A collection of personal annual work summary of real estate sales manager (1) inadvertently, xx has quietly left. The pace of time has taken away the busyness, worry, depression, struggle and persistence in my heart, so that I still stick to my post.
I. Project performance in xx years
In the twelve months from xx to the end of xx, sales performance is not a dream. Xx*** sells xx houses, garages and storerooms, with a cumulative contract amount of xx yuan, and the settlement agency fee is only XX yuan.
Two. Summary of xx years' work
Xx years, busy with annual summary, busy with the accounting of annual reports; Received the new annual work arrangement from the company in xx month, worked out the work plan, and prepared for the delivery of the xx building; In xx years, the house of xx building was delivered, and the sales plan of the tail house of the project was communicated with teacher xx of the planning department. I also put forward some ideas about the tail room and the garage and storage room that xx has not sold. With the consent of the developer, xx held the "Painting and Calligraphy Competition for Primary School Students in xx County" and the "Composition Competition for Middle School Students in xx County" respectively. With the assistance of the county education bureau, I hope to improve the reputation of xx real estate through various activities. Enriching the culture of xx, of course, the ultimate goal is to add fuel to the fire for sales. Unfortunately, the sales did not achieve the expected results, but it is gratifying that the activity itself has been affirmed by the owners and all walks of life.
Xx received the company's transfer order in September, and will take over the sales work while sorting out the final data of xx. I was really ecstatic at the news. Xx was the first company to recruit sales staff. The first project I came into contact with was xx, but I was assigned to xx after the overall research of the company. It's always a pity that I can't stay in xx for sales. Now I can finally work in the xx project, the sequel of XX. I think the company gave me a chance to realize my dream. During that time, my heart was flying. How unpleasant people will become kind in my eyes. In order to sort out xx's closing accounts within the specified time, I gave up my vacation and even worked all night, but the closing plan ended without results at the insistence of the developer. In xx, I am wandering between xx project and xx: the tail house sales of xx, the customer accumulation of xx, and the second delivery of xx ... I try my best to do the work on both sides. Although it's hard, I find everything enjoyable. I don't know whether to say unexpected or unexpected. Other people's changes caused me to fall from the peak to the bottom. In short, I spent a lot of time adjusting my state to understand this fact. Xx copies of continuous weifang sales, training employees, negotiating with developers and solving customer complaints.
Third, the problems existing in the work in xx years
1, xx Phase I Property Ownership Certificate was not issued for a long time, which caused the owner's dissatisfaction.
2. Although the second phase has been delivered in advance, some owners have delayed delivery due to housing quality problems. Although the coordination with the engineering department is very good, they only understand and reflect the problem, but they have not solved it.
3. At the end of the year, the agency fee was in arrears.
4. Sales personnel training (professional knowledge, sales skills and on-site response) is not in place.
5. The frequent turnover and replacement of sales staff is not good for the company and sales staff.
There are some shortcomings in communication with developers, and problems can not be solved in time through consultation with developers, especially with xx, which once caused tension. I hope to have better development next year and make greater contributions to the company!
Highlights of Personal Annual Work Summary of Real Estate Sales Manager (2) At the beginning of the year, I was lucky enough to join the big family of xx Real Estate Agency Co., Ltd. as a newcomer to real estate and serve as a property consultant in the company's projects. Thank you very much for giving me this opportunity! With the arrival of the end of the year, I was also promoted to sales manager. Now I will summarize the real estate sales this year.
I. Progress of sales work
Because I have never been exposed to real estate before, I am not familiar with the new environment and new things when I first arrived at the project. However, with the enthusiastic help of leaders and colleagues, I got a general understanding of the technical terms of real estate and the real estate market, and soon became familiar with the project knowledge and workflow, and soon entered the work role. Thank you very much for their help and guidance! They made me realize that as a member of the sales department, I have a great responsibility. As the facade of the enterprise, the window of the enterprise and a member of the sales department, his words and deeds also represent the image of the company. Therefore, we should constantly improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After a period of study, the xx project started. I made an appointment for xx sets, but only sold xx sets in the end.
Second, the problems existing in the work
The first close contact with real estate, as a newcomer, lack of practical experience. Lack of guidance to customers; The awareness of work initiative needs to be further strengthened, especially in visiting customers, there are always some psychological obstacles, so they are not active enough; Lack of unified rhetoric greatly reduces the accuracy of information conveyed to customers orally.
Three. Work plan and objectives for the new year
Next year, the company's task is xx billion yuan, and the task I give myself is xx billion yuan, making steady progress step by step. Strengthen sales skills; Strive to create sales methods and skills that suit you. Adjust mentality and build self-confidence; Strengthen the study of business ability and communication ability, replenish energy and prepare for the next challenge.
The coming year is meaningful, valuable and rewarding. With the efforts of every employee, the company believes that there will be new breakthroughs and new atmosphere in the new year, and it can occupy a place in the increasingly fierce market competition.
Highlights of the personal annual work summary of the real estate sales manager (3) Good achievements need to be shared in order to play an encouraging role. At the same time, it is also conducive to inspiring other employees to work together. Work summary undoubtedly provides a good sharing platform for a good work summary. Therefore, writing a good work summary is an effective way to continue success.
First of all, this year's overall market environment is summarized, such as changes in industry market capacity, brand concentration and competitive situation, changes in market share ranking of competing products, changes and characteristics of channel models, changes and characteristics of terminal types, changes in consumer demand, and characteristics of regional markets. The purpose is to understand the current situation and development trend of the overall market environment and grasp the pulse of the market environment.
Secondly, the performance of the main competing products in the market is deeply analyzed from the aspects of product series, price system, channel model, terminal image, promotion, advertising, marketing team and strategic partners. , so as to know yourself and know yourself. The purpose is to find the excellent marketing model of benchmarking enterprises, and tap the gap and deficiency between themselves and benchmarking enterprises.
Finally, it summarizes and analyzes its own marketing work, including sales data, target market share, product mix, price system, channel construction, sales promotion, brand promotion, marketing organization construction, marketing management system, salary incentive and so on. Swot analysis should be made for key projects, so as to be comprehensive and systematic. The purpose is to extract the key problems, analyze the initial reasons, and then it is possible to formulate corresponding solutions.
Take precautions and win thousands of miles away. The marketing work plan for the new year is to emphasize that man proposes something, and to plan and deploy the overall marketing work of the enterprise in the new year systematically and comprehensively. However, we also need to understand that the annual marketing plan is not a marketing plan, but a strategic thinking based on annual analysis and summary. A detailed marketing plan needs to be broken down into quarters or months, and only in this way can it be of practical significance.
Goal orientation is the key to marketing. In the new year's marketing work plan, the first thing to do is to formulate marketing objectives, which are concrete and data-based objectives, including the overall annual sales objectives, cost objectives, profit objectives, channel development objectives, terminal construction objectives, staffing objectives and so on. , and do a detailed decomposition. For example, the sales target of end products should be decomposed into every region, every customer, every system and so on. Circulation products are decomposed into every region, every customer, etc.
The second is product planning. New product development plan and product improvement plan based on consumer demand analysis; Analyze regional leading products through sales data and draw up regional product sales mix; According to the characteristics of different regional markets and the existing customer network resources, the channel positioning of regional products is put forward. Then, a standardized price system should be formulated, from the CIF price to the suggested retail price, including the price fluctuation range of all intermediate links. Sometimes it is necessary to draw up a phased price adjustment scheme in combination with the product life cycle.
If the enterprise still has blank areas to fill, or the existing dealers can't afford to sell new products, it is necessary to formulate regional investment promotion plans or customer development plans. Terminal products also need to improve the development planning of Shang Chao store.
Then draw up a brand promotion plan to expand brand influence and enhance brand reputation and loyalty, which needs to be divided into terminal image building, promotion activities, advertising, public relations activities and so on. Clarify the theme of promotion planning and the form of promotion combination.
Finally, the marketing cost budget, which calculates the distribution ratio of each project cost, each product cost and each stage cost respectively.
In this way, the overall annual work summary and the new annual marketing work plan can be considered as a complete system. However, in order to ensure the smooth and efficient development of marketing work, it is necessary to strengthen key work processes and key systems from within the enterprise and cultivate organizational execution.
Summary of Personal Annual Work of Real Estate Sales Manager (4) How time flies! In a blink of an eye, the hectic 20xx years have passed, and new challenges will appear before us. Looking back on this year, as a responsible department, under the correct guidance of company leaders, we worked hard and made some achievements, which are summarized as follows:
1. Complete the statistical analysis of annual sales performance.
(1) performance statistics
1. By the end of xx, the sales area of the first office building and its underlying business has been xx square meters, the sales volume has been xx million yuan, the leased area has been xx square meters, the rental income is xx million yuan, and the remaining area; There are only three sets of merchants at the bottom for sale and rental.
2.xx villa completed the sales of xx sets at the end of X, with the remaining xx sets.
3. The tail room of Yiyuan Community sells xx sets, and the remaining two sets.
4. From the opening day of xx Food Street to1February, except for booking two sets, all the others have completed the rental target.
(2) Performance analysis: Judging from the above sales performance, this year's work focuses on leasing, and sales are not ideal. Personally, some negative factors that objectively affect sales also exist.
1, the national macro-policy has changed the group of customers who buy houses, and the number of customers visiting has dropped sharply since xx years.
2. The project has not been professionally planned;
3. The high price factor of 3.xx villa project itself in this region.
4. The project advertising investment is blank, and the customer visits are few;
5. The sales center (external window) is blank;
6. The sales license of 6.xx project was delayed, resulting in the loss of some customers.
7. Model housing construction lags behind, missed this year's sales time, and other factors.
Second, human factors.
The quality of sales team members is not high and their professionalism is weak. Some practices in the work also have great problems, mainly in the following aspects: the most basic communication in sales work is not deep enough. In the process of communicating with customers, salespeople can't clearly convey the situation of our products to customers and understand their real thoughts and intentions; Unable to respond quickly to customers' suggestions or requirements. When conveying product information, we don't know how much customers know about our products or how much they have accepted. Many customers complain that the price is too high to bear, which is an obvious example.
Third, the market analysis
Take the xx villa project as an example. Compared with our villa project in function, our villa project has some shortcomings, such as no small garden in front of the door, selfless independent garage, poor apartment type and so on. But the price is on the high side. In the two-month sales process at the end of the year, the most involved problem is the price of the product.
Fourth, streamline the sales team.
With the continuous development of projects in various regions of the company, it is necessary to eliminate the advantages and disadvantages of sales teams and reserve talents. Professional and high-quality salespeople should consider the cost of sales a little. I think we can recruit on the basis of affecting sales, and our team needs to be effectively integrated.
Verb (abbreviation of verb) suggested summary
From the above summary and analysis, in addition to hardware construction. The sales department suggests to equip with information clerks to contact various departments and manage all kinds of important information and contracts. Secondly, the sales target sales plan also needs the support of a lot of data, which is equivalent to having a telescope to help you see the bull's-eye. Review the results every time you fire, so as to constantly adjust and strive to achieve the target accuracy.
At present, the sales data management of the sales department relies on paper and pencil for statistics or simple documents, and the unified management of electronic personnel has not been realized. Due to factors such as job saturation, the sales department and the financial department can't connect one by one every day. Such as sales control, debt recovery, contract management, license management, etc. , can not be clearly defined with the financial division of labor. I think the sales secretary can also conduct timely and unified electronic management of customer resources and all kinds of important data of the company, which can not only greatly improve the work efficiency of all departments, but also reserve and manage all kinds of important data and materials for the company as a company information clerk, so as to facilitate the sharing of all kinds of data of future projects by all departments.
Work plan for intransitive verbs at the beginning of the year
In the work plan at the beginning of the year, the following tasks are the main tasks:
1. Establish a relatively stable sales team familiar with the real estate industry.
Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. Establish a lethal team in the work at the beginning of the year, because this is a major task.
2. Improve the sales system and establish a clear and systematic business management method.
The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits.
The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to help salespeople improve their business ability to a new level.
4. Sales target:
The most basic sales target this year is to have a monthly income statement. According to the sales task assigned by the company, the task is divided into monthly, weekly, monthly and weekly sales targets to each salesperson according to the specific situation, and the sales task in each time period is completed. And improve sales performance on the basis of completing sales tasks. I think the development of the company next year can't be separated from the overall quality of the employees and the construction of the company's professional team. Improving execution, building a good team and having a good working mode are the keys to the work.
The above is my year-end summary and work plan for the beginning of the year. Please correct me if there are immature and inappropriate places.
Personal annual work summary highlights of real estate sales manager (5) Time flies, time flies, the year is approaching in a blink of an eye, and suddenly I look back and have been in the company for one year. In this year, through unremitting study and hard work, I have made tangible and intangible growth and progress. This year is approaching the end of the year, thinking about the past and looking forward to the future. In order to better carry out new tasks, define new goals and clear my mind, I have made an all-round analysis of my work this year, so that I can better understand myself, motivate myself and improve myself, so as to better and better complete the sales tasks entrusted by the company in the future!
First, the feeling and review at work.
Since I entered the company with passion and dreams in April, I have been growing with the company. With the company's southward expedition to North Station, from xx to xx, the company also moved from xx Building to xx Center, from the previous three project departments to the present five project departments. The team is growing, the strength and fighting capacity of the team are also increasing, and the scale of the company is also expanding. It can be said that it is a very extraordinary year, and it is also the xx anniversary. It coincides with the year of the official implementation of the Twelfth Five-Year Plan. This year is also the most extraordinary year in the history of China real estate market. This is the policy year of real estate. Policies are getting tighter and tighter, and various means are emerging one after another. In the face of the continuous intervention of national policies, it has brought great influence on our real estate sales and constantly challenged our survival limit, and our living space is getting smaller and smaller. Colleagues around me are constantly forced to leave their jobs because of the suppression of policies, and I think the more difficult the market environment is, the more they can exercise their business ability and quality, and it is also the time to show their value. Because I firmly believe that everything will come to an end, I can't help but express regret and regret for their departure. There are many excellent colleagues among them. I wonder what they think when they enter the company. How can they not stand the toss? And I firmly believe that adversity can give us valuable opportunities to hone, and only those who can stand the test are truly strong. Since ancient times, most great men have struggled out of adversity with indomitable spirit and indomitable will. In view of this, I sincerely thank the company for giving me this opportunity to work and exercise, and I am honored to be a member of xx tourism real estate Network. At the same time, we also thank the company for not abandoning us in adversity. After all, I haven't made any achievements for a long time. Thank you again for your cultivation, help, encouragement and support!
A layman who knows nothing about real estate since he joined the company has made continuous progress from a professional investment and real estate consultant. I have gained a lot this year, and I also have some views on the company's development nature, real estate market, working mode and strategic policy. As a real estate salesman and sales supervisor, I know my responsibility is great.
Because I represent the window of the company, my words and deeds represent the image of the company. I should not only do my job well, but also bring my own sales team, which urges me to improve my quality and strengthen my professional knowledge and skills. Only by setting an example can I convince the public. We should also maintain a good attitude at ordinary times. A good attitude is the most basic quality that a salesperson should have. Especially on the pie list, when I meet people and things of all colors, I can control my emotions and face them calmly with a stable attitude.
Second, the good aspects of work.
1. I am enterprising in my mind, and I love the sales industry, especially the real estate sales industry, because only by doing one line and loving one line can I be proficient and refined, and I can always maintain a positive attitude, stand on my own feet and work with peace of mind!
2. Optimistic and confident at work, hardworking, conscientious and pragmatic, obedient to management and arrangement, adaptable, team player, strong sense of responsibility and self-consciousness, and able to consciously complete the work at hand! And can abide by the company's rules and regulations!
3. Psychologically, you can correct your attitude. After all, sales is also a service industry. As the saying goes, "first-class real estate consultants sell not products but services" can usually maintain a positive attitude and a good sense of service, and can brake and adjust their emotions!
4. Be friendly with colleagues in life, treat others sincerely and be good at helping others!
Third, there are shortcomings in the work.
1. I'm not good at self-summary, self-reflection, self-examination, analyzing the root of the problem, and finding out the reason why the customer didn't close the deal and didn't have sales performance for several months. Of course, this includes external and internal factors, the real estate market depression reflected externally, and personal factors reflected internally. I think personal factors are the main factors!
2. Sometimes the mind is not correct, the course cannot be corrected in time, the will is not firm, and the self-control ability is poor. I always think this is because the market environment takes it for granted, I work harder than others!
There is no clear goal and detailed work plan in the work. As a salesperson, if you don't have a goal, you will let yourself go without a sense of urgency and pressure, which will lead to low work efficiency and unreasonable working hours.
4. Bragging that "quality is not quantity" leads to a small number of customers. Usually, the follow-up is not timely when making an appointment, and the management of customer assets is mixed, resulting in less entrustment, which affects the transaction!
5. Usually, the communication with customers is not deep enough, and the understanding of the project and the selling point of the real estate can not be clearly conveyed to customers, and the needs of customers can not be met in time, and the customer's views on the pros and cons of the project and to what extent can not be found in time.
6. I didn't consult my leaders and colleagues in time for the problems in my usual work!
7. The ability to talk to customers needs to be improved and enhanced, and there must be indecision!
Fourth, the improvement and help needed in the next step.
1. Improve the work plan and personal goals, and strictly implement and execute them!
2. Communicate with customers, learn new knowledge and master new methods!
3. Pay equal attention to quality and quantity, make an appointment to follow up and classify customers!
4. Read real estate-related books and other related sales knowledge during normal work breaks to improve your quality!
5. Problems found in daily work should be reflected in time and solved effectively in time!
6. Be positive, keep positive self-motivated, and devote yourself to the next step with a good mental outlook and a positive attitude!
7. Learn the knowledge of team building, fully mobilize the enthusiasm, creativity, self-motivation and enterprise of team members, build an ace sales team, and constantly strengthen and enhance their own capabilities!
8. I hope the company will strengthen relevant professional training, so that our comprehensive ability and quality can be comprehensively improved!
9. I hope to keep good aspects in my work and overcome and improve my shortcomings in the next work! The above is a summary of my work since I joined the company. For the shortcomings, please criticize and correct me so as to make better growth and progress!
Finally, I wish the company a prosperous performance in the new year, good health and smooth work for leaders and colleagues!
Highlights of the personal annual work summary of the real estate sales manager (VI) With the care and help of leaders and comrades at all levels in 20xx, I have always adhered to the sales front line, not afraid of hardship, fatigue and triviality, bearing in mind my mission, always taking the sales task as the center, center of gravity and core of my work, being brave in making progress and implementing the spirit of the company's documents. At the same time, I took part in business study, became familiar with the performance of various new products, and tried to overcome all kinds of inadaptability under the new situation, so that all basic work was normalized and not vague.
First, as a sales supervisor, study theory seriously and apply what you have learned.
In-depth study of the spirit of the company's documents in time, contact with their own work practice, creatively carry out their work, put forward reasonable suggestions and opinions to the leaders, be strict with themselves, improve their ideological consciousness, and be loyal, dedicated, strict and honest. Strictly abide by the company's prohibitions and the three chapters of the contract, seriously study and understand the spirit of the superior documents, and implement the decision and deployment of the superior, without perfunctory and superficial.
Second, work hard and complete all tasks seriously.
A large number of trivial and repetitive sales jobs can easily make people feel paralyzed, slack and war-weary. In the front line of sales, always give yourself a wake-up call and firmly establish the concept of "no small matter in sales".
Strictly carry out smiling service for subcontracted films, talk in Kan Kan no matter what the form, do a good job of memorizing, educate opponents regularly, and try to eliminate all kinds of hidden dangers in the bud.
Reasonably stimulate employees' self-discipline, put forward salary increase suggestions to the head office for employees with top sales rankings, and mobilize their enthusiasm. Help him analyze the reason why he didn't complete the sales task, whether it was a bad service attitude, a bad grasp of product performance, a good job or a slow hand. For employees who are good at doing well, analyze the reasons, focus on solving ideological problems, reduce ideological pressure and solve practical difficulties. For employees who are clumsy and unresponsive, propose to the head office to transfer to other positions where they can play their special skills. After a series of measures, the sales of each group have risen to a higher level, and all employees are proud of completing the task, forming a strong atmosphere within the group. Complete the sales tasks assigned by the company in advance with good quality and quantity for many times.
Three. Existing problems and deficiencies
1. Too much energy, insufficient preparation, and insufficient estimation of the practical difficulties faced in the work, which led to some work being anticlimactic.
Sometimes you are eager to succeed in your work, but haste makes waste.
In the new year, I will definitely sum up the successful experience, draw lessons from failure, closely unite around the company leaders, and continue to work hard to push the work to a new level with the care and help of leaders and comrades at all levels.
Highlights of the personal annual work summary of the real estate sales manager (VII) In the past year, xx Center experienced the accumulation period before opening, the opening period and the subsequent stable sales period; With the joint efforts of all the staff of the project team, the project customers have experienced the accumulation from scratch and from less to more, and gradually realized the expected sales progress value. The main marketing activities and sales work this year are summarized as follows:
First, the effect of marketing activities
At the beginning of the year, our company entered xx Center. Before entering XX Center, we had already completed the material preparation, personnel and vehicle deployment of the sales department. Later, the sales department of xx Center was enthusiastic and open, and completed the media and media promotion. Through this activity, the opening information of the sales department of xx Center was effectively conveyed and attracted a certain degree of market attention. It laid a solid foundation for a series of marketing promotion activities in the later period. The marketing method of paying equal attention to front-door performance and one-page distribution has achieved good results. During this period, we will complete the research work of similar projects around us and write detailed research reports.
With the official opening of the first batch of houses in the first phase of xx Center, the sales of xx Center officially kicked off, and the source of xx suite was set on the opening day. Before this, complete all advertising and preparation work before opening. The opening achieved the expected results, which laid a solid foundation for the later fund withdrawal and the good continuation of the project, and also laid the reputation of xx Center as the leader in the real estate industry. The pre-sale price was adjusted for the first time. This activity is the first time to adopt the promotion method of SMS, which may be because the number segment is not accurate and the effect of SMS is not obvious.
Second, on-site management.
A set of scientific, systematic and simple management systems and methods is the cornerstone of team success, which is particularly important as a sales department. In order to build a better sales team, the plan will develop a more perfect sales management system from the most puzzling problems and factors of sales staff, such as performance, motivation, behavior, mentality, rewards and punishments, etc.
Third, sales training.
The success of a real estate project is inseparable from hardware construction (lots, funds, apartment types, supporting facilities and building quality) and software molding (property, promotion and sales). As the forerunner of software directly facing customers, the comprehensive quality of sales staff has become the key factor for customers to book and sign contracts to a certain extent. Therefore, it is particularly important to shape a first-class sales team. According to the follow-up sales plan and market situation, targeted training content is added to the training, and it is also more detailed. The training content covers xx items, such as market research, basic knowledge of real estate, project knowledge, sales skills, basic sales process, and special case operation scheme, so as to improve the professional level of real estate consultants in a step-by-step and survival of the fittest training mode.
Fourth, marketing planning.
With the increasingly fierce market competition, product packaging and planning management are particularly important. The marketing method for xx center should be more grounded, adapt to the local market, steadily and better promote the sales work of xx center, use nodes to launch marketing activities suitable for the local market in time, and push xx center to another height on the existing basis.
This year, I saw the company's progress and growth, and I was eager to grow. I hope that the company can compete with big enterprises, and I also hope that I can become a veritable real estate elite. I want to work hard with the company and grow together. Under the leadership of the company's leaders, meet the challenges and create brilliance together.