Looking for rules and regulations for the sales department of small real estate properties

On-site management system of the sales department

1. Sign-in

1. Sales department employees implement a sign-in system when going to and from get off work, and the on-site supervisor is responsible for verification. Attendance records. If you are absent due to work or illness, you must submit a written leave application to the sales supervisor in advance, and notify the on-site supervisor in a timely manner after approval. Leave must be canceled afterwards, and no one is allowed to sign in for others or falsify, otherwise he will be punished as being absent from work for one day;

2. Employees who are unable to sign in due to business needs should report to the on-site supervisor in advance and arrive at the approved time after approval Sign in at the post; those who cannot report in advance should take the initiative to report to the person in charge of attendance afterwards, and after verification, the person in charge of attendance will record it truthfully in the sign-in book. Otherwise, proceed according to Article 2 below.

2. Commuting of employees to and from work

1. Sales department employees work five days a week. From Monday to Thursday, the on-site supervisor will arrange for employees to take two days off each week based on actual conditions. According to the actual situation, the sales department can be divided into morning shift and evening shift with the approval of the marketing department supervisor; during the exhibition and sales period, the sales department will arrive 30 minutes in advance.

2. Those who sign in later than the prescribed working hours are considered late; those who leave early will be judged on whether they leave the workplace on time; those who are late or leave the workplace without permission will be treated as absenteeism;

3 , Sales department employees are strictly prohibited from taking naps;

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 the workplace for more than 30 minutes without permission, you will be charged afterwards. If there is no reasonable explanation, it will be treated as absenteeism;

5. Anyone who is late once will have half a day's salary deducted. If a person is late three times in a month, he will be treated as absenteeism for one day. If he is absent for one day, he will be deducted five days' salary. Those who are absent from work for three days in a month will have their salary for that month deducted and will be fired;

6. Eating snacks and putting on makeup in the lobby of the sales site are not allowed;

7. Making personal phone calls It cannot exceed three minutes. If you meet a customer, you have to talk for a long time. Pay attention to time control. No personal phone calls are allowed during the exhibition;

8. The reception order is in the order of arrival;

9. Every time After receiving customers, you must immediately reset the tables and stools and clean the countertops;

10. You must wear work clothes and a tie when entering the sales department; you cannot enter the front desk in casual clothes;

11. After signing in at work every day, you must read the guestbook and sign after reading it. If you do not read or sign, it will be treated as a blank sheet;

12. Do not gather to chat about things unrelated to work. Reading and Magazines that have nothing to do with work;

13. Ladies are not allowed to wear sandals during working hours and should wear black leather shoes with closed toes;

14. After each visit to the completion site, return to the sales building You should take care of your appearance in time before going to the scene.

3. Leave Application

1. Employees who ask for leave due to illness must hold a sick leave certificate issued by a doctor at a district hospital;

2. Those who ask for sick leave should apply in advance. If the personal leave is less than half a day, it should be reported to the sales department supervisor for approval; if it exceeds one day (including one day), a leave request report must be submitted, which will be implemented after approval by the sales department supervisor. If you do not ask for leave in advance and do not reissue the application form afterwards, you will be treated as absenteeism;

3. During the company's advertising days and trade fairs, no sales staff are allowed to ask for leave. In special circumstances, manager-level leadership is required. approve.

4. Sales site work records

Daily work diary, daily visitor and call statistics table, call registration form, daily transaction and sales control registration form, monthly transaction desk Accounts, real estate sales control statistics table, monthly market comparison comparison table, comprehensive analysis table of customer opinions

5. Sanitation duty

The sales department site is cleaned by on-site sales staff. Ensure the store is clean once a day.

Onsite personnel job responsibilities

Sales manager responsibilities:

(1) Responsible for on-site operation control management

(2) Training site Sales staff and commanders coordinate all personnel on site to create a sales atmosphere and assist in closing deals;

(3) Formulate phased sales plans and promote implementation to complete sales targets;

(4) Responsible Communicate with agents and advertisers about on-site sales and provide timely feedback;

(5) Assist and participate in basic 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 implement various tasks

(3) Responsible for the personnel training plan;

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

(5) Allocate sales staff positions, mobilize staff enthusiasm, and be responsible for inspections; implement staff work quality;

(6) Assist in closing deals and signing contracts.

Responsibilities of assistant sales director:

(1) Train sales staff and train new employees;

(2) Remind each staff member of the task completion amount every day, Provide timely feedback on the work progress of the on-site sales department, and be mainly responsible for checking various forms and every detail in the sales department. You must take the lead;

(3) Supervise the on-site situation of the hospital.

Senior Sales Representative Responsibilities:

(1) Implement the sales plan and assist the assistant director to complete the work;

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

(3) Communicate with the on-site director in a timely manner and hold market research meetings;

(4) Regularly arrange for all sales department personnel to conduct market surveys .

Sales Representative Responsibilities:

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

(2) Collecting problems that customers have when signing contracts (weekly once) and submitted to the Sales Director.

Sales Receptionist Responsibilities:

(1) Responsible for promoting basic demonstration units, promoting transactions and assisting in signing pre-sale contracts.

Remarks: If the personnel in the above positions cannot fully complete their work, all colleagues should cooperate.

Rules for property salespeople

1. Basic quality requirements

1. Good image, sincere attitude, dedicated service, alert response, firm confidence, smooth expression Positive and enterprising = TOPSALES;

2. Employees should be proactive and responsible. To do their own functional work well, Tongjin should take the initiative to assist other colleagues in their work, and everything should be done from beginning to end;

3. Employees should pursue team spirit and promote unity and cooperation between departments and colleagues. Communicate, trust each other, and focus on overall interests;

4. Company employees should take the initiative to improve and improve their professional standards, pay attention to market dynamics, capture market information, pay attention to their own image externally, and are not allowed to disclose relevant company information to the outside world. Business secrets;

5. Employees must pursue efficiency in their work, deal with problems as soon as possible, and do not postpone things that can be done overnight until the next day.

2. Basic operational requirements

1. Pay regular attendance according to company regulations and maintain a clean and tidy image of the company;

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

3. Strictly keep the company’s business confidentiality and take care of all the company’s tools and facilities;

4. Actively collect competitors’ sales information and report to the supervisor in a timely manner;

5. Achievements do not come by luck. Only by enriching yourself and working hard can you become a winner;

6. Experience is accumulated from practice. For any customer who comes to your door, All employees should be treated as potential customers and given a warm welcome;

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

8. On the days when the company publishes advertisements, no business personnel are allowed to take leave and must all be on duty unconditionally.

3. Basic Discipline

1. All employees should abide by various national laws and regulations. Be a qualified citizen;

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

3. Except for normal vacations, employees must come to and from get off work on time, and are not allowed to be late or leave early;

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

5. Respect others, respect other people's work, respect other people's choices, and respect other people's privacy;

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

7. Employees should have clear superiors and subordinates when working. relationships, readily accept instructions from superior departments and work hard to implement them. Strictly abide by the rules and regulations of each department of the company, attend various regular meetings on time, and submit various work reports to the supervisors on time;

8. Employees should consciously maintain the company's image and pay attention to maintaining the sales department It is strictly forbidden to make noise, play, eat snacks and other behaviors that damage the overall image of the sales department. It is not allowed to put on makeup or change clothes in public places, and it is 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 working hours. If you encounter special matters, they must be approved by leaders at or above the supervisor level;

9. Personal phone calls are not allowed during working hours. If you really need something, you should keep the conversation short and cannot exceed three minutes. minutes;

10. There are no incidents (phenomenon) of being indifferent to customers, turning a blind eye to visiting customers, or being rude and quarreling with customers;

11. Employees cannot engage in private transactions that are harmful to the company. Activities in the name of the company shall not be carried out in the name of the company for any private behavior that is detrimental to public interests or any business beyond the designated scope of the company. If there is such behavior, you must bear all legal liabilities arising therefrom. The company has the right to terminate the employment contract and pursue legal action. Its legal responsibilities;

Without the permission of the company, you are not allowed to transfer the real estate on behalf of the customers who have purchased it;

You are not allowed to accept the entrustment of others to sell the real estate privately;

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

12. Employees must take good care of the company's property. If the company's property is damaged artificially, the company has the right to seek compensation. The valuable property equipped and used by the company should be returned to the company when they leave the company;

13. It is strictly prohibited to smoke in the office and maintain a fresh working environment. If an employee violates the company's management system, the company will impose the following sanctions depending on the situation:

Those who commit the following acts will be given a warning and withhold part or all of their wages or bonuses:

1. Refusal to perform without justifiable reasons Supervisor's instructions;

2. Leaving the job without permission, affecting the work;

3. Caused major mistakes at work due to lack of work responsibility;

4. Behaving rudely to your boss;

5. Not concentrating on your job during working hours, casually chatting and joking around;

6. Being late multiple times a month;

7. Those who are absent from work for two days a month;

8. Those who cause accidental losses to the company.

Anyone who commits the following acts will be fired from the company without any financial compensation:

1. Asking for kickbacks from customers;

2. Misappropriating or stealing the company’s funds Funds, property;

3. Criminal offenses;

4. Deliberate destruction of company property;

5. Absence from work more than three times without reason within a month;

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

7. Work part-time in the same industry.

Business Code for Property Salespersons

1. Good teamwork spirit: Any property salesperson is a member of the sales department team, so each salesperson is required to Building people must have a team spirit, and mutual exclusion is not allowed.

Intimate suggestions for sales leaders: Once mutual exclusion occurs, leaders should not take it lightly, because it will cause devastating damage to the sales department as a whole. They should immediately resolve the phenomenon of intrigues and put an end to this kind of situation. occurrence of phenomena.

Intimate suggestions for property salespeople: If you don’t pay attention to cultivating your teamwork spirit, then you will lose many things: including colleague friendship, harmonious interpersonal relationships, opportunities to be promoted by superiors, etc. . Then you will be completely isolated in this team. When you need help from others, no one will come to your aid. And over time, if your superiors find out that you lack team spirit, they may fire you. Remember, only collaboration can create the most winning situation.

2. Good professional ethics: Employ people with ethics first. No matter how powerful a person is, if his quality is not good, he cannot be used. Some property salespeople often seek personal benefits (receive kickbacks privately), steal customers from colleagues, leak company secrets, slander colleagues and the company, and damage company property.

Intimate suggestions for sales leaders: For this type of personnel, superior supervisors should educate them. If the education is ineffective, no matter how brilliant their performance is, they must be dismissed without regret, because those with poor quality People are like cancerous tumors. If not removed, it may endanger the entire life.

Intimate suggestions for property sellers: No company or individual likes people with poor quality, because people with poor quality will only have a negative impact on the collective and others. As the saying goes: If you want people to know something, you have to do nothing about it. There is no airtight wall in the world. You must not take a chance. Things are often done by chance. Some people always think that they will do it this time and not next time. But do you know that maybe this time will affect your entire life. When getting along with colleagues, never make small reports about them. Anyone who tattles on a colleague is equivalent to suppressing a way to tattle on yourself. Tomorrow they will tattle on you. If you have something to say, say it clearly to your face and don't say it behind your back. If you work in a harmonious working environment, you will feel happy. If you lack good professional ethics, you will become a stain in the eyes of your colleagues. If there is discord among colleagues, your mood will be affected and you will become depressed. Why bother? Remember: quality is gold.

3. Good enterprising spirit: If a property salesperson lacks enterprising spirit, it is impossible to be proficient in business skills, and it is impossible to achieve extraordinary results, and it will also affect others and weaken the enterprising spirit of colleagues.

Intimate advice to sales leaders: Leaders should not dismiss salespeople who lack enterprising spirit easily, because they are not inherently bad, they are just more inert. When dealing with his education, it is best to be his friend first, educate him as a friend rather than as a boss, and use a family-friendly approach, so that others are more likely to accept it. If you assume a leadership posture, the effect will be It is often counterproductive. He will think that you are asking for advice and turn a deaf ear to your words. If enlightenment doesn't work once, try it a second or third time. Don't give up. Remember, everyone is reasonable. If your enlightenment is not effective, it’s not that the other person is unteachable, but that your method is inappropriate. Then choose another path. As long as you don’t give up until you achieve your goal, you will succeed. The harder it is to educate employees, if you can successfully educate them, the more you can show your extraordinary talents, and it also shows that you are suitable to be a leader. If you give up, you are not a good leader.

Intimate advice to property sellers: There is a popular saying: If you don’t work hard today, you will have to work hard to find a job tomorrow. This makes sense. The purpose of a person's work is nothing more than to make money and realize self-worth. If you don't have an enterprising spirit, you will be inactive, and you will feel sour when you see others achieve results. Instead of this, why not cultivate your own positive enterprising spirit? Working is happy. When your laziness "gets up", you should quickly think about the loss and hardship of unemployment, so that you will defeat yourself. The greatest happiness in life is to achieve results at work, but without ambition, you cannot achieve results. Why don't you do happy things? Stop trying to get by, act quickly, your achievements and happiness are waiting for you, and your family is also waiting to share the happiness of your achievements.

Basic requirements for property salespersons

1. Good image and appearance: property salespersons are the frontline sales personnel of developers and are responsible for direct contact with customers. Therefore, Sales personnel 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 good facial features, but they must be neatly and cleanly dressed, dignified and generous, and polite to others.

2. High-quality service attitude: When receiving visiting customers, three "initiatives" must be achieved. That is, take the initiative to greet customers, take the initiative to seat customers, and take the initiative to show sales materials to customers. Everything must be polite and courteous, and no dissatisfaction with customers is allowed. We must have a strong affinity and adhere to the principle of "customers are God".

3. Fluent expression ability: In terms of language expression, you must achieve a level of fluency, strong rationality, and careful logical thinking.

Four. Good professional ethics: Do not harm the public and private interests, do not harm others, do not gossip behind the back, strictly keep company secrets, do not work for the company's competitors after resignation, do not speak ill of the company, be good at uniting colleagues, Be willing to help others, do not make small reports or retaliate, strictly abide by the company's rules and regulations, be proactive, and work hard to learn business knowledge.

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 are required to have a studious spirit, be fully familiar with professional knowledge in a short period of time, and improve your professional quality.

6. Good teamwork spirit: good at handling the relationship between colleagues, between departments, and between superiors and subordinates. Everything should focus on the overall interests of the company, and cooperate with each other in work without lagging behind.

7. Strong public relations capabilities: Sales and public relations are of the same origin. Sales belongs to the category of public relations. For customers, public relations should turn potential customers into target customers and strive to conclude transactions.

8. Be prudent and down-to-earth and calm in dealing with changes: Sales personnel are required to be steady and have the ability to deal with various complex matters and emergencies.

Obligations of property sellers

1. Actively maintain the image of the developer: do not do anything that damages the image of the developer, and do not say anything that damages the image of the developer. Put the developer's image before your own. If something harms the developer's image, it must be stopped promptly, and we cannot turn a blind eye and let it go.

2. Maintain the safety of company property: Be responsible for the safety of any company property.

3. Supervise each other among colleagues: Whether they are superiors, subordinates or current levels, they all have the obligation to supervise. If they find that colleagues have interests that damage the image of the company or others, refuse to carry out company instructions, or violate the company Bad actors such as those in the rules and regulations should be stopped. If the stoppage fails, they should be reported to the superior supervisor in a timely manner.

4. Respect leaders and unite colleagues: Respect superior leaders and do not bargain with superior leaders. Unite colleagues and do not undermine each other or form cliques.

5. Be upright, magnanimous and magnanimous: Don’t care about small things. When there is a conflict between collective interests and personal interests, consider it from the collective perspective first, actively safeguard collective interests, put the collective before the individual, and put others before yourself.

6. Carry forward the spirit of ownership: While doing your job well, you must actively consider the overall development of the company, make more reasonable suggestions to the company, and do your best for company construction.

Theoretical Basics of a Property Salesperson

The theory of a property salesperson is equally important as the practical skills of selling a property. According to the survey, many property salespeople have rich practical experience but lack a good theoretical foundation. They are a bit like waiters in the hotel industry, who only know how to receive customers but have no service knowledge. Having operational experience without theoretical knowledge will seriously restrict sales.

The theoretical knowledge that property salespeople must possess includes the following aspects:

1. Basic knowledge of marketing

2. Basic knowledge of advertising

3. Basic knowledge of real estate

4. Current local real estate trends

5. Basic knowledge of business management

6. Basic knowledge of service

7. Basic knowledge of corporate culture

8. Basic knowledge of sales

9. Basic knowledge of decoration and decoration

10. Basic knowledge of property management

The basic knowledge of the above eight items must be mastered. If a property salesperson only knows how to receive customers mechanically, but does not understand the basic knowledge of corporate culture of marketing, advertising, service, and even the basic market conditions of real estate. If you don't know anything, it's impossible to receive customers well. When customers raise questions, they will have no way to answer them. Any customer will lose confidence when facing such a salesperson.

Psychological quality of property salespeople

Property salespeople always appear on the front line of marketing and have to deal with customers face to face, and customers come from all walks of life and all walks of life, and their personalities vary. The difference is different. If the property sales person lacks good psychological quality, it will seriously restrict the performance of the property sales. Therefore, property sellers are required to have high psychological quality. When dealing with customers, no matter what they do or say, they should treat each other with a smile and forget all grudges with a smile. If property sellers want to improve their psychological quality, they can start from the following aspects:

1. Control the horizontal mentality: Don’t make yourself irritable or irritable, control your mentality on a horizontal line, and keep your mentality ups and downs. Don't make it too big. No matter what happens, you should keep your mentality from being too ups and downs. Don't be too excited when you encounter happy events. Don't be too sad when encountering bad things. Always maintain a calm and indifferent mood.

2. Cultivate an optimistic spirit: think about the good in everything. When a customer behaves abnormally, try to think about the good. This will make it easy to put yourself on the same emotional line as the customer. On the other hand, it is easier to understand the words and deeds of customers.

3. Maintain a childlike innocence: Do children’s innocence bring out their own excellence?

Salesperson’s summary and information feedback

The summary cycle is divided into: daily summary, weekly summary, monthly summary and quarterly summary.

Summary is to summarize experiences and lessons in order to create good conditions for the next step of work.

Content of summary:

Negotiation: Summarize the negotiation with the customer. How is this negotiation with the customer different from the usual negotiations with the customer? Are your attitudes, language usage, and methods during negotiations appropriate?

Etiquette: Is the etiquette for receiving customers inappropriate?

Introduction: Did you encounter any new problems when introducing the property to customers? Did you make any mistakes during the introduction? Can the introduction method be accepted by customers? Whether the characteristics and key points of the property were highlighted during the introduction.

Contract signing: whether the customer proposed new conditions when signing the contract, and what questions the customer has about the contract.

Aspects of success: What are the reasons for successfully signing the contract, and what aspects of the property the customer likes.

Failing aspect: What is the reason why the customer did not sign the contract? Is it a real estate factor or a personal factor?

Customer aspect: What type of customer does it belong to, and how is it different from usual customers.

After summarizing, the key step is to find out the best and worst aspects, and then solve them one by one, carry forward the good aspects, and immediately start improving the bad aspects. Solve it and avoid making the same mistake again.

The steps of summary: record, organize, classify, analyze, file, feedback and solve.

Record the key parts of the work process, and then organize the records. When organizing, classify the recorded data, and then do a systematic analysis to find out successes and failures, new problems, and new perspectives, and put them into practice. Archive and provide feedback to superiors, and finally seek solutions.

The purpose of summary is to find differences, blank points, doubts, and new problems. Then it is carried out in two steps: the first is information feedback, feeding the information back to superiors so that superiors can make decisions; the second is digesting it yourself, so that you can summarize your experience and continuously improve yourself.