销售全过程执行顾问操作方案三明国际（中国）商业策划顾问公司商业发展部1目录第一部分销售人员选聘...............................................................................................................51.销售团队的架构...................................................................................................................51.1销售人员的选聘............................................................................................................51.2有效售楼人员的基本素质与条件................................................................................61.3销售人员的招聘..........................................................................................................11第二部分销售培训体系.............................................................................................................161.培训目的.............................................................................................................................162.培训思路.............................................................................................................................163.阶梯培训.............................................................................................................................163.1按资深程度培训..........................................................................................................163.2按培训内容培训..........................................................................................................173.3销售培训的误区..........................................................................................................184.培训大纲.............................................................................................................................184.1销售培训目标..............................................................................................................184.2销售培训内容及方法..................................................................................................194.2.1楼盘认识培训...........................................................................................................194.2.2房地产市场认识培训...............................................................................................194.2.3团队协作培训...........................................................................................................264.2.4销售基本原理培训...................................................................................................264.2.5客户管理培训...........................................................................................................2724.2.6市场调查培训...........................................................................................................274.2.7销售人员自我管理培训...........................................................................................274.2.8星级销售人员销售技巧培训...................................................................................304.2.9销售制度培训...........................................................................................................334.3附件..............................................................................................................................35第三部分现场售楼体系.......................................................................
