上海金炜星河湾房地精产项目市场营销策略案例分析.ppt

Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 媒体渠道 客户区域 客户年龄 客户需求 客户层次 来访时间 交通工具 来访人群 来访人群 家庭结构 总价预算 楼层需求 家庭结构 面积需求 购买目的 付款方式 客户意愿 询问重点 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 统计汇总表实例 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 数据解读案例 一、客户属性分析 二、交叉分析 三、典型客户描述 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. WHO 我们的客户是谁？ WHERE 我们的客户来自哪里？ WHY 我们的客户为什么购房？ WHAT 什么是我们的客户所关注的？ WHICH Channal 我们的客户是通过什么渠道知道项目？ 客户属性分析 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 公关活动线 销售动态线 新闻炒作线 1 2 3 坊间传说线 4 生活情调线 5 新闻炒作攻势 兵分五路 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 广告集中投放攻势 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. “围” “追” “堵” “截” Step1：圈定客户 Step2：追寻客户 Step3：积聚客户 Step4：销售目标达成 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 火爆营销之开盘组织 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 开盘组织是对开盘当日的销售进行进行计划及组织： 开盘组织 灵活运用卖场空间 合理组织开盘流程 设计压迫环节 学会运用“群众”斗“群众”的方法 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 灵活运用卖场空间 尽量在现有的卖场中规划开盘活动 对于卖场空间尽可能的合理运用 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 灵活运用卖场空间 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 外场等候区 选房区 财务 审核 突发问题处理 或