Work arrangement: 1. Make a complete business development plan. 2. Identify business development personnel and conduct relevant training (including basic information of the project, core selling points and advantages, business development rhetoric and skills). After the training, make relevant evaluation. 3. Arrange the business development cycle and time nodes, and choose holidays and weekends, as well as working days when there is a lot of people in the business circle. 4. Select and divide the business circle for business development. Step on the spot and draw a map of the customer in advance. 5. The customer development personnel carry out the customer development plan, distribute orders in a wide range in the business circle, and try their best to keep customer information. 6. Count daily shipments and electricity reserves, share the work experience and skills of customer promotion personnel, and improve team morale. Audit standard: the work audit standard depends on the delivery volume and effective power reserve, and it is required that each person distribute 200-300 pages reasonably every day, and the effective power reserve should reach at least 20 pages. According to the scale, grade and promotion of the project, the two data of distribution quantity and effective reserve quantity can be adjusted appropriately according to the project's own situation. 2. Applicable items of moving line interception: selection of mid-to-high-end and below work cycles: selection of customers in storage period and strong sales period: selection of customer expansion scope with salesmen and bees as the main targets: main trunk roads and intersections around the project, bus stops and the only way to and from the target customers' work areas, and paths of major consumer places (such as supermarkets, food markets, restaurants, etc.) in daily life. Job purpose: to deliver project information to major target customers. Work arrangement for winning target customers: 1. Determine the main target customers of the project and analyze the relevant information points of customers. 2. Analyze the work, life, leisure and entertainment of the target customers, and determine the interception points of the moving line, such as intersections, bus stops and customers' usual dining gathering points. 3. Determine the interception method of moving lines, mainly using outdoor advertising methods, including Optimus Prime and building (top) billboards. It can also be supplemented by sending orders at fixed points in the crowd gathering areas around the project or setting up mobile promotion stations. 4. Summarize the work results regularly, analyze the effect of various advertisements and personnel dispatching, and then improve the audit standard: no move: 1, wide publicity coverage, and high arrival rate of point-to-point communication of information. 2. Very convincing to potential customers who are really interested in buying. 3. Community coverage is applicable to projects: mid-range and below. Mainly for the first phase of large-scale ordinary residential projects and the choice of tail room work cycle of small and medium-sized projects: the storage period is the main one, followed by the choice of customers in the strong sales period: salesmen and bees are the main ones, and an account supervisor can be equipped to expand the scope of customers: the people in the area where the project is located are stably gathered in the community. Objective: To expand the influence and popularity of the project, and explore the work arrangement of potential geographical customers around: 1. Divide the communities where people gather stably in the project area. 2. Arrange relevant developers to carry relevant props and clean buildings and streets in a planned way. 3. Post project posters and advertisements in community residents' gathering areas and set up fixed consultation points. 4. Arrange certain fixed or mobile developers to explore and maintain customers in the community. 5. If there are conditions, you can open a community car to receive customers' house inspection regularly. Audit criteria: each group should complete community coverage at least twice a day, and the characteristics of moves can be appropriately increased according to the size of the community: 1, a certain area has a wide coverage, and the coverage has not been carefully analyzed, mainly based on basic full coverage; 2. The information is fully connected in the relative area; 3. Covering a large number of target customers with poor accuracy, changing quality with quantity and cultivating customers with time. Four. Exhibition and explosion applicable items: high-end, mid-end and high-end working hours: customer storage period and strong sales period. Staff selection: elite salesmen. Choice of working place: large-scale exhibition site. Work purpose: accurately convey the project situation to the target population through the exhibition and attract customers on the spot. Work arrangement: 1. Contact the organizer of the exhibition in advance and strive for a favorable booth (if it is a housing exhibition, choose a location to avoid being adjacent to a project that is better than yourself; If the exhibition is an auto show or a jewelry show, it is more suitable for high-end and mid-to high-end projects if the location is obvious. ) 2. Develop an excellent image design, which is different from other similar projects at the exhibition. 3. Arrange elite salesmen to make efforts at the exhibition, communicate with visiting customers, and complete customer information registration and attract visits on the spot. Audit standard: no moves: the target customers are relatively pure and concentrated, and the purchasing power of the customer group is high. It is easier to tap potential customers and intended customers. 5. Applicable projects for oil station coverage: mainly for middle and high-end projects and investment projects. Selection of customer development personnel based on customer storage period: the planner is responsible for the coordination with gas stations in the early stage, and the field sales staff is responsible for the selection of customer development scope in the later stage: gas stations in the project area and surrounding business districts, and gas stations with high customer arrival rate in the urban area. Purpose of work: to convey project information. Work arrangement for capturing target customers: 1. Analyze the customer arrival situation of each gas station and try to choose the gas station with high customer acquisition rate for cooperation. 2. Send marketing channel personnel to each gas station for cooperation and communication, explain the cooperation requirements to the personnel in the gas station and conduct simple training. It is best to briefly introduce the basic situation of the project to the interested customers at that time, and leave the contact information of the customers. 3. Prepare all kinds of materials. Including newspaper clippings and small gifts. , regularly review the supplementary materials of cooperative gas stations. Standard: No features: 1. This move is more accurate in grasping the customer base. The customers targeted by gas stations are car owners, including government cars, private cars and taxis. Officials in cars, bosses driving cars, and corporate executives are all recognized as the people with the most spending power, and they also constitute the main body of project consumption. 2. By distributing promotional materials through gas stations, it is easy to target these high-end people and quickly convey product information to high-end customers without any stopovers and intermediate links, which is fast and effective. 3. Directly targeting customers with consumption capacity, with less advertising waste, cost saving and high effect; 4. One-to-one delivery by the oiler, without stopping halfway, to reach the target customers quickly; 6. Applicable items of shopping mall tour: various items can be selected in the work cycle: customer selection during the storage period and the strong sales period: sales and bees are the main items, and a customer development supervisor is equipped; Customer expansion scope selection: key public places such as shopping malls, commercial centers and key markets within a certain distance radius around the project; The working purpose of the target in the traffic line: to widely disseminate project information, and to mine and collect customer information. Work arrangement: 1. According to the actual situation of the project, choose the corresponding department store or store, and contact the arrangement of the venue and related props. 2. Make the tour order and schedule. According to the rhythm, 3. Divide customers into fixed receptionists and mobile distribution personnel. The former is responsible for the reception and registration of the booth. The latter is responsible for the propaganda work of sending orders around the booth and in the store. 4. If it is possible, it is best to arrange shuttle buses at all exhibition sites to pick up and drop off the intended customers' house inspection in a timely and effective manner. According to the passenger flow situation of different stores, the daily distribution amount and moving characteristics of the project should be formulated: 1, and the project reception desk should be increased to expand the project influence and customer accumulation. 2. The place and time of the exhibition can be flexibly controlled. 3. The choice of exhibition location is more targeted. For example, high-end projects choose high-end commercial places. 7. Applicable items for corporate group purchase: mid-to-high-end, mid-end and low-end working hours: customer storage period and later period of the project. Selection of promotion personnel: selection of salesmen with promotion scope above manager level or special relationship: schools, hospitals, factory parks and other enterprises and institutions around the project Purpose: By talking about group purchase with enterprises, the rapid development of the project can be achieved at a slightly lower price. Arrangement: 1. Analyze many enterprises and institutions around the project, select relevant units with a certain scale, and arrange relevant promotion personnel. 2. Understand the quantity information that the enterprise wants to buy and the acceptable price range. 3. Analyze and decide whether the enterprise is suitable to buy this project. 4. After obtaining relevant accurate information, contact Party A to obtain Party A's consent and approval. Audit standard: no movement: 1. There is a certain chance to close a large number of customers in a short time, which is very helpful for the rapid elimination of the project. 2. Party A needs to give up some profits. Moreover, it is also difficult to negotiate and coordinate the group purchase price. Eight. Applicable projects for relocation and grafting: selection of working cycle for ordinary and mid-to high-end residential projects: selection of customers in the whole marketing process: selection of customers mainly including marketers and salesmen: demolition of residential areas in the same area of the project, and demolition of residential areas with the same quality in other areas. Work purpose: to transmit project information and lock the work arrangement of demolition customers: 1. Search the newly demolished and to-be-demolished areas around the project in advance. 2. Understand the relocation plan of the demolition area, and find out the basic situation of the relocation plan and relocation project of the demolition community before the expansion begins, which is conducive to grasping the main demands of customers in the process of expanding customers and solving them with the right medicine. 3. Set up a project sub-exhibition area in the demolition community and organize a professional sales team to go deep into the demolition community. If feasible, you can introduce it at home and seize the opportunity to review the standard: no move: 1, the customers are relatively concentrated, and the customer complaint points are relatively unified, which makes it easier to reach the group purchase intention; 2. It is easy to form word-of-mouth communication. Nine. Applicable items of merchant direct selling: applicable to all projects, but more suitable for ordinary residential, investment or self-operated projects, especially small-scale projects. Work cycle selection: storage period and strong sales period customer selection: salesmen and bees choose main customers: various professional markets around the project, such as building materials market, household appliances market, food market, etc. Work purpose: widely publicize the project and transmit the project information. Work arrangement for tapping potential customers: 1. Collect and sort out the information of various commercial markets in the designated area, select the target market, and conduct detailed investigation and understanding. 2. Arrange customers to sell directly, and the Group will expand customers. It is best to allocate personnel and markets in a fixed way, so as to facilitate the subsequent continuous cultivation and training of customers. 3. Conduct long-term key follow-up visits to interested businesses, focusing on the more influential businesses in the region, with depth. 2. The information arrival rate is relatively high; 3. It is relatively easy to collect information such as business contact information; 4, it is easy to form the effect of breaking a little and hitting a piece. 5. It can form targeted blog rhetoric. X. Customer stranger application projects: high-end, mid-end, mid-end and below. Work cycle selection: project marketing. The whole process of customer developer selection: visit in groups of two. The number of groups depends on the project situation. Expand the scope of customers: government administrative organs, medical and educational institutions, large enterprises and institutions, local public gathering areas and local individual business gathering areas. Objective: To explore the intended customers of the project through targeted customer orientation. Work arrangement: 1. According to the project situation, determine the enterprises, institutions and commercial public areas where potential customers are located around the project. 2. Work in pairs. Visit the activity place of the target customer, carry the image exhibition manual related to the project, have in-depth talks with the customer, learn the detailed information of the customer, understand the wishes of the target customer and determine the degree of intention. Audit standard: each group has more than 65,438+00 customers every day, collect detailed customer information, fill in customer grade cards, classify them, and hand in work summaries every day. Features: 65,438+0, more targeted to find potential customers for the project. 2. It is difficult to obtain customer information and intentions in a deeper level, and it is easy to hit a wall in the process of worship by strangers, which requires a certain ability for customers. 1 1. Competitive product interception is applicable to all projects, and high-end residential projects and investment projects will have better effects. Work cycle selection: customer selection in the whole marketing process: select sales staff as the main customer range: nearby projects with the same, similar or slightly worse quality as the projects to be promoted; Work purpose near the surrounding projects in the same area: Directional interception of competing products by customers around the project: 1. Analyze the overall situation of the regional market in detail, and determine the main competing products around the project through the analysis of the project. 2. Learn more about the recent sales of competing products and their advantages and disadvantages compared with the projects to be promoted. 3. Find out the main needs of customers in a short time. Grasp customer needs and introduce project advantages. 4. Teamwork will bring the project to the project site as far as possible to explain the audit standard: fixed characteristics: 1, and the intention of intercepting customers is high. 2. Because of preconceived thinking, customers often fall in love with the projects they know first, which is the difficulty in the application process. 12. Business linkage applies to projects: it applies to all projects. Especially for high-end projects, work cycle selection: personnel selection in the whole marketing process: selection with planning as the main linkage scope: related businesses, institutions or groups consistent with the target customers of the project, such as car clubs, education associations, luxury exhibitions, etc. Work purpose: Through the linkage with other businesses, realize resource sharing and mutual benefit. The work arrangement can be divided into two forms: one is to gather resources for the event and launch a press conference for some commodities. Customer information can't be determined before such activities begin, and information will be sorted out after the activities, so Tuoke can collect such customer information. Specific methods: Take the form of grafting, sponsorship or other relationships to intervene. Conditional can introduce the project on the spot, collect the information of tourists in this activity, or interact. Second, collect detailed group information of personnel information, and collect detailed information of personnel of various associations and organizations. Specific methods: Collect tourists' information, contact customers through strangers or interactive activities, and promote customers' interest in the project. Characteristics of moves: 1, some target customers are highly matched with the project products; 2. It is relatively easy to communicate with some target customers; 3. It is easier to collect tourist information; 4. It can form targeted rhetoric.