? The plan in the tent, the victory in the thousands of miles away. The new annual marketing work planning is to emphasize the planning first, systematic and comprehensive for the enterprise new year overall marketing work for strategic planning and deployment. But we also need to understand that the annual marketing plan is not a marketing plan, just based on the annual analysis of the summary of the strategic ideas written, specific detailed marketing plan needs to be broken down into quarterly or monthly to develop, and only then have a practical significance.

? Goal orientation is the key to marketing. In the new annual marketing planning, the first thing to do is to formulate marketing objectives, are specific, data-based goals, including the overall sales targets, cost targets, profit targets, channel development goals, terminal construction goals, staffing goals, etc., and refine the decomposition. Such as terminal product sales targets should be broken down by item to each region, each customer, each system, etc.; circulation products are broken down to each region, each customer, etc.

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? Next is the product planning. According to consumer demand analysis of new product development plans, product improvement plans; through sales data analysis of the regional leading products, to formulate a regional product sales mix; according to different regional market characteristics and existing customer network resources, to formulate a regional product channel positioning. Then it is necessary to develop a standardized price system, from CIF to the recommended retail price, including all intermediate links of the price range. Sometimes it is very necessary to combine the product life cycle to formulate the price of phased adjustment planning.

? If the enterprise still exists in the blank area to fill, or the existing dealers can not afford new product sales and other reasons, but also need to develop regional investment plan or customer development plan. Terminal products also need to improve the super store development program.

? Then formulate the brand promotion plan, committed to expanding the brand's influence, enhance brand awareness, reputation, loyalty, the need to sub-terminal image construction, promotional activities, advertising, public relations activities, etc. to promote the theme of the planning, promotion of the combination of forms

? Finally, is the marketing cost budget, respectively, to develop the allocation ratio of the cost of each project, the allocation ratio of the cost of each product, the allocation ratio of the cost of each stage.

? In this way, the overall annual work summary and the new year marketing work planning is complete and systematic. But in order to ensure the smooth and efficient implementation of marketing work, it is also necessary to strengthen the key work processes from within the enterprise, the key system to develop the organization's executive power.

? Personal Summary of Real Estate Sales2

? The sales work is like a boat against the current, not to advance is to retreat. The year is coming to an end, and new challenges are on the horizon. Contemplation, this year I as a sales manager, under the guidance of the leadership of the company and the cooperation of colleagues, I have accumulated more practical experience, learned more theoretical knowledge, at the same time, also in the work of the invention of some of their own shortcomings. This is a full year, the specific work is summarized below.

? First, the Department of sales statistics and analysis:

? (A) the deeds of statistics:

?XX year the company to fulfill the target obligation system, each department, each person has signed the relevant obligations at the beginning of the year. This year, the Department's sales target is 1-5 (including XX Park) must reach the target of 44 million yuan, and strive for the target of 47 million yuan, the assessment time of January 20xx - December 20xx.

? According to the January - December 27, 20xx statistics, the Department **** to achieve sales of 43.04 million yuan, of which 1-5 period to achieve sales of 36.32 million yuan, XX Park to achieve sales of 6.72 million yuan.

? (B) analysis of deeds:

? From the track record statistics can be seen, from January to July, the sales of the Department of the total amount of sales and in the company's total sales accounted for the ratio are maintained at a very satisfactory level. And from August to the end of the year, there is a certain degree of decline. The following is an analysis of the positive and negative aspects of this.

?1, the positive factors affecting the Department's performance:

? ① The first half of the 3 phase facade sales as the main force, the market response is good. As of June 20xx, Phase 3 storefronts have been liquidated.

? ② publicity and front-line sales effective communication, come up with a series of rationalization plan and implementation. This includes:

?a. A 10 sets of XXXXXX, the use of "lower than the same area prices per square meter 300 yuan" publicity strategy (has been liquidated);

?b. The third phase of the small house "small house decoration" campaign;

?b. The third phase of the small house "small house decoration" campaign;

?c. The third phase of the small house "small house decoration" campaign.

?c. Phase IV XXX Garden garage and facade, the first use of "classified ads" situation, to achieve the obvious effect;

?d. Phase VI "young people to buy a home month: 20,000 down payment of one dollar a month" campaign;

?e.five "civil servants to buy a house month: buy four rooms to send 8888" campaign;

?f. Decorative building materials market, 80,000-120,000 "zero risk" property rights store.

? ③ Sales fulfillment of the target obligation system, so that the target level by level decomposition. Sales staff is no longer only concerned about the completion of the established monthly tasks, but also always pay attention to the completion of their annual tasks, to be able to take the initiative to transfer, and effectively improve the efficiency of the work.

? ④ company supplied by the sales staff of the guaranteed base salary, progress in the proportion of commission for front-line staff and old customers with new customers to give awards "economic" means, greatly mobilized the enthusiasm of sales staff and customers, but also to contribute to the deeds of one of the important factors.

? ⑤ set up an after-sales service department, specializing in hospitality to solve the previous product legacy problems. On the one hand, improve the company's service quality, on the other hand, more importantly, is to refine the division of labor, so that the sales staff from the legacy of the problem to get rid of, can focus on the invention of new deeds.

?2, the negative factors affecting the Ministry's performance:

? ① The national macro-policy to purchase the customer group has changed, the beginning of July, the amount of customers decreased sharply.

? ② The company's prices are higher than the region to suffer the scope.

? The company's business is a very important part of the company's success, and the company's success has been a result of a number of factors that have contributed to its success.

? ④ The pre-products left more problems, can not produce a "chain effect" to explore the old customer resources.

? ⑤The resources of the Department of the diversion, which is also caused by the Department of the proportion of the company's total earnings in the decline of an important reason.

?a. The downtown sales department is located in the city, the site has a point. The so-called "geographic advantage" of the Department is already minimal.

?b. In addition to the Department of another two sales offices, respectively, in the "XX Park", "XXX Park" site. The company's main goal is to provide the best possible service to its customers, and the company's goal is to provide the best possible service to its customers, and to provide the best possible service to its customers, and to provide the best possible service to its customers.

? Second, the team's construction deeds and summarize:

? (A) the Department of team building achievements:

?1, through the deeds of superiority and elimination of the poor, to stay a number of business degree of higher sales staff. At present, the Department has sales staff: XXX, XXX, XX, XX, XXX and other five people. Among them, the 20xx annual target of more than 8.5 million outstanding sales staff have two people: XXX, XXX.

?2, the Department of sales from scratch. At present, there are 5 solid salespersons and 5 part-time salespersons on Saturday and Sunday.

?3, the work of the sales staff to strengthen the initiative. Specifically embodied in the active pursuit of customers and other aspects.

?4, the team's ability to perform has been strengthened, a reasonable plan can be implemented as soon as it is adopted.

? (B) team building summary:

?1, the use of daily morning meeting, evening party method, accurately grasp the sales staff of each daily customer situation.

?2, convergence of collective wisdom, fully mobilize the enthusiasm of the Department.

?20xx real estate sales annual work summary. The weekly formulation of the target listings, target listings for sales measures, and will plan to discuss with the Ministry of Planning to fulfill the feasibility of the plan, but also to strengthen the work of the sales staff mobility.

?3, in the case of customer reduction, change the mode of sitting sales, the organization of the department staff out of the sales department, to the major units and office buildings to visit customers.

?4, governance practices, the application of the establishment of departmental sales stars and other means to continuously improve the work of sales staff sense of crisis and a sense of mission, which makes the initiative of the sales staff continue to strengthen. Sales as a boat against the current, not to advance is to retreat, "in peace" mentality conducive to the work of initiative and the enhancement of the effectiveness of the work.

? Third, there are problems and recommendations:

? (A) sales governance electronic

? Sales management requires a large amount of data support, equivalent to target shooting requires binoculars to help see the bullseye. Each time the gun, should review the results in order to continuously adjust and try to achieve the highest target correctness.

? However, the company's sales data management is still relying on the secretary of the paper, pen to statistics, did not realize the electronic. Sales data and the financial sector of the return can only be a month a docking. Inefficiency, labor and money, error tolerance rate is extremely low.

? I think the correct governance should be every half a month, the financial sector should be to the sales department to provide detailed data to help sales management judgment and adjustment. At the same time, should be equipped with the appropriate management program, which allows sales secretaries to facilitate the timely input of customer resources into the computer, which not only can greatly improve the efficiency of the current work, but also as the company's reserve information for the future of the project resources **** enjoy the future periods, in favor of exploring the old customer resources.

? (B) the streamlining of the sales team

? With the increase in the company's projects, the sales team is also more and more ambitious, the sales department reached a peak of 42 people. And our average monthly sales of 10 million whether with such a team to adapt to? From the cost of sales considerations, I think our team needs to be effectively integrated on the basis of not affecting sales.

? (C) sales of improved products

? The company's 1-5 projects, some products are too large, the total price is too high, there are some products do not yet have the conditions for sales, these products to be sold in 20xx must be product improvement, or the use of some effective means of promotion. Specifically:

? (1) X Street 11-22 small units: 12 sets, an average of more than 60 square meters per set, more than 1.4 million yuan in sales. Currently there is no high and low stairs, no entry door, no high and low water, no partition wall, can not be sold.

? (2) the company's 11-story main building residential: 31 sets, an average of more than 170 square meters per set, more than 12 million yuan in sales. The current problem is that there is no neighborhood, the area is too large, the room type is not standardized, the total price is too high, can not be sold.

? (3) a building materials market main building facade: 1 set, 996 square meters, more than 6.2 million yuan in sales. The problem is that the total price of a single set of facade to reach more than 6 million, so the customer base is very small, has been for sale for 2 years has not been sold. Suggested that the company will be divided into specialized market store sales, or the first foreign leasing, to rent with the sale.

? (4) XX Park duplex: 59 sets, an average of 220 square meters per set, more than 23 million yuan in sales. The current problem is that the area is too large, the sales department suggests that it will be reformed as: terrace duplex or changed to two-story sales. Because of the problems related to property rights and construction costs, the reform has not been carried out in 20xx. If the plan is adopted and the sale takes place in 20xx, the reform process will need to be accelerated.

? The above is my summary of the work of the year 20xx. In the face of the upcoming opportunities and challenges, I will work harder to put into the work, better take up their responsibilities, strengthen theoretical learning, the courage to practice, so that their business degree, the degree of governance to make comprehensive progress for the development of the company to dedicate themselves to all the energy. With the development, with the benefits to return to the company, to realize the value of their lives.

? Real estate sales personal summary 3

? Now on my work and study in the past year to do the following summary:

? I am mainly responsible for XX Garden, XX Plaza project residential, parking space sales and leasing and other accounting work, at the same time, due to job adjustment no longer serve as the company's headquarters of the management costs of accounting, as XX project accountant, concurrently XX project financial director.

? Sales accountant not only through the preparation of sales vouchers, registration of sales ledgers, payment of various items of sales costs, the completion of the development of products for settlement, etc., the following work is the need to spend time and effort to do a good job:

?1, in advance to understand the follow-up to the latest bank mortgage policy, collection and collation of the summary of the report, to provide information in a timely manner to allow the company leadership to make decisions.

?2, residential sales are nearly over, this year's focus is on the remaining income of the project carry-over and stores, parking space rental income accounting.

?3, the development of the project's sales fee payment procedures to do a strict review of the payment invoice, requisition documents, and payment contracts, control of each payment node, within the scope of the capital payment plan to achieve the payment basis for legal compliance.

?4, 1-3 months during the closed city at home overtime to complete the company's personnel year-end awards and full-year income tax forecasts, the development of a precise to each person's bonus payment program for the company to achieve all the people to achieve tax savings of millions of dollars. At the same time to ensure that the normal monthly salary in place, for this in the case of no transportation, on foot to the company to pay wages.

?5, August after the transfer, accept the forecast of new project finance costs and taxes, the real estate finance work has a new understanding, but also to learn new knowledge.

?6, since November part-time financial director, responsible for communicating daily financial issues, collecting and organizing the financial status of the project company, and timely reporting, while the need to review the project funds to pay the K2 process and the Internet banking process, the individual's ability to work on a new challenge.

? The above is a brief summary of my work for the year, 20xx year's work for me is a new position, new opportunities is also a new challenge to the individual business ability to put forward higher requirements. Looking ahead to next year, I need to be more diligent and hardworking, more modest and good learning, in the future work of strict requirements for their own, to develop new work objectives, improve the level of professional knowledge, in order to meet the greater challenges.

? Real estate sales personal summary 4

?20xx year has passed half, in the six months of the time I have worked hard through the work, but also a little harvest, across the middle of the year, I feel the need to summarize their work. The purpose is to learn a lesson, improve themselves, so as to do a better job, they have the confidence and determination to do a better job in the second half of the year. Here I am on the first half of the month and x month's work a brief summary:

? About the first half and x month work I summarize the following points, first of all, the annual summary:

? First, the overall work performance is not very satisfactory, the annual performance target of x million is now only completed x% (nearly x million), from the annual target there is still a certain distance!

? Secondly, the whole year self to work enthusiasm is not high enough, attention is not high.

? Third, the management of the jurisdiction of the branch team is not strong enough, many tasks and related systems are not in place.

? Fourth, the centripetal force to the company is not enough, and many resources are not fully and effectively utilized.

? Secondly, I summarize the work of the following x months:

?1, did not complete the self-defined performance targets.

?2, completed the xx garden city community disk source for another integration of subdivision, rental and sale of resources clear information.

?3, on the xx and the main push plate and effective plate source importance is not high enough, especially in the main push plate recommendation is not active enough to cooperate, did not really do a reasonable and effective use of resources.

?4, the management of the brokerage whip is not in place, so that they have a certain degree of inertia on the work or even desertion.

?5, not the first time to grasp the owners and guests of the first dynamic, resulting in some of the resources lost.

?6, about the company's system is not clear, the implementation is not in place.

?7, on the new brokerage work mentality and skills lack of relevant training.

?8, the individual himself has a certain degree of inertia, did not do their part of the work.

? Finally, due to their own management is not in place is not strict, heard peers one after another signed a single, the heart is full of depressing feeling, and at the same time also happy for them, because it proves that we are here is a market. But I will persevere, I believe that through their own efforts, and strive to make their own business management level to a higher level, their own learned things to apply to the work, and the use of this knowledge to teach their comrades to achieve my own goals. I hope to bring out an invincible, invincible army of the Holy Spirit, and comrades work together, *** with the completion of the team's annual goals.

? Real estate sales personal summary 5

? Work in the real estate industry has also been more than half a year, there is still room for improvement in sales. Although their own level is limited, but still want to write out some of their own things, that is, from which they found to improve, but also from which they can find their own need to learn, perfect their own sales level.

? After the last opening, from the early renewal of the water to the later successful sales, the whole sales process is beginning to familiarize. In the reception of customers, their sales ability has been improved, and slowly the concept of sales have been recognized. From my own customers who have purchased homes, in the process of selling to them, I have also experienced a lot of sales insights. Here to take out to show you, maybe I'm not doing very well, but I hope to take out to share with you.

? First, the most basic is in the reception, always keep the enthusiasm.

? Second, do a good job of customer registration, and make a return visit to track. Do a good job of sales in the early work, there is a later sales work, easy to carry out.

? Third, regular about customers to come over to see the room, to understand the dynamics of our building. Strengthen the customer's confidence in the purchase, do a good job of communication, and some of the requirements of the customer, for the customer to do a good job of several programs for the customer to consider and the opening of the sale, so that the customer's selective larger, to avoid focusing on the same type of household. This also facilitates their own sales.

? Fourth, improve their business level, strengthen the real estate related knowledge and the latest developments. In the face of customers will be able to swim, establish their own professionalism, but also let the customer more want to believe in their own. Thus promoting sales.

? Fifth, more from the customer's point of view to think about the problem, so that they can be targeted to solve the problem, to provide customers with the most suitable for his house, to solve his doubts, so that customers can rest assured that the purchase of homes.

? Sixth, learn to use sales techniques to create a desire to buy and atmosphere, appropriate to force customers to decide as soon as possible.

? Seventh, no matter what you do if you don't have a good mindset, it is certainly not good. In the work I think attitude determines everything, when personal needs are frustrated, attitude most reflect your values. Positive, optimistic people attribute this to the imperfections of personal ability, experience, they are happy to continue to improve and develop in a good direction, while the negative, pessimistic people are blamed for the opportunity, the environment is unfair, always complaining, waiting and giving up! What kind of attitude determines what kind of life.

? Eighth, to find out and recognize their own goals, and constantly strengthen their courage to go forward, to the end of the confidence, this is always the most important. The fable of the tortoise and the hare, constantly appearing in real life, the hare tends to be opportunity-oriented, the tortoise always adhere to the core competitiveness. In real life, just like the end of the tortoise and the hare race, the person who keeps accumulating core competitiveness will eventually win over the person who chases opportunities. Life is sometimes like climbing a mountain, when you are young and strong, always like a rabbit jumping around, an opportunity to jump ship, shortcuts; a setback will want to give up, want to rest. Life is the need to accumulate, experienced people, like a tortoise, know how to move at an even pace, I firmly believe that as long as the direction is correct, the right way, one step at a time, each footstep is solidly on the road ahead, but can arrive at the end sooner. If you rely on chance, luck will always run out one day.

? Work to maintain a long time enthusiasm and enthusiasm, more need to have "do not wait for the whip from the hoof" spirit. So I have been insisting on doing what I can do well in the past six months, and have been doing the accumulation, one step at a time, firmly toward my goal.