Purpose A consultant’s continued supply of future listings is largely dependant upon the extent and quality of service rendered to clients after a sale has been completed. Procedure Customers are particularly sensitive to lack of follow up after a sale and prior to settlement but follow up must be continued on a regular basis to build a relationship on which future business can be gained. As a…

Purpose In this policy, the sales team builds long term relationships.  This procedure is on-going. On-going customers are the most valuable of all.  The company has given them good service in the past and formed a relationship with them.  These customers are likely to recommend the company to their friends and are an on-going source of new business.  There are huge benefits in creating long term relationships with customers. …

Purpose Business Development Areas (BDA’s) are developed to ensure that prospecting is done in an orderly manner and covers all streets in our core territory. Once a sales team size starts to increase the need for structure and rules controlling prospecting activity is required to reduce any conflict between colleagues. BDA’s are typically between 1000-1500 households. Policy Activities only to…

Purpose To handle telemarketing leads efficiently Procedure Sales manager to receive leads Sales manager to distribute immediate leads to sales people on rotation Future leads entered into database system – card sent & event diarised by sales manager Sales person calls immediate leads & makes MA time Sales person enters lead into database Appraisal done…

Purpose The purpose of this procedure is to efficiently distribute telemarketing reports to the respective sales people. Telemarketing reports are received from professional telemarketer on a weekly basis via email as a Excel file. Procedure Report received on email Open excel report and re-arrange prospects into two groups.  Those which are to contact immediately and those which are future programmed…

Purpose In this procedure, the sales consultant conducts prospecting campaigns. The procedure also explains the purpose of prospecting. This procedure starts when the Sales Manager constructs the prospecting plan for the year. It ends when the prospecting is complete for the year. Procedure Prospecting is vital for expanding the company’s operation and gaining new customers. Through pr…

Purpose To detail the telemarketing policy of the company.  The research of the company shows that many leads can be created from effective telemarketing.  The company use professional telemarketers to ensure the most efficient results.  It is the policy of the company that sales people are not to telemarket but are better to focus on negotiating sales and listings. Procedure When a report is received from a telemarketer the inform…

Purpose To provide a standard approach to how and why we use testimonials. Testimonials provide evidence of satisfactory dealings with the company.  The evidence is made more powerful because it comes from ordinary customers.  Existing customers are the peers of the new customers who read the testimonials.  These new customers can relate to the testimonials because they are from similar people. Evidence of satisfactory dealin…