天津国际贸易中心行销要求（Marketing requirements of Tianjin International Trade Center）.doc

天津国际贸易中心行销要求（Marketing requirements of Tianjin International Trade Center）Marketing requirements of Tianjin International Trade CenterOverview of Tianjin International Trade Center project:Tianjin China World Trade Center is the predecessor of the ojh building". After the acquisition of the project, Cade quickly organized professional teams to conduct detailed research, planning and redesign of the project, and to actively arrange for the resumption of the project. With the high level of concern and support from the governments of Tianjin, and Hexi District, the Tianjin International Trade Center has been fully operational today. Relying on the group of nearly 100 projects in Chinas professional real estate experience and strong financial strength, the resumption of work will be safe and meticulous progress. Tianjin international trade center is Cades debut in Tianjin market, but also an important step in the strategic layout of CapitaLand North China region. The same as before Chinas Cade Cade commercial and Chinese has Ascott for Tianjin market dedicated Jiamao shopping center? Tianjin Bay and three somerset. It is reported that the Tianjin International Trade Center project covers an area of 15709 square meters, and is scheduled to be completed by the middle of 2014. By then, an integrated commercial, apartment and office building in various forms of integrated landmark will be displayed in front of the people of Tianjin.Marketing analysis of Tianjin international trade center:Outline selling points.1. Establish marketing requirements:Real estate marketing concept focuses on consumer distribution and demand levels, and then design and plan sales strategy topics. Highlights the real value of products, and meet the unique taste and style of public housing. Therefore, in the marketing must be in full compliance with the development of the times, in order to have an impact on the market and become the public rush to buy products, the following points should be the focus of marketing considerations.Era: forward-looking marketing concept, in line with social changes and upgrading.Living: fully meet the consumers living needs, close to consumer spending levels.Safety: the facilities are full and the facilities are perfect so as to strengthen the stability of life.Convenience: consumption and additional demand in transportation, time, goods, etc.Comfort: a new modern consumption space with quality based on human needs.The selective: diversified products provide a variety of choices.The freedom: the life, leisure and shopping closely.2, consumer background analysis:Motives for buying and selling property:A, identity planning and design functions and added value are better than other projects.B, after comparing competition, agree with the price of the property.C, those who want to live here long.D believes that the region has a prospect and that there is potential for development.E, trust owners business size and financial potential.F, inflation mentality under the pressure of inflation, so that the germination of purchasing motives.Reasons for excluding the property:A, consumers themselves lack financial capacity.B, after comparison, that there is an ideal property nearby.C, fewer individuals to buy, bearish on the market outlook.3. Reasons for the purchase of the property:A, on the regional environment are familiar with you.B, full living, environmental quality person.3, design the perfect marketing action:Shaping the unique style of the product, highlighting the advantages and image of the product market, so that customers in the choice of products with unique positioning, can be sure of their own taste and status, and cause social impact.The strong to attract the majority of home-based customer purchase price, in reality, price reasonable strategy, in addition to attracting first housing demand, can guide the second home, for a house or investment site to buy.According to the geographical position of the region, to shape the future value of high value-added and potential.The selection of field sales personnel and strict implementation of the case sales workshops, sales staff will be in addition to high-profile real estate boom to be replaced when the convergence, be neither humble nor pushy attitude. More patience, kind, sincere persuasion skills, coupled with professional quality, can be as the owner wishes the sales target in a short period of time successfully realized.Sales personnel should be well matched and fully prepared,In order to enable customers throughout the sales process really feel natural, kind, sincere, trust, honesty, honesty, self-esteem sales atmosphere. In order to achieve "booking houses will not unsubscribe", "make up, you can sign contracts", "signing can introduce friends to buy" perfect sales system.Real estate marketing advertising business strategy:1. Lead time:First of all, choose large outdoor billboards to attract customers curiosity with unique and innovative schemes, and arouse their desire to buy(1) the site shall be cleaned up and beautified, and the reception headquarters with new style and leisure shall be built (depending on the circumstances, and sample houses should be produced).Contract, reservation form and various record forms are completed.Complete the training material preparation.The price list is completed.The workshops work completedThe published advertising guideThe sales staff stationed.Matters needing attention：Make DS (direct visit) to prospective customers.Where the sales direction and methods are not correct, they should be corrected immediately.Business leaders will be convened regularly to plan sales staff, so as to boost morale.Plan the meeting of the business and planning department on a regular basis, and then decide whether to revise the planning strategy after analyzing the incoming calls and the regional records.The relevant reception center often fails or more clients care facilities, such as lighting lighting, air conditioning and heating position, signing place atmosphere, the roof rainproof measures ginto fastness are required to check test.The position and height of the console, range and function of broadcasting system, control station and sales area, sample room and model, entrance and aisle or can make many customers very smoothly after.2, open period and strong selling period:Opening period (7-15 days after boot period) and strong selling period (seventh days after opening date).The official launch is expected before the need to attract and guide with a variety of strong media publicity, customers gathered crowds, and their sales team and personal charm, the sales staff to order, the other can arrange a cocktail party or invite political celebrities attended the ceremony, improve customers confidence.The daily 25 minutes before work, the sales staff will fill out the information on a daily basis should fill the return and review by the executive, in every other day and returned to each sales personnel, about the various situation and put forward measures to track the customer is expected to strain the next day morning meeting.The weekly Monday by the business department, the planning department held a planning meeting this week, about the advertising media strategy, promotional activities (SP) project and sales strategy and summarize sales results, formulate plans to distribute leaflets.How to develop distributed leaflets schedule, scheduled DUBAO table (SP) activities and personnel staffing schedule.According to SP, 3 days before the activity, assist sales staff and customers selected false, and pre arranged seminars or training.No, if Saturday, Sunday or holiday SP activities, you need a day ahead of time called sales management personnel to assist sales staff training, the comprehensive understanding of the activities of the day, and how to cope with the strategy.7, every Saturday, Sunday or SP programs during the event, the use of 3-5 group of fake customers, should pay attention to the natural sales area and console echoes, each transaction households, by then the company in charge of broadcast console board, field staff were applauded, outside the personnel to set off firecrackers, the site posted on the red paper, make the atmosphere the highest point.Therefore, Saturday, Sunday before work by the executive or the general manager of the business will be held up, day to call number, number of transactions, customers reflect the advantages and disadvantages are summarized, activities and incentives.The implementation of the responsibility, and the number of members of each sales performance, sales target or self determined by the company responsible for households, and statistics on every Monday, the target company personnel immediately issued bonuses to encourage.That, at any time to master the complement, transactions, contract number, amount, date, if not in order to handle the date or complement the signing formalities, immediately made its handling or signing up.For his work, customers to the sales site agreed or call for the requirements, leave your name, contact telephone number,In order to relax time or advertising during the implementation of DS (direct marketing), go out to visit customers, and before the end of the day before the end of the work by the business manager to summarize the tracking results, check whether the expected sales target.During the festival, and every Sunday, or SP, companies with sales, should be every time a call to the scene to book (if the telephone line is two, then take turns playing) to stimulate the sales atmosphere.3, duration (final sprint):1, officially a day after the strong sales, customer awareness of the case should not shallow, sales personnel should be advertising, in order to achieve the purpose of tracking key transactions.The use of purchased customer, make ad. And in advance, if you introduce success, the company will deduct a certain amount of "Introduction bonus" as an encouragement.The repeat customers actively grasp the transaction, a great chance.Finally, households still unsubscribe and tracking, the actual understanding of the problem.It depends on whether the sales results, in the last seconds still to do so at the end of the sales morale can not be ignored. As long as the down-to-earth implementation of this program, real estate marketing will be immediate, fruitful.