't retaliate, strictly abide by company rules and regulations, take the initiative and study business knowledge hard.

5. Good professional quality: have certain professional knowledge, have a certain understanding of marketing and real estate, and be familiar with relevant local policies and regulations. If you are a novice, you should be eager to learn, be fully familiar with professional knowledge in a short time and improve your professional quality.

6. Good team spirit: Good at dealing with the relationship between colleagues, departments and superiors, focusing on the overall interests of the company, cooperating with each other in their work, and not dragging their feet.

Seven. Strong public relations ability: sales and public relations are in the same strain, and sales belong to the category of public relations. For customers, we should change public relations into potential customers and strive to reach a deal.

8. Slow and steady: Sales staff are required to be calm and have the ability to deal with all kinds of complicated things and emergencies.

Seller's obligations

1. Actively maintain the image of the developer: don't do anything or say anything that damages the image of the developer. Put the image of the developer in the glare of its own image. Encounter things that are detrimental to the image of developers, we should stop them in time and not turn a blind eye.

2. Maintain the company's property safety: be responsible for any property safety of the company.

3. Mutual supervision among colleagues: No matter the superiors, subordinates or the same level, they all have the obligation to supervise. If they find any bad behavior among their colleagues, such as damaging the interests of the company or the image of others, refusing to carry out the company's instructions and violating the company's rules and regulations, they should stop it. If it is not stopped, it should be reported to the superior supervisor in time.

Fourth, respect leaders and unite colleagues: respect superiors, don't bargain with superiors, unite colleagues, don't undermine each other, and form gangs.

5. Generosity: Don't haggle over every ounce. When there is a conflict between collective interests and individual interests, we should first consider the collective interests, actively safeguard the collective interests, put the collective before the individual, and put the ancestors before ourselves.

Intransitive verbs carry forward the spirit of ownership: while doing a good job, actively consider the overall development of the company, put forward more reasonable suggestions to the company, and do our best for the company's construction.

Theoretical basis of salespeople

The theory of salespeople is as important as the practical skills of salespeople. According to the survey, many salespeople have rich practical experience, but lack a good theoretical foundation. They are a bit like waiters in the hotel industry. They only know how to receive customers, but they don't know the service. Operating experience without theoretical knowledge seriously restricts sales.

The theoretical knowledge that a salesperson must possess is as follows:

First, the basic knowledge of marketing

Second, the basic knowledge of advertising

Third, the basic knowledge of real estate

Fourth, the current development trend of local real estate.

Five, the basic knowledge of enterprise management

Six, the basic knowledge of service

Seven, the basic knowledge of corporate culture

Eight, the basic knowledge of marketing

Nine, the basic knowledge of decoration

X. Basic knowledge of property management

The above eight basic knowledge must be mastered. If a salesperson only knows how to receive customers mechanically, but doesn't know the basic knowledge of corporate culture such as marketing, advertising and service, or even knows nothing about the basic market of real estate, it is impossible to receive customers well. When customers ask questions, they will have no answers. Any customer will lose confidence in the face of such a salesperson.

Psychological quality of salespeople

Salespeople always appear in the front line of marketing. They have to deal with customers face to face, and customers come from all walks of life and have different personalities. If the seller lacks good psychological quality, it will seriously restrict the sales performance. Therefore, sellers are required to have high psychological quality. When dealing with customers, no matter what they do or say, they should smile and forget hostility. Sales staff should improve their psychological quality from the following aspects:

First, control the level of mentality: don't let yourself become irritable, control your mentality at a level, keep your mentality from fluctuating too much, no matter what happens, don't let your mentality fluctuate too much, don't be too excited when you meet happy events, don't be too sad when you meet bad things, and always maintain a calm and calm mood.

Second, cultivate optimism: always think positively. When the customer has abnormal behavior, don't try to think positively, so it is easy to stand on the same emotional line with the customer and understand the words and deeds of the customer.

Third, keep a childlike innocence: is the child naive to show his Excellence?

Sales staff's summary and information feedback

The induction period is divided into: daily induction, weekly induction, monthly induction and quarterly induction.

Induction is to sum up experience and lessons and create good conditions for the next step.

Summary content:

Negotiation: Summarize the negotiation with customers. What's the difference between negotiating peace with customers this time and negotiating with customers? Is your attitude, language use and method in negotiation appropriate?

Etiquette: Is there anything wrong with the etiquette of receiving customers?

Introduction: Have you encountered any new problems when introducing the property to customers? Have you made any mistakes when introducing it? Can the introduction method be accepted by customers? Have you highlighted the characteristics and key points of the property when introducing it?

Signing: Did the customer put forward any new conditions when signing the contract, and did the customer have any doubts about the contract?

Success: What are the reasons for the successful signing of the bill, and what aspects of the property do customers like?

Failure: where is the reason why the customer does not sign the contract, whether it is the real estate factor or his own personal factor.

Customer: What kind of customer does it belong to, and what is the difference from the usual customers?

After summing up, the key step is to find out the best side and the worst side, and then solve them one by one. Carry forward the good side and solve the bad side immediately to avoid repeating the same mistakes.

The steps of induction and summary: recording, sorting, classifying, analyzing, archiving, feedback and solving.

Record the key parts of the work process, and then organize the records. When sorting out, classify the recorded data, and then make a systematic analysis to find out the successes and failures, new problems and new ideas, file them and feed them back to the superior leaders. Finally, seek a solution.

The purpose of induction and summary is to find out differences, blank points, doubts and new problems. Then it is divided into two steps: one is information feedback, which feeds back the information to the superior leader for the superior to make decisions; The second is to digest by yourself, so that you can sum up your experience and constantly improve yourself.