Real estate sales management process

Structure and workflow of sales department

A, the sales department personnel structure:

Second, the sales department workflow:

Second, the job responsibilities

(1) Responsibilities of the sales department:

1, responsible for the formulation of marketing plan.

2. Responsible for the sales, leasing, investment promotion and collection of accounts receivable of the property developed by the company.

3. Responsible for the contact and maintenance of project customers from visit to delivery.

4. Be responsible for the preliminary investigation of new projects of the company.

5. Be responsible for conveying market trends and market information to the company.

6. Be responsible for functional correction of products developed by the company.

7, responsible for assisting the property management company, the project department (company) to deal with customer disputes.

8. Assist the general manager's office to handle surveying and mapping property right certificates and mortgage loans.

9. Be responsible for cooperation and coordination with all departments of the company to fulfill the company's sales commitment.

10, responsible for the maintenance and management of sales site and sales props.

1 1. Assist in organizing large-scale promotion activities and various celebrations of the company.

12, responsible for the daily cleaning of the sales plaza.

(II) Responsibilities of the sales manager:

1, responsible for the overall work of the sales case.

2. Be responsible for sales license and price approval documents.

3. Responsible for the decoration organization, acceptance and site layout of the sales department (assisted by the planning department).

4, sales staff reception, telephone answering, signing, payment, mortgage processing, etc.

Standardize management.

5. Evaluate the daily business and discipline of sales staff.

6. Organize the preparation of training materials and sales materials, do a good job in training sales personnel and solve sales problems. ...

Structure and workflow of sales department

A, the sales department personnel structure:

Second, the sales department workflow:

Second, the job responsibilities

(1) Responsibilities of the sales department:

1, responsible for the formulation of marketing plan.

2. Responsible for the sales, leasing, investment promotion and collection of accounts receivable of the property developed by the company.

3. Responsible for the contact and maintenance of project customers from visit to delivery.

4. Be responsible for the preliminary investigation of new projects of the company.

5. Be responsible for conveying market trends and market information to the company.

6. Be responsible for functional correction of products developed by the company.

7, responsible for assisting the property management company, the project department (company) to deal with customer disputes.

8. Assist the general manager's office to handle surveying and mapping property right certificates and mortgage loans.

9. Be responsible for cooperation and coordination with all departments of the company to fulfill the company's sales commitment.

10, responsible for the maintenance and management of sales site and sales props.

1 1. Assist in organizing large-scale promotion activities and various celebrations of the company.

12, responsible for the daily cleaning of the sales plaza.

(II) Responsibilities of the sales manager:

1, responsible for the overall work of the sales case.

2. Be responsible for sales license and price approval documents.

3. Responsible for the decoration organization, acceptance and site layout of the sales department (assisted by the planning department).

4, sales staff reception, telephone answering, signing, payment, mortgage processing, etc.

Standardize management.

5. Evaluate the daily business and discipline of sales staff.

6. Organize the preparation of training materials and sales materials in the case field, do a good job in the training of sales personnel, and solve the problems of sales personnel.

Problems encountered by employees at work.

7. Organize daily meetings, weekly meetings and end-of-month summary meetings.

8. Organize the market investigation of the case site and study the system and regulations.

9. Coordinate the working relationship with the engineering department, property management company, finance department and general manager's office, and fulfill the sales commitment.

10, assisting engineering and property management companies to solve customer complaints.

1 1. Handle the contract filing, and assist the general manager's office to handle the property right certificate and land certificate.

12. Participate in the preliminary work of the project, including market adjustment, project positioning, loushu and other publicity, and make suggestions on the advertising selling points after the opening.

13. Make and fill in employee files, floor plans, price lists and internal forms.

14. Review the materials provided to other departments.

15, review daily report, and be responsible for writing weekly case summary and month-end sales summary.

16, publicize and implement the company's rules and regulations and organize their implementation.

(III) Working standards of case managers

1, able to complete the annual and monthly sales schedule issued by the company.

2. Be able to strictly implement various case systems and business regulations and processes.

3. Be able to control the atmosphere of the venue and stimulate the enterprising spirit of the team.

4. Be able to monitor and check the progress of payment and mortgage at any time.

5. Be able to organize business study more than twice a month.

6, can strictly review the purchase contract, the sampling pass rate is not less than 95%.

7. Be able to complete other tasks assigned by the company.

8, can adhere to the daily morning meeting, and fill in the morning meeting records. The completion rate is not less than 95%.

9. Ensure that the time spent in the sales field is not less than 35 hours per week.

(4), real estate consultant workflow

I. Ordinary real estate consultants

1, responsible for customer reception, decision-making, trading and daily telephone answering.

2, responsible for the daily health of their own area of responsibility.

3. Be responsible for checking the sales control table every day to accurately grasp the daily sales situation.

4. Be responsible for sorting out loan information for loan customers in time and transmitting it to the office according to the company's requirements.

Customer information is transmitted to the finance department in time.

5. Be responsible for keeping in touch and tracking with customers who have not completed the transaction.

6. Be responsible for filling in the daily sales report and customer information form.

7. Be responsible for providing after-sales service for customers who have completed the transaction, and timely feed back the problems feedback from customers to all departments of the company.

We should maintain friendly relations with our customers.

8. Be responsible for reminding customers payable to repay in time.

Responsible for completing the new tasks assigned by the company on time.

B, supervisor's job responsibilities

1. The business director is responsible to the case manager.

2. Responsible for filling out various reports and digitally managing the sales process.

3. Supervise the daily work of the sales staff and maintain the working order of the sales hall.

4. Arrange and coordinate the business division and rotation of each member of the team, and supervise the implementation.

5. Arrange the group members' urban adjustment work or collective voluntary labor, and evaluate the urban adjustment work.

6, responsible for customer reception, decision-making, clinch a deal and daily telephone answering. And customer reception, telephone answering, decision-making and error correction management of team members.

7. Evaluate the work of team members every month, fill in the "Special Assessment of Salesman Monthly" form, register the disciplinary actions of team members and ask the case manager for a fine.

8. Be responsible for guiding and educating new employees.

9. Assist sales staff to solve sales problems encountered in their work.

10, responsible for checking the sales control table every day to accurately grasp the daily sales situation.

1 1, responsible for sorting out loan information for loan customers in time and transferring it to the office according to the company's requirements.

Customer information is transmitted to the finance department in time.

12, which is responsible for keeping in touch with and tracking customers who have not made a deal.

13, responsible for filling in the daily sales report and customer information form.

14. Be responsible for providing after-sales service for customers who have already made a deal, and report the feedback from customers to all departments of the company in time.

We should maintain friendly relations with our customers.

15, responsible for reminding payable customers to pay back the money in time.

Responsible for completing the new tasks assigned by the company on time.

(5), information management specialist workflow:

1, customer data creation

1, responsible for data collection and database entry of daily visiting customers.

2. Responsible for the daily transaction customer data collection and database entry.

3. Be responsible for the preparation and filing of relevant materials for closing the customer's follow-up work.

4. Assist the planning specialist in monthly customer visit and customer resource analysis.

5. Regular customer return visits (telephone calls/visits).

6. Assist the planning specialist in organizing customer resources in promotional activities.

7. Responsible for the daily management and maintenance of customer resources.

8. Customer relationship maintenance.

(6), planning site specialist job responsibilities

1, through various channels, ensure that the number of customer visits is above-%every April;

2. Participate in market research, timely grasp the basic situation of the real estate market (especially competitors), establish information files, track the progress and evolution of individual real estate projects, and regularly write property market analysis and inspection reports.

2. Participate in the formulation of the overall promotion strategy, participate in the preliminary research and positioning of related projects, and formulate and implement the planning and promotion plan.

3. Carry out public relations activities, promotion activities and trade fairs, and be responsible for material allocation.

4. Actively explore promotion channels and assist in formulating the best media delivery strategy.

5. Cooperate with the sales department to analyze the sales situation, grasp the sales trends, and put forward measures and plans to promote sales.

6. Be responsible for the specific production and release, packaging and maintenance of main publicity materials and sales props.

7. Responsible for the packaging and maintenance of the site (construction site, sales plaza), and assist the property management company to package and maintain the finished product community.

8. Communication, supervision and contract execution of design and production cooperation units.

(VII) Duties of the Mortgage Commissioner

1. View mortgage information.

2. Submit the owner information with complete mortgage information to the bank for approval.

3. Responsible for coordinating and communicating with intermediary companies and banks on mortgage-related work.

4. Responsible for the completion of mortgage work.

5. After the mortgage formalities are completed, the bank will lend money. The mortgagor returns the information. What belongs to the customer shall be returned to the customer, and what belongs to the company file shall be kept by the company file.

6. Relevant materials for handling the real estate license shall be handed over to the accreditation commissioner for handling the real estate license after the customer pays the deed tax and maintenance fund.

(8) Responsibilities of the Registrar

1, workflow filing certificate:

Before handling the real estate license, you must first handle the registration certificate of commercial housing property rights.

(1) After the house is completed, the Engineering Department shall handle the completion acceptance record.

(2) After completing the completion acceptance record, find the Surveying and Mapping Team of Housing Authority for surveying and mapping. The materials to be provided include: construction project planning permit, red line map, land certificate, project completion acceptance record form, pre-sale permit, commencement permit, qualification certificate, balcony closed certificate, location change certificate, and specific use description of each building.

(3) After surveying and mapping by the surveying and mapping team, handle the surveying and mapping household map and surveying and mapping report.

(4) Pay the maintenance fund (handled by the financial department). After the customer pays the maintenance fund, the unpaid part of the maintenance fund shall be deferred for payment.

(5) After all the above procedures are completed, the property right registration certificate shall be handled. Information to be submitted:

Surveying and mapping report, certificate issued by the maintenance fund management center, completion acceptance record form, construction project planning permit, red line map, business license, qualification certificate, pre-sale permit and location change certificate.

If all the above procedures are completed, it will take 3 months if there is no situation, and the procedures for delaying payment of maintenance funds need to be solved by relevant leaders. The issue of basement property rights will drag on for some time.

2, real estate license processing workflow:

(1) The market office handles the transaction procedures. Materials to be provided: general documents: land certificate, pre-sale permit, property right registration certificate, power of attorney, copy of client's ID card, and certificate of change of location. Customer information: invoice voucher, deed tax payment voucher and maintenance fund deposit voucher (these three items are provided by finance); Contract, copy of customer ID card, transaction approval form. After the above materials are fully prepared, after submission, registration, preliminary examination, review and final judgment, the transaction service fee is paid and the transfer certificate is issued.

(2) Go through the formalities of the property registration department. Materials to be provided: transfer certificate, contract, maintenance fund deposit certificate, copy of customer ID card, house property registration certificate, power of attorney, household registration book of the place where the property is located, change certificate of the place, and property registration audit form. After the above materials are fully prepared, they shall be submitted, registered, preliminarily examined, reviewed and finalized by the Registration Section of the Property Rights Office, and then sealed by the certification office, and then transferred to the certification office for certification.

(3) Pay the fee and get the license. After obtaining the certificate, part of the mortgage loan will be transferred to the mortgage office for mortgage registration.

(4) All property certificates should be returned to the financial office for accounting and certification.

Note: both the market office and the property office of affordable housing need to provide the approval form and purchase certificate of affordable housing.

3, household land certificate processing process:

(1) Information required by the company: business license, legal person certificate, organization code certificate, copy of legal person ID card, power of attorney, copy of client's ID card, aerial survey map, original and copy of land certificate, and application form for handling household land certificate for each building.

(2) Information to be provided by the customer: copy of real estate license 1 copy, copy of ID card 1 copy.

After the above materials are fully prepared, after receiving the papers, preliminary examination, login, surveying and mapping, and auditing, they will be submitted to the Land and Resources Bureau of each district for verification.

After paying the fee and obtaining the certificate, it will be transferred to the financial office for accounting and certification.

Attachment: Daily Work Flow and Management Measures of Property Consultant

stage

A, take turns to be responsible for the reception task of the guide desk according to the sign-in order.

B. When the front desk staff sees the customer walking to the door, they should stand up immediately. After the customer enters the door, he should immediately ask, "Hello, are you looking at the house?" If customers give a positive answer, they should further ask, "Have you been here before?" . If you haven't been here, immediately guide the customer to the direction of the sand table and say, "Would you please come and have a look at the overall planning of the community first?" Before going to the sand table, hand over the customer's business card and greet the customer with a nod and smile. Just call me xxx and X in the newspaper and explain the sand table according to a unified statement.

C, old customers return visit should do:

After the customer entered the door, the front desk staff got a positive reply from the customer, saying that they had been here. They should ask who the real estate consultant is for the first time. After receiving the reply, they should abide by the rotation rules.

If the client can't remember who the real estate consultant is for the first time, the receptionist will be responsible for the reception.

Requirements: 1. The guide table should be kept clean and tidy, and only the wheel book and the customer's gold book can be placed on the table.

2. The front desk staff must do the front desk work fairly.

3. If an old customer visits the front desk staff, he/she must inform the next receptionist to take over his/her duties, and then he/she can receive his/her old customers after the handover.

4, the front desk personnel on-the-job time shall not make a phone call (answer the phone shall not exceed three minutes).

5, the front desk personnel shall not leave the guide desk without authorization (except with the consent of the supervisor).

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