Study On Personal Qualities Of Real Estate Salesmen In Changchun

Firstly, my dissertation gives an introduction to the current situation of real estate industry in Changchun. Our society calls for liability real estate industry; the consumers are in need of service of real estate enterprises; therefore, the land agents must improve their level of service and promote the quality of their sales team; both the government and enterprises should take practical action to perform their respective responsibilities; the developers should practically build more small and medium sized and affordable houses for people in the interest of them, meanwhile, meet consumers'needs and improve the quality of service.The results of investigation indicates that the new features of the Changchun real estate market's competency meet the new housing needs which applies by consumers. The two-bedroom style house gradually becomes new hot point because it's area functions total price and after-sale administrations are in reason. The new developed area meets the main-streamed housing sale need of labor estate.The tendency of marketing sale is heading towards the times which lead by consumers. The develop company pay more attention to centralizing the customers, to the quality of products, to establishing the brands. The market developed from which one contains insufficient competency to the one contains sufficient competency, and our city can sell houses which are just on hand in three or five years. Almost half consumers predict that the price of the total real estate in our city will keep a tendency of a small increment. The customers satisfy with the change tendency of real estate as well as they hold cautious consuming psychological minds. Therefore the consumers who would buy normal economical house; choose primary decoration; first business,and who want to improve living conditions; are occupy the most position of market .On the aspect of choosing geographic location, the location which is the center of city or near the center is the first choice of almost half consumers. 2000-3000yue per square meters is the applicable mainstream area of unit price at present and 200000-300000yue per square meters is the applicable mainstream area of total price at present. The poverty service fee which consumers can accept is mainly around 0.5-0.8 per mouth, and comparing to last year the rate of the consumers who choose pay–off style have gone up 14.6 %.Car parking position is becoming a main element considered by the consumers who buy houses. This phenomenon indicates that both the income standard and phase capability of consumers improve a lot. The tendency which heads in future combines by ensuring the supplement of houses and selling economic houses. This state shows that the real estate market enters the new times in which people is the core. The adjustment of micro-policies leads to a new circle promotion of real estate market. The house price is turning to the core of promoting market also the thing consumers care mostly. Intensifying the efficient supplement of houses is the main aspect of real estate. All in all, the real estate develops steadily and in a good state.The specifies of economic houses requires the salesman's quality is good as well as his performance. However, it is worried not all salesmen are high-qualified and it is not optimistic to see their bad performances. At the time, the era gives a new quality to the identity of salesman: they are pioneers who understand the newest marketing information and consumers'real needs; the consoler who apply property phasing service to clients; the frontline salespersons who provide reference suggestion to marketing decisions. The new trend asks for loyalty, professional knowledge marketing skills to train them.The dissertation build model of quality of"concerted effort"of salespersons with combination of purposes, effects, characteristics, needs of quality. They learn to create with enterprise; they fulfill observation with a mind of carefulness; they analyze judgment with considerate care; they communicate with others with a kind heart; they control themselves with patience; they perform implement with firm determination.This dissertation also talks about real estate salespersons'professional quality and performance combination strategy. Salespersons should have a command of seven core competences consisting of patience, self-control, communication, observation, analysis, execution, which are required to be improved and promoted.An excellent salesperson should optimize the following basic qualities: to regard sale job as a goal of life to pursue; to consider sale job as an enjoyment; to take sale job as a part of your life and be strict with yourself. to be a person with a command of acute observant and judgment to market; to sell not only products but also services; to have the awareness of no turning back in advance; to have acknowledgement of what salespersons sell is time; to make everything under control on the basis of adequate preparation, performance self-affirmation as well as past successful experience; to make persistent endeavors and combine willingness with ability; to uphold a principle treating customers sincerely and being responsible for them; to make efforts to take the first place with strong desire for success; to promote sales performance through good interpersonal relationship to attract new customers; to deeply understand the dialectic relationship between quality appraisal and performance appraisal and do management work well.At the end of the dissertation, it sets forth that salespersons should change their traditional concepts in product sale and master knowledge of sale; they also should know how to sell products by telephone and card marketing, what should they be concerned about in the first interview with customers, how to change potential customers into real customers by means of close contact with them,how to take gender advantages to sell products, how to increase the quantity of sale through best service system, how to quote to attract customers, and so on. It aims to give salespersons more self confidence and positive attitudes toward sales work, to have courage to deal with sales work in a leisurely way and to bear pressure from fierce competition; and never say fail; to mould his or her own executive ability and quick thinking in order to be one of the best salespersons.