2011年万科地产销售管理细则深圳万科地产二零壹壹年玖月玖日目录第一章总则..........................................................................................................................31、一般条款............................................................................................................................32、营销策划............................................................................................................................33、销售准备............................................................................................................................44、销售管理............................................................................................................................55、客户管理............................................................................................................................66、交房入住............................................................................................................................6第二章营销策划方案编制要点...........................................................................................71、区域市场状况分析............................................................................................................72、行销组合............................................................................................................................83、开盘时机规划....................................................................................................................94、各阶段销售方案的初步安排.............................................................................................9第三章销售准备工作控制指引.................................................................................................101、销售基础工作要点...........................................................................................................102、销售实施工作准备要点...................................................................................................10第四章销售管理程序................................................................................................................141、销售执行管理和监控.......................................................................................................142、销售执行信息管理...........................................................................................................16第五章销售主管工作职责.........................................................................................................191、销售主管的基本素质.....................................................................................................192、销售主管的工作内容及职责...........................................................................................193、销售主管的工作程序.......................................................................................................20第六章广告方案推广和审查细则.............................................................................................211、广告方案准备..................................................................................................................212、广告方案的制定..............................................................................................................223、广告宣传推广思路.........................
