ChinaLandPropertyConsultantsInternationalLtd.【目录】前言前言......................................................................................................................................................................................................55一、项目介绍..................................................................................................5二、手册编制目的.........................................................................................5第一章第一章售楼处机构设置售楼处机构设置................................................................................................................................66一、组织结构图.............................................................................................6二、岗位职责..................................................................................................7（一）销售经理岗位说明书.....................................................................7（二）销售控制员岗位说明书.................................................................8（三）销售代表岗位说明书.....................................................................9三、销售代表培训指南..............................................................................10（一）培训目的........................................................................................10（二）培训方式........................................................................................10（三）考核方式........................................................................................11（四）培训教材的制定...........................................................................11四、销售人员行为规范..............................................................................15五、销售现场管理制度..............................................................................19（一）行政人事管理................................................................................19（二）业务管理........................................................................................21六、销售经理工作指引..............................................................................26（一）例会的主持....................................................................................26（二）销售报表的制定...........................................................................27（三）业务支持........................................................................................27（四）现场的管理....................................................................................27（五）销售人员的考核管理...................................................................27（六）参加公司例会、业务会议、专题例会....................................28七、参加控制作业指导书..........................................................................28（一）工作流程........................................................................................28八、销售服务工作指导书..........................................................................29（一）客户服务流程................................................................................29（二）工作流程要点说明及注意事项.................................................30九、销售现场接待工作指引.....................................................................32（一）销售现场工作...