June 65438+10/October 65438+From June 6 to February 5, 2000, I worked as an intern in the headquarters of * * * * Real Estate Co., Ltd., which was the first time that I officially entered the society, set foot on a job and started a completely different life. Go to work at the specified time every day, and finish the work tasks on time during work seriously, and don't be hasty and perfunctory. We are shouldering civil responsibilities, so we should be careful in everything, otherwise we may pay a huge price for a small mistake at any time, which is beyond an apology and an apology letter. Introduction of internship unit: * * Real Estate Co., Ltd. is a subsidiary of * * Holding Group Co., Ltd., specializing in real estate development. Since the establishment of 1992, the company has successfully developed several residential quarters such as Zhoujiabian, Chenheyan, Cuizhong, Wanxin, Renfeng and Taihe Jiayuan, as well as some residential quarters such as Wujiatang, Peacock and Weike Industrial Park. The accumulated construction area is more than 654.38+0 million square meters, and some residential quarters have also won "excellent residential quarters" and "Yongcheng favorite". Second, the main contents of the internship: * * This department mainly includes the following departments: Development Department, Sales Planning Department, Engineering Project Department, General Office, General Office and Finance Department. I rotate in various departments, mainly aiming at the first three departments, and I am familiar with the operation process of the departments and how to cooperate with them, so as to establish a good relationship with the personnel and management personnel of various departments, and at the same time strengthen my communication ability, reduce obstacles in my future work and learn a lot. For example: 1, real estate market and investment knowledge: The main characteristics of the real estate market are as follows: ① the physical entities traded are immovable in space, with only intangible rights and interests; (2) The trading object is not standardized, and it is a market with differentiated products; ③ regional market; (4) monopoly and speculation are easy to occur; ⑤ More influenced and restricted by laws and policies; ⑥ irregular participation of ordinary people; ⑦ The large transaction amount depends on the support and cooperation of financial institutions; ⑧ Extensive real estate agency services. 2. Basic knowledge of engineering: the classification method of buildings, the composition of construction drawings, the main contents and functions of construction site plan, plan, elevation and profile, the cost composition of construction projects, and the basis and steps for the preparation of construction drawing budget. Understand and be familiar with: the basic requirements of architectural design and the basic knowledge of architectural structure, the classification of architectural engineering budget, the preparation steps and contents of architectural engineering budget, the general knowledge of building materials, building equipment and intelligent buildings, the classification of architectural decoration materials and the evaluation method of architectural decoration effect. Compared with last year's outline, "construction project budget" is classified as "basic knowledge of construction project" and listed as "real estate mapping" separately. 3. Basic knowledge of planning: the control system of regulatory detailed planning, and the basic contents of urban land evaluation: urban master planning, urban zoning planning, urban detailed planning and urban land classification; The function, task, system and management system of urban planning. Especially the importance of feasibility study in the development department, if the planning is divorced from reality, it will directly lead to the loss of the project. 4. Basic knowledge of real estate: the basic concepts of demand, supply and price and their interrelationships, how consumers choose to buy all kinds of goods to get the maximum effect, how manufacturers choose the optimal combination of various factors and the basic ideas of how to determine the price and output of goods. That is to say, we should master: equilibrium quantity, equilibrium price, law of demand, law of supply, law of diminishing marginal utility, law of diminishing marginal revenue, law of increasing and decreasing marginal cost, principle of profit maximization of manufacturer equilibrium and business decision, etc. Understanding and familiarity: the basic concepts and main contents of consumer behavior theory, supply theory and market theory. Simple understanding: the theory of production factor price and income distribution. 5. Knowledge and etiquette of real estate sales: The personal image of the salesperson includes the corporate culture of the company, embodies the corporate image, and represents the image of the real estate to a certain extent. Can shorten the distance with customers, reduce customers' doubts, improve affinity, and then urge customers to buy and reach a deal. Therefore, salespeople should have a clean appearance and strong affinity; Proactive, smiling, cordial and sincere; Have orderly and standardized etiquette; Fluent eloquence, the ability to talk freely, etc. Real estate sales business process:
First, find the customer.
Second, on-site reception of customers
Third, negotiation.
Fourth, customer tracking.
Verb (abbreviation for verb) sign a contract
VI. After-sales service analysis of customer types and countermeasures: (for example) 1. Rational and steady characteristics: thoughtful, calm and steady, not easily moved by the salesman's words, you must ask questions in detail. Countermeasures: strengthen the explanation of product quality, company nature, characteristics and advantages. All explanations must be well-founded in order to obtain rational support from customers.
N2。 Emotional types
Features: naturally excited, easily encouraged and stimulated by the outside world, able to make decisions quickly.
Countermeasures: from the very beginning, the characteristics and benefits of the products are strongly emphasized to promote their rapid decision-making. When customers don't want to buy, they must handle it properly so as not to affect other customers. n
N3。 Silent type
Features: cautious in speaking, ignorant in asking questions, indifferent in response and serious in appearance.
Countermeasures: In addition to introducing products, we should also try our best to get to know their work, family and children with a cordial and sincere attitude, so that we can take them home and understand their real needs. Wait a minute. Third, the problems and difficulties encountered in the internship: the internship is very hard. Because I still live on campus, I have to get up before 7 o'clock every day to squeeze the bus. Even in cold and bad weather, I have to go to work as long as it is not a weekend. Sometimes the company is busy and has to work overtime at night, leaving less time for personal control. If we don't want to come to work, we must refrain from coming. Fourth, internship experience: as soon as we set foot on the society, we will deal with all kinds of people. Because of the interests and busy work, many times colleagues will not care about you like classmates. While some colleagues are smiling at each other on the surface, but behind them they are intrigued and unscrupulous, stepping on others' shoulders and constantly climbing up, so we often can't adapt as soon as we leave school. For example, colleagues who do network promotion in our company pay great attention to the confidentiality of customer information, so as not to be robbed of performance by colleagues, so the relationship seems a bit indifferent. But the environment often affects a person's work attitude. In a cold and impersonal office, everyone will have no attachment, and if there is a better opportunity, they will definitely jump ship without hesitation. They are depressed, which leads to low work efficiency. Every day they just wait to get off work and go home early. Occasional birthday parties for colleagues and a little sympathy when you are sick will help to create a harmonious working environment in Qile. In a good mood, everyone is happy at work, which is conducive to the development of the company. I have seen the sinister workplace and the right and wrong between colleagues in the company on TV more than once. I think what I can do is "work more and gossip less". In the remaining months before graduation, I cherish getting along with my classmates more. I firmly believe that through this period of internship, the practical experience gained will benefit me for life, and will be constantly verified in the actual work after graduation. I will continue to understand and appreciate what I have learned in my internship, and apply my theoretical knowledge and practical experience to my future practical work to fully demonstrate my personal value and life value. Strive to realize my ideal and bright future.