Looking back on this unforgettable work course, in order to better devote myself to this work full of XXX in the new year, I make the following summary of the past year:
First, there are still many shortcomings in our work, so we should continue to learn from our colleagues.
First of all, as a newcomer to the company who joined in XX, I have a lot of ignorance about the real estate market in Jinshitan. Facing the new environment, new projects, especially old-age holiday projects, I am very strange. In just a few months, while learning from the experience of the company, XXX and colleagues, I explored my own sales plan. There are still more or less deficiencies in many places, and I need to study better and improve myself.
Secondly, it is still a short time to join this United XXX, and many excellent corporate cultures and rich corporate details have not been better understood and accommodated. This requires me to better understand and grasp in the future team life, enrich my knowledge, arm my thoughts, and make better use of the excellent corporate culture of this team in the future sales work;
Second, the enthusiastic XXX and XXX teams have achieved self-transcendence for themselves.
As a member of the sales department, since I joined the company, I have deeply felt the heavy responsibility I have undertaken. As the window of the company, the image of the company, my every move, words and deeds also represent the image of a company, which inspires me to constantly improve myself from beginning to end, constantly demand myself with high standards, and constantly overcome my shortcomings to give play to my strengths. On the basis of high quality, constantly strengthen professional knowledge and armed professional skills, and be an excellent salesperson with excellent professional knowledge, strong communication and coordination skills, hard work and good teamwork spirit.
From my employment to the end of 20xx, I * * * sold XXX apartments with a total sales of XXX million yuan, accounting for XXX% of the total sales, and won the monthly sales champion for XXX months in a row. However, as an old business person who has been selling real estate for 20xx years, although I have not been in the company for a long time, such a set of figures is still not satisfactory to me personally. I hope that in the year of 20xx, I can make progress and make a breakthrough, and better embody and realize my self-worth.
Third, the powerful group enterprises as the backing, bring me more confidence and enthusiasm to praise the company.
The new environment brings new opportunities, but it also brings self-pressure. After a short period of professional training, with the care of company leaders and the careful help of colleagues, I can quickly get familiar with our project knowledge of Sunshine Mediterranean and understand the shape of Jinshitan real estate market. Humanized management mode, smooth department connection, enthusiastic team spirit ... Faced with these good working environments, I strengthened my belief as a member of this XXX, gave me confidence as a window salesperson of the enterprise, and inspired my love for such a group, an enterprise and a XXX. Let me forge ahead in this beautiful space and gallop happily on the stage of sales work.
Strong enterprise strength, solid capital foundation and excellent management team, even as an ordinary salesperson, I feel extremely confident, so that when I face the customer group directly, I can use my confidence to infect customers, build customers' confidence in our enterprise and our project, and better complete the sales task and our sales work.
Four, nearly half a year's sales work, as a salesperson who rushed to the front line of sales, through directly facing different customer groups, I picked up some small questions about our understanding and expectations of Sunshine Mediterranean Project.
20xx is a meaningful, valuable and rewarding year. The successful opening of XX month has made our Sunshine Mediterranean a well-known high-end project, and it is also the starting point for us to establish a brand image. All the projects in the first phase were sold, which increased our confidence in the second phase. The successful sales of the second phase pushed us to another peak villa.
In the course of studying other projects in the past month, we visited some high-end projects in the city, which made our sales team have different degrees of promotion and new understanding, not only broadened their horizons, but also better understood the market demand, advantages, resilience and value preservation of high-end projects under the current policy environment. Through these understandings, combined with the present situation of more and more high-end project products in Jinshitan, I have a deeper understanding that the particularity of Jinshitan land determines its unrepeatable and extraordinary potential.
In 20xx, our villa project will realize the sale of existing houses, but considering the whole market of Jinshitan, the pressure is still great.
First, our price advantage is not obvious compared with similar villa projects in Jinshitan;
Second, building materials and building materials also have certain disadvantages compared with other projects;
Third, there are many villa projects in the same area, which will inevitably increase the sales pressure of our villa projects. Although the pressure is great, with the efforts of our excellent team, there will be new breakthroughs and new atmosphere in the new year, and we will certainly occupy a place in the increasingly fierce market competition.
Personal summary of real estate sales 2 Review 20xx years and look forward to 20xx years. In the coming 20xx year, the real estate industry in China presents a very hot scene, which is an extraordinary year for many people. Personally, under the training of company leaders and branch managers, with the help of colleagues, I have gradually matured, and my personal hardware and software have made great progress or changes. I have made some achievements this year, but of course there are some shortcomings. Below I will make a detailed report on the summary of 20xx:
First, marketing management
This year, around the goal of "outlets must be sold by lease, apartment buildings will basically be liquidated, and office buildings will pay attention to popularity" formulated by the company at the beginning of the year, we will do our job well and try our best to complete all tasks assigned by the leaders.
1, do the basic work of sales management. Including market research, sales site management, bank loans, report management, sales strategy, price strategy and sales meeting;
2. Do a good job in advertising planning. Bidding and inquiry, including advertising items. The implementation of the advertising plan;
3. Do a good job in the handling of real estate warrants;
4. Do a good job in promotional activities.
Second, the preparation of marketing planning
1, do a good job in market research. On the basis of previous product research, this paper makes a comprehensive survey of the real estate market in three parts. At the same time, do a good job in customer visits and master customer consumption characteristics and expectations. , to achieve the purpose of knowing ourselves and ourselves;
2. Do a good job in project environmental investigation. Mainly analyze the geographical location and surrounding facilities of this project;
3. Do a good job in the activity planning of the China Habitat Gold Medal Pilot Project;
4. Pre-sale preparation. Including model house decoration, project positioning and promotion ideas, sales props preparation and property management company, etc.
Third, personal work experience.
1, planning and overall situation are the most important. Try to stand at a higher angle and grasp the core work at different stages;
2. Pay attention to the control of details. For example, in advertising cooperation, the control of manuscripts is not in place, which eventually leads to many invalid telephone personalities;
3. Keep learning. On the basis of learning business knowledge and political knowledge well, try to learn some economic policies about real estate, including land, finance, taxation, planning and property management. We should also learn from the practices of some benchmark enterprises in this major and combine them with practical application;
Being a man is the key. As a member of the team, we should be kind to everything around us, see the advantages of others, and learn from others modestly and cautiously; Whatever you need, share your strengths with your colleagues and let everyone grow together.
Personal Summary of Real Estate Sales Chapter III Since I officially joined the company in xx, 20__, I have unconsciously ushered in 20 _ _ years in my busy and fulfilling work. It's been almost a year since I came to xx Group. During this period, I experienced the professional training of sales staff in our company, participated in the sales work of xx project, joined the enthusiastic sales team, and appreciated the advanced and humanized company culture. Looking back on this unforgettable work course, in order to better devote myself to this passionate work in the new year, I make the following summary of the past year:
First, there are still many shortcomings in our work, so we should continue to learn from our colleagues.
First of all, as a newcomer who has been employed for 20 years, I have a lot of ignorance about the real estate market in Jinshitan. Facing the new environment, new projects, especially old-age holiday projects, I am very strange. In just a few months, while learning from the experience of companies, collectives and colleagues, I explored my own sales plan. There are still more or less deficiencies in many places, and I need to study better and improve myself.
Secondly, it is still a short time to join this United and progressive group, and many excellent corporate cultures and rich corporate details have not been better understood and accommodated. This requires me to better understand and grasp in the future team life, enrich my knowledge, arm my thoughts, and make better use of the excellent corporate culture of this team in the future sales work.
2. Enthusiastic collective and passionate team have achieved self-transcendence for themselves.
As a member of the sales department, since I joined the company, I have deeply felt the heavy responsibility I have undertaken. As the window of the company, the image of the company, my every move, words and deeds also represent the image of a company, which inspires me to constantly improve myself from beginning to end, constantly demand myself with high standards, and constantly overcome my shortcomings to give play to my strengths. On the basis of high quality, constantly strengthen professional knowledge and armed professional skills, and be an excellent salesperson with excellent professional knowledge, strong communication and coordination skills, hard work and good teamwork spirit.
From my employment to the end of 20___, I * * sold 28 houses with a total sales of 2.68 million yuan, accounting for 14.74% of the total sales, and won the monthly sales champion of 1 month. However, as an old business person who has been doing real estate sales for five years, although I have not been in the company for a long time, I am still not satisfied with such a set of figures. I hope that in 20___ years, I can make progress and make a breakthrough, and better embody and realize my self-worth.
Third, the powerful group enterprises as the backing, bring me more confidence and enthusiasm to praise the company.
The new environment brings new opportunities, but it also brings self-pressure. After a short period of professional training, with the care of company leaders and the careful help of colleagues, I can quickly get familiar with our xx project knowledge and understand the form of xx real estate market. Humanized management mode, smooth department connection and enthusiastic team spirit. In the face of these good working environments, I have strengthened my belief as a member of this group, given me confidence as a window salesperson of an enterprise, and inspired my love for such a group, an enterprise and a group. Let me forge ahead in this beautiful space and gallop happily on the stage of sales work.
Strong enterprise strength, solid capital foundation and excellent management team, even as an ordinary salesperson, I feel extremely confident, so that when I face the customer group directly, I can use my confidence to infect customers, build customers' confidence in our enterprise and our project, and better complete the sales task and our sales work.
Four, six months of sales work
20 years is meaningful, valuable and rewarding. The successful opening in xx month has made xx a well-known high-end project, and it is also the starting point for us to establish a brand image. All the projects in the first phase were sold, which increased our confidence in the second phase. The successful sales of the second phase pushed us to another peak villa.
In the course of studying other projects in the past month, we visited some high-end projects in the city, which made our sales team have different degrees of promotion and new understanding, not only broadened their horizons, but also better understood the market demand, advantages, resilience and value preservation of high-end projects under the current policy environment. Through these understandings, combined with the present situation of more and more high-end projects in xx, I have a deeper understanding that the particularity of xx land determines its non-replicability and extraordinary potential.
In 20___, our villa project will realize the sale of existing homes, but combined with the whole market of xx, the pressure is still great. There are also many villa projects in the same area, which will inevitably increase the sales pressure of our villa projects. Although the pressure is great, with the efforts of our excellent team, there will be new breakthroughs and new atmosphere in the new year, and we will certainly occupy a place in the increasingly fierce market competition.
Personal summary of real estate sales 4 Unconsciously, 20 years have passed and there is a lot of entry time. During this period, I was promoted from real estate consultant to sales manager step by step. I keep learning knowledge, accumulate a lot of experience, and at the same time exercise and improve my business ability, which adds an impulse, a joy, a sadness and, most importantly, a life experience to my life. It can be said that during my stay in Jiuyang, I received a lot of goods and felt a lot. Here, I am very grateful to every leader and colleague of the company for their help and guidance. Now I can finish my work by myself. Now I make the following summary of my current work.
I. Completion of tasks
This year's actual sales subscription signing commission is compared with that of competitors.
Second, team management.
1, recruitment interview
I lack careful design and arrangement in the recruitment interview, and sometimes I don't pay attention. I always follow your idea. There is no need to talk too much with the interviewer. It is precisely because I don't pay attention to the application that some excellent personnel are lost and a lot of trouble is added to the personnel department.
2. Team training
There is no training plan, the training purpose is not clear, there is no systematic preparation before training, the goal of building a team is unclear and general, and the training plan is also general. Therefore, when training, you should train whatever you think and what you think the team lacks. Sometimes there is little training, and sometimes training every day can't achieve the expected results. It not only increases the burden on buyers, but also affects everyone's mood.
There is no long-term overall arrangement and arrangement for training, and there is no adequate preparation in advance. Not only did I not get exercise, but I also made the whole team flinch. There is no research on the difference training between old property consultants and newcomers, which increases the difficulty for newcomers to learn. Old property consultants also feel that they have paid time but can't get better results.
3, supervise the work
Many things are arranged in time, but they are not urged and supervised in time, which leads to unsatisfactory or even incomplete things. For example, property consultants seldom supervise and check callers, which leads to unsatisfactory work of property consultants in this regard. Some real estate consultants don't even make an appointment visit to customers for a long time, thus losing the company's rare customer resources.
4. Summarize the study in time.
When I encounter some problems in my work, I seldom sum up my study, let alone pass on what I have summed up to the team. Sometimes the questions are all over, so I don't remember them. I summarize them and pass them on too much. When you meet a problem customer, you always try your best to solve it, but you always ignore the root causes of these problems, so repeated problems keep appearing. How to solve this problem in the early stage or nip it in the bud is not my own summary and teaching.
5. Implementation and implementation of the company system.
For example, some staff are occasionally three to five minutes late, but because they can't stand it, they will not be fined in strict accordance with the company system, which leads to psychological imbalance among other property consultants and brings certain difficulties to management. The reason is that as the person in charge of the sales department, we should first punish them in strict accordance with the company's management system, and we can't bear to turn a blind eye to their disciplinary actions and not give them a fine. In fact, we are conniving at their behavior, so it is dereliction of duty for me. The company's most fundamental management system itself has not been implemented and implemented in place for various reasons, let alone let its own team strictly follow the system requirements.
6. Sensitivity of problems in front-line sales.
Because the front-line sales work is flexible and changeable, it is necessary to formulate corresponding institutional strategies in time according to the actual situation. In this respect, there is a great lack of self-initiative and positive consciousness. I am always used to the leader arranging the work before implementing it, without thinking too much, which makes a lot of work very passive.
7. Communication between teams.
I once worked out a communication plan with the staff seriously, but I forgot it after a period of implementation. For various reasons, we failed to communicate with the team in advance to explain the company's situation, which led to some minor situations, which not only affected team morale but also affected normal work. Through this incident, I deeply realized how important it is to communicate in time.
Third, the management of the scene of the case.
1. In terms of monitoring and grasping the clients at the case site, I always try my best to solve the problem clients in time when they appear, and I always give full and timely guidance to the clients of property consultants at the case site. At the same time, I suggest or organize other real estate consultants to create an appropriate atmosphere, often organize real estate consultants to communicate and grasp the key points in the process of talking about customers, so as to improve the transaction rate of local real estate consultants. In particular, new property consultants will give their opinions in time, and other property consultants will also organize their participation in time to improve their skills.
2. Customer's handling of case site problems
When customers have problems, they patiently explain and solve the problems, reducing the number of customers who disagree and increasing their trust and recognition of the company.
Fourth, execution.
I am deeply aware that my work is more procrastinating than others, and there is always an idea that I can never finish it until the last moment. Therefore, I can always put off things arranged by my leaders or other things, knowing that my procrastination habit will harm others and myself, and I must try my best to get rid of this bad habit.
During my time in the company, I knew that I had various problems and shortcomings. In the future, I will reposition myself, boost my confidence, keep my true colors and rekindle my passion. I will study hard to improve my ability in all aspects on the premise of getting rid of my shortcomings, and make the following work plan.
1. First of all, we should not only adjust our personal mentality, but also tide over the difficulties with the company and team no matter what difficulties we encounter. Use your good attitude to influence people around you and the team of the company.
2. Secondly, for the lack of individual team management, it is necessary to formulate detailed team management objectives and implementation plans.
3. Learn the skills of recruitment interview, attach importance to every recruitment interview, design an interview plan before each interview, and attract and retain outstanding talents for the company as much as possible.
. CN/, and strictly follow the management system, no matter who violates the company's original problems, they will be treated equally and will not be tolerated, bearing in mind that "management is strict love"
5. Lack of communication with yourself. Communicate effectively with property consultants twice a week. Understand and master the mentality and dynamics of real estate consultants in time.
6, about the supervision work before the Spring Festival to form a system, rewards and punishments.
7. Regarding the lack of execution, formulate rewards and punishments measures for the lack of execution, and strive to complete everything with high quality in the first time. As for procrastination, I will start to exercise from work every day, requiring myself to arrive at the engineering department 20 minutes in advance every day, and making disciplinary measures under the supervision of the secretary.
It is said that the company is your second home. Since it is home, no one has any reason not to love your home. In this family, I have always been loyal and reliable, willing to contribute, loyal to my duties, focusing on the interests of the company, not abusing power for personal gain, daring to manage, doing my best, doing my duty, being fair, just and equal, broad-minded, tolerant and kind, and appointing people on their merits. Positive, enthusiastic and full of energy. Infect your subordinates with your enthusiasm and care about their work and life. Of course, no one is perfect, and I also have many shortcomings, such as insufficient execution, sometimes too gentle personality, insufficient team management experience and insufficient communication with subordinates, which have brought certain troubles to my work. As a sales manager, if I want to develop better, these shortcomings and deficiencies need to be overcome and solved one by one. I believe these problems can be well solved.
Learning is like sailing against the current. I am deeply aware of my limited knowledge and lack of ability. I am full of expectation and confidence in the future. I believe that under the constant criticism and guidance of the company leaders, I will make faster progress and become more mature.
Personal summary of real estate sales 5 1. The most basic thing is to always be enthusiastic during the reception.
Second, do a good job in customer registration and follow up the return visit. Do a good job in pre-sales to facilitate post-sales
Third, regularly invite customers to look at the house to understand the dynamics of our real estate. Strengthen customers' purchasing confidence, do a good job of communication, and formulate several plans for customers according to some requirements of customers, so as to facilitate customers to consider and open sales, make customers more selective and avoid concentrating on the same apartment. This also facilitates their own sales.
Four, improve their business level, strengthen the study of real estate related knowledge and the latest developments. In front of customers, they can set up their own professionalism with ease, and at the same time make customers want to believe in themselves more. Thereby promoting sales.
Fifth, think from the customer's point of view, so that you can solve the problem in a targeted manner, provide the customer with the most suitable house, solve his doubts, and let the customer buy a house with confidence.
Sixth, learn to use sales skills, create a desire and atmosphere to buy, and appropriately force customers to make decisions as soon as possible.
No matter what you do, you can't do it well without a good attitude. At work, I think attitude is everything. When personal needs are frustrated, attitude can best reflect your values. Positive and optimistic people attribute this to the imperfection of personal ability and experience. They are willing to constantly improve and develop in a good direction, while negative and pessimistic people complain about the injustice of opportunities and environment, always complaining, waiting and giving up! What kind of attitude determines what kind of life.
Eight, find out and recognize your goals, constantly strengthen your confidence, go forward and stick to it. This is always the most important thing. The fable of the race between the tortoise and the hare is constantly appearing in real life. Hares tend to be opportunity-oriented, while turtles always adhere to their core competitiveness. In real life, just like the end of the tortoise-hare race, people who keep accumulating core competitiveness will eventually defeat those who chase opportunities. Life is sometimes like climbing a mountain. When I was young and strong, I was always alive and kicking like a rabbit. At the first opportunity, you want to jump ship and take shortcuts. I want to give up my rest when I encounter setbacks. Life needs accumulation. Experienced people, like turtles, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, every step is firmly on the road of progress, but they can reach the finish line earlier. If you are lucky enough to get ahead, your luck will run out one day.
Nine, through the following channels to increase publicity:
1, summary of media, newspaper and television work
2. Outdoor media outdoor billboards (location: xx main road, main customers: xx employees, xx employees, township businessmen, people working in urban areas), networks, taxis, buses, bus stops (you can paint advertisements on the car body, paste advertisements of Xiao Zhang in a prominent position in the car, and publicize small posters on the stop sign), and the content is mainly about opening.
3. Print media