销售全过程执行顾问操作方案三明国际（中国）商业策划顾问公司商业发展部1目录第一部分销售人员选聘.............................................................................................................................................41.销售团队的架构......................................................................................................................................................4销售人员的选聘..................................................................................................................................................4有效售楼人员的基本素质与条件......................................................................................................................5销售人员的招聘................................................................................................................................................10第二部分销售培训体系...........................................................................................................................................14培训目的...................................................................................................................................................................14培训思路...................................................................................................................................................................14阶梯培训...................................................................................................................................................................15按资深程度培训................................................................................................................................................15按培训内容培训................................................................................................................................................15销售培训的误区................................................................................................................................................16培训大纲...................................................................................................................................................................17销售培训目标....................................................................................................................................................17销售培训内容及方法........................................................................................................................................17楼盘认识培训......................................................................................................................................................17房地产市场认识培训..........................................................................................................................................18团队协作培训......................................................................................................................................................23销售基本原理培训..............................................................................................................................................23客户管理培训......................................................................................................................................................23市场调查培训......................................................................................................................................................24销售人员自我管理培训......................................................................................................................................24星级销售人员销售技巧培训..............................................................................................................................26销售制度培训......................................................................................................................................................28附件......................................................................................................................................................................30第三部分现场售楼体系.................................................................