xx市有限公司销售部管理文件汇编目录一、HG策略销售部职责..............................................................................................................................二、HG策略有限公司销售部介绍..............................................................................................................1、HG策略有限公司销售部发展规划 ....................................................................................................2、组织架构设计原则...............................................................................................................................3、销售部组织架构...................................................................................................................................4、人员编制...............................................................................................................................................5、各岗位职责描述：...............................................................................................................................三、销售部人才管理制度.............................................................................................................................1、人才战略...............................................................................................................................................2、人员招聘...............................................................................................................................................3、薪酬制度...............................................................................................................................................4、内部竞争机制.......................................................................................................................................5、员工激励制度.......................................................................................................................................6、建立部门员工职业档案制度...............................................................................................................四、销售部岗位责任制.................................................................................................................................五、销售部述职制度.....................................................................................................................................1、述职种类...............................................................................................................................................2、述职办法：...........................................................................................................................................1）基层员工的述职。
............................................................................................................................2）各级管理人员的述职........................................................................................................................3）对重要工作事项的述职....................................................................................................................六、项目销售经理负责制.............................................................................................................................1、项目销售经理职责...............................................................................................................................2、项目销售经理权限...............................................................................................................................3、控制与检查...........................................................................................................................................七、销售部会议制度.....................................................................................................................................1、会议制度的原则...................................................................................................................................2、销售部会议的种类...............................................................................................................................3、分项规定...............................................................................................................................................（1）、项目销售部早会..........................................................................................................................（2）、项目销售部每周总结会..............................................................................................................（3）、销售部每周例会..........................................................................................................................（4）、项目小组每周工作例会..............................................................................................................（5）、专题会议......................................................................................................................................(6)、网络会议.........................................................................................................................................1、培训原则...............................................................................................................................................2、培训的种类...........................................................................................................................................1）、上岗培训..........................................................................................................................................2）、项目销售部的定期培训..................................................................................................................3）项目销售部的临时专项培训............................................................................................................4）项目销售部的日常培训（主要针对售楼员）................................................................................5）销售部的集中培训：........................................................................................................................6）网上学习：........................................................................................................................................3、培训的组织...........................................................................................................................................4、培训的考核...........................................................................................................................................5、其它规定...............................................................................................................................................九、销售部考勤制度.....................................................................................................................................1、考勤.......................................................................................................................................................2、请假.......................................................................................................................................................3、轮休和补休...........................................................................................................................................4、违规处罚...............................................................................................................................................5、管理责任...............................................................................................................................................十、销售部违纪处罚办法.............................................................................................................................1、目的.......................................................................................................................................................2、违纪种类：...........................................................................................................................................3、处罚方式：...........................................................................................................................................4、处罚权限：...........................................................................................................................................5、具体权限分配如下：...........................................................................................................................6、处罚的程序：（详见图表）.................................................................................................................7、处罚细则：...........................................................................................................................................8、处罚的执行...........................................................................................................................................十一、销售部激励制度.................................................................................................................................1、最佳项目评选.......................................................................................................................................2、优秀员工（非售楼员部分）评选.......................................................................................................3、各项目售楼员的激励...........................................................................................................................4、特殊贡献激励.......................................................................................................................................十二、销售部岗位综合考核办法.................................................................................................................1、项目经理的考核...................................................................................................................................2、项目经理助理的考核...........................................................................................................................3、销售代表的考核...................................................................................................................................4、实习售楼员的考核...............................................................................................................................十三、项目部佣金制度.................................................................................................................................1、制定原则...............................................................................................................................................2、项目架构...............................................................................................................................................4、部门内佣金分配...................................................................................................................................5、公佣的使用...........................................................................................................................................6、特殊公佣...............................................................................................................................................7、佣金发放办法.......................................................................................................................................8、发放流程...............................................................................................................................................十四、销售部离职员工的业务交接及佣金结算.........................................................................................十五、销售部目标责任制.............................................................................................................................1、总则.......................................................................................................................................................2、由上而下的任务下达和分解...............................................................................................................3、工作计划...............................................................................................................................................4、计划执行和监督...................................................................................................................................5、奖惩制度...............................................................................................................................................十六、销售部客户管理制度.........................................................................................................................1、现场接待原则.......................................................................................................................................2、接待前的准备工作...............................................................................................................................3、新客户的接待.......................................................................................................................................4、指定接待...............................................................................................................................................5、特殊客户的处理...................................................................................................................................6、客户的归属原则和出现客户归属争论的处理办法...........................................................................7、客户管理及跟踪...................................................................................................................................十七、销售部地盘管理制度.........................................................................................................................1、地盘考勤管理.......................................................................................................................................2、现场工作礼仪.......................................................................................................................................3、区域行为规范.......................................................................................................................................接待区......................................................................................................................................................洽谈区......................................................................................................................................................4、销控记录（MASTER）的管理...........................................................................................................5、成交程序：见销售流程.......................................................................................................................6、售后工作：见销售流程.......................................................................................................................7、日常工作要求.......................................................................................................................................8、客户资料管理.......................................................................................................................................十八、公司员工介绍客户管理办法.............................................................................................................十九、拓展部和销售部在销售业务中的分工和佣金分配.........................................................................1、基本原则...............................................................................................................................................2、团购规定...............................................................................................................................................（1）限制性规定....................................................................................................................................（2）分工................................................................................................................................................（3）团购成交的佣金分配....................................................................................................................（4）团购客户的认定............................................................................................................................二十、销售部关于设立“客户服务热线”的规定.....................................................................................1、功能.......................................................................................................................................................2、目的.......................................................................................................................................................3、措施.......................................................................................................................................................二十一、销售代理中的工作界面和工作流程.............................................................................................1、乙方权限...............................................................................................................................................2、乙方责任...............................................................................................................................................3、销售事务工作界面划分.......................................................................................................................二十二、销售业务流程及工作规范.............................................................................................................1、接待.......................................................................................................................................................2、项目讲解...............................................................................................................................................3、成交洽谈...............................................................................................................................................4、认购手续...............................................................................................................................................5、付款.......................................................................................................................................................6、签署《商品房买卖合同》和按揭合同...............................................................................................二十三、特殊业务审批权限及流程.............................................................................................................1、临定.......................................................................................................................................................2、预留：...................................................................................................................................................3、保留：...................................................................................................................................................4、退房：...................................................................................................................................................5、换房：...................................................................................................................................................6、更名：...................................................................................................................................................7、增减名...................................................................................................................................................8、变更付款方式.......................................................................................................................................9、额外折扣或优惠：分权限控制折扣比例...........................................................................................10、补充规定.............................................................................................................................................一、HG策略销售部职责为明确销售部工作范围，指导部门员工工作，特制定本《销售部职责》。