Ability of real estate sales supervisor

Personal quality requirements of sales supervisor

1, sales supervisor standard:

(1) should understand the basic principles and knowledge of enterprise management;

(2) master the basic knowledge and related skills of financial management, and understand the relevant financial systems and regulations;

(3) Understand the basic knowledge of marketing and have the ability to gain insight into the market and seize business opportunities;

(4) Understand the basic knowledge of human resource management and relevant laws and regulations, master the basic procedures and methods of human resource management, and be good at employing people;

(5) Understand the basic process and standard requirements of production management; Be able to formulate the development goals of the enterprise well and organize the production and business activities of the enterprise in a reasonable and orderly manner;

(6) Be good at coordinating and improving the external environment of enterprise operation;

2. The basic quality of a sales supervisor will be manifested in the following aspects at work:

(1) Good image instrument: Sales staff are the vanguard of Jianye Group's sales line, shouldering the heavy responsibility of directly contacting customers and showing the corporate image of the Group;

(2) High-quality service attitude: When receiving visiting customers, three "initiatives" should be achieved, namely, actively greeting customers, actively arranging customers' seats, and actively providing buildings for customers to see;

(3) Fluent expression ability: In language expression, fluency, strong rationality and careful logical thinking should be achieved;

(4) Good professional ethics: don't harm the public, fat and private interests, harm others and benefit themselves, and don't gossip behind others' backs. Keep company secrets strictly, and don't go to work for the company's competitors after leaving the company. Strictly abide by the company's rules and regulations, be proactive, study business knowledge hard, and improve their professional quality;

(5) Good teamwork 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;

(6) Strong public relations ability: Sales and public relations are in the same strain, and sales belong to the category of public relations. If you are good at tackling key problems for customers, you may aim at each other and try to reach a deal;

(7) Slow and steady, calm and calm;

3, sales supervisor professional quality requirements

(1) Be familiar with relevant policies and regulations of the industry, and be able to use policies and regulations to promote the sales of real estate;

(2) Be familiar with the national and local real estate markets, grasp the market dynamics, characteristics and trends, be able to put forward sales strategies in time according to market changes, and be good at seizing opportunities;

(3) Strong analytical ability, adaptability and business negotiation ability, which can help subordinates solve sales problems;

(4) Have rich marketing experience and have a comprehensive understanding of sales work. Familiar with business strategy, competitive means, price level and customer situation, good at putting forward contingency measures in time;

(5) Wide sources of information, good communication and good interpersonal relationships, and opportunities to deal with problems;

(6) Have certain organizational and leadership skills, be good at communication, quickly mobilize the initiative and positive performance of subordinates, and timely mobilize the work passion of sales staff;

(7) Put the enterprise in the first place and have a strong team spirit;

(8) dignified image and elegant temperament, and can strive to improve team morale;

(9) knowledge of marketing and psychology;

(10) cultural quality requirements of sales managers;

(1 1) Familiar with the current mainstream cultural trends and rich in cultural information resources;

(12) Have a good sense of public morality and abide by national policies and regulations and company rules and regulations;

(13) Have a systematic and profound understanding of corporate culture, property culture and project culture;

(14) Abide by professional ethics, have a strong sense of responsibility, be proactive, and have excellent attitude and style;

(15) Strong writing skills, able to write all kinds of corporate official documents and practical plans;

(16) Optimistic, able to adapt to various complex interpersonal environments, good at adjusting self-mentality, and not bringing personal emotions into work;

(17) Maintain environmental sanitation, pay attention to image and dress neatly and generously;

(18) Strong language expression ability, civilized and elegant speech, and infectious language;

(19) Rich in feelings, modest, respecting the old and loving the young;

(20) Treat people, be considerate, be good at empathy, and be considerate of others;

4. Basic training standards for sales supervisors

(1) The sales manager is the leading core of the company's sales department, and his words and deeds directly affect the development of the company's career. In order to standardize the work style of sales managers and give full play to the core role of leadership, this specification is formulated.

(2) Require the sales manager to safeguard the overall interests of the company from a global perspective and arrange the work of the department at the same time;

(3) Be loyal to the company's cause, be strict with yourself, do your best everywhere, strictly abide by the company's rules and regulations, and take the lead in the work;

(4) Strengthen the internal management of the department, pay attention to working methods, pay attention to the art of leadership, care about the ideological trends and living conditions of salespeople, strengthen political and ideological education, fully mobilize the enthusiasm of all employees, and maintain a United, cooperative, high-quality and efficient working atmosphere;

(5) Actively, with high style and high posture, do a good job of coordination among departments, cooperate with each other, unite and cooperate;

(6) The sales manager has the right, responsibility, benefit and obligation, and must handle the relationship between responsibility, power and benefit. Always check your work, sum up experience, learn lessons, and gradually improve yourself;

(7) Strengthen study and strive to improve professional quality and management level;

(eight) strictly abide by the development and sales secrets, and shall not disclose the business information, business status, management documents and economic data of the enterprise to irrelevant personnel without authorization;

(9) Restrain yourself, do more self-criticism, respect others, be approachable, and don't form cliques. Focus on the interests of the group everywhere, go deep into the grassroots, know more about the situation, do not act according to the will of individual supervisors, and listen to the opinions of others with an open mind;

Second, the sales supervisor job responsibilities

Preside over the overall operation of the sales department, organize the implementation of the project company's resolutions on sales, and be responsible for completing the sales tasks, market analysis, promotion and cooperation, and early customer service assigned by the company.

1. Participate in the pre-project planning. Participate in the pre-project research and prepare the project marketing plan, be responsible for the formulation and implementation of sales cases, model house plans and decoration standard plans, and be responsible for the production of project sales materials, sales documents and props;

2. Be responsible for the formulation of the overall sales plan of the project, and the formulation of work plans and targets of various departments;

3. Be responsible for drafting the formation of the sales team, the establishment of the organization and the division of responsibilities of each post (refer to the first part of this manual in combination with the actual situation of this project), manage the sales staff, and put forward suggestions on rewards and punishments and dismissal to relevant departments according to the actual situation;

4, combined with this manual and the project management department * * * to formulate the basic management system of the sales department, combined with this manual to formulate the specific rules and regulations of the sales department;

5. Draw up the salary method and reward scheme of the sales department, and submit them to the company for review and issuance on a regular basis;

6. Be responsible for organizing real estate sales market research, information collection and policies and regulations research, keeping abreast of market trends, tracking and mastering market conditions, putting forward reasonable overall promotion suggestions in time, and carefully organizing and striving to complete the sales work of the project;

7. Be responsible for the completion of various businesses of the department (such as sales, contract, mortgage, dunning, meeting building, etc.). );

8. Be responsible for preparing the sales expense budget of each period, and controlling and auditing the sales expense;

9. Responsible for submitting sales statistics and analysis reports to the relevant departments of the Group and the company;

10, presided over the daily work of the case field, specifically implemented the sales plan of the department, and coordinated and managed all the work at the sales site;

(1) Supervise and evaluate the work of the sales director;

(2) the implementation of sales plan, sales control plan and promotion activities;

③ Training and assessment of sales staff;

(4) Irregular spot checks on attendance, hygiene, workflow and working environment;

⑤ Preside over the daily meeting, report the sales situation, analyze the customer situation on that day, and arrange the recent promotion plan or the next day's work tasks.

Clean up the house payment;

6. Keep the price and check the terms of the contract, and review the contracts related to house purchase;

1 1. Coordinate and handle all kinds of complaints from customers and owners in time and feed back relevant information, and do a good job in all kinds of services before and after sales;

12, responsible for the marketing outreach;

13, expanding effective communication channels;

Three. Responsibilities of the Assistant Sales Supervisor:

1. Assist the sales manager in charge of real estate sales market research, information collection and policies and regulations research, keep abreast of market trends and track market conditions;

2. Assist the supervision department to complete various businesses (such as sales, contracts, mortgages, dunning, meeting building, etc.). );

3. Cooperate with the statistics, analysis and reporting of case data;

(1) Daily meeting will count visitors (customer grade analysis), incoming calls, transaction volume, scale, contract signing, payment return, etc. And fill in the daily report in detail;

(2) Daily meeting will input today's customer information into CRM.

(3) Monthly (weekly) meeting visitors, calls, transaction volume, scale, contract signing, payment and other statistics. And fill in the monthly (weekly) report in detail;

(4) After the promotion, make statistics on the number of visitors, calls, transaction volume and contract signing during this activity, and prepare and report the effect report.

4. Assist in the implementation of promotion activities and the arrangement and organization of materials;

5. Assist the sales manager to carry out outreach work;

6. Responsible for the management and preservation of contracts and materials;

7. Organize sales staff to step on the street and adjust the market, and prepare market adjustment reports at various stages; Statistics of customer analysis reports at different stages and preparation of marketing reports at different stages;

8. Submit the work summary and work plan to the sales manager monthly or regularly;

Iv. Responsibilities of Sales Director

1, to guide, train and evaluate the sales work of sales staff;

2. Responsible for attendance and sales environment management;

3. Complete the sales tasks of the Group and myself;

4. Coordinate and manage team cooperation;

5. Assist the sales manager to make departmental work plan and sales strategy;

6. Assist the sales manager to manage the work of the sales staff;

7, according to the specific situation of the project, regularly report the sales situation to the sales manager and put forward solutions to the existing problems;

8. Submit the work summary and work plan to the sales manager every week;

Verb (abbreviation for verb) The job responsibilities of a salesperson.

1, salesmen should establish a correct working attitude, put the interests of the company first, respect their jobs, abide by rules and regulations, and strive to do a good job in selling houses;

2. Treat customers with enthusiasm and initiative, be polite, cordial and considerate, and maintain the company's image and reputation, but avoid quarreling with customers under any circumstances;

3. Be familiar with the local real estate market and surrounding buildings, and master the situation of your own buildings, such as supporting facilities, transportation, apartment type, regulations, quality and price. , and can fluently answer customers' questions about price, payment, contract mortgage, laws and regulations, etc., so as to achieve consulting sales, not misleading customers, seeking truth from facts and not exaggerating;

4. Master the structure, function, technical index and project cost of real estate, be able to give reasonable suggestions to customers and answer customers' questions skillfully;

5. Be good at rhetoric without boasting, be honest with others and maintain good relations with customers;

6. Carefully complete and truthfully fill in the customer registration form (such as incoming electricity, number of visitors, transaction situation, cognitive mode, etc.) and submit it to the competent department once a month;

7, through the reception of customers, understand customer needs, feedback relevant sales information to the supervisor or manager, and put forward sales rationalization suggestions;

8. Strive to do a good job in after-sales service, pay a return visit to customers in time, and feed back the quality information of real estate;

9. Fill in the subscription book carefully, lead the customer to pay the deposit, be responsible for reminding the customer to pay the house payment and mortgage payment on time, and sign the real estate sales contract and mortgage contract on time;

10, take good care of the financial affairs of the sales department, establish cost consciousness with the spirit of ownership, and do not allow frequent hotline chat in the sales department;

1 1, consciously safeguard the company's sales secrets, and are not allowed to disclose the company's sales situation and price strategy to competitors;

12. Submit everyone's work summary to the sales supervisor regularly every month;

13, study hard, expand your knowledge, improve your social skills, and promote the improvement of your business level;

14. Complete other work arranged by the department manager or sales supervisor;

Six, the basic quality of a salesman

1, quality requirements of sales staff

2. The relationship between the quality and personality of salespeople.

3. Basic requirements of sales staff

(1) Good imaging instrument

Salespeople must have good facial features, clean clothes, dignified and generous manners and be polite to people.

(2) Good service attitude

When receiving visiting customers, we should take three initiatives, that is, greet customers actively, arrange customers to sit down actively and show sales information to customers actively. Everything is customer-centered. In contact with customers, you should be polite, not dissatisfied with customers, and have a strong affinity.

(3) Fluent expression ability

In language expression, we should be fluent, rational and cautious in logical thinking.

(4) Good professional ethics

Do not harm public interests and private interests, do not gossip behind your back, and strictly observe company secrets. Don't speak ill of the company, be good at uniting colleagues, be helpful, don't snitch, don't take revenge, strictly abide by the company's rules and regulations, be proactive 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.

Beginners are required to be studious, fully familiar with professional knowledge in a short time and improve their professional quality.

(6) Good team spirit

Be good at dealing with the relationship between colleagues, departments and superiors, put the overall interests of the company first, and then cooperate with each other in the work without delay.

(7) Strong public relations skills

Sales come down in one continuous line in public relations, and sales belong to the category of public relations. We should be good at public relations with customers, change our attention to customers, and strive to reach a deal.

(8) Slow and steady, not surprised.

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

(9) Confidence

Confidence should include three aspects. First, you have confidence in yourself. If you believe that you can do well and be a dedicated and excellent marketer, then you can overcome all difficulties and do your job well. "Everything depends on human effort", as long as you want to do it well, you will do it well. The second is to have confidence in the enterprise. I believe that the enterprise can provide you with good products, give you the opportunity to display your talents and realize your value, let all your own activities be fully integrated into the enterprise behavior, and make you proud of being a member of the enterprise, that is, pride, identity and loyalty. Third, confidence in the product, I believe that the product you sell is the best. You are using this product to provide the best service to your consumers and your friends, which will definitely make each other happy and happy.

(10) toughness

Doing a business is not smooth sailing, and we will encounter many problems and obstacles. At this time, we must find a way to solve the problems encountered. Must have toughness, patience and perseverance. When you encounter difficulties, you start to shrink back, and you lose confidence. So there is nothing you can do. "If you are sincere, the stone will open."