The Home Builder's Sales Management Took Kit: Working with Brokers, Agents, and On-Site Sales Associates (Carol Smith's Customer Relations Series)

Refine your sales procedures and increase your sales by using the policies and procedures featured in The Home Builder's Sales Management Tool Kit. Whether you work with Brokers, Agents, On-Site Sales Associates, or some of each, communication of consistent policies and procedures helps ensure a smooth sales process. Documented procedures also support your training efforts and protect you in the case of disputes. Resources found in the Sales Management Tool Kit include--

Working with On-Site Sales Associates provides the policies and procedures crucial to a comprehensive sales program. This model sales policy manual will help you set up consistent procedures to manage sales office operations, personnel, broker participation, reservations, contract administration, contingencies,selection meetings, change orders, model and inventory homes, and sales incentives.

Working with Brokers and Agents details how a builder can increase sales by implementing a Broker Co-op Program. Find out how to court the best Brokers, improve your reputation in the Broker community, define roles and expectations, and manage the Builder-Broker relationship so you both enjoy a profitable partnership.

Model Broker Co-op Program can be used by builders and their sales associates to establish and document expectations up front when working with brokers. The program includes suggested policies and procedures covering registration, commissions, communications, contracts, and disputes.

The Sales Management Tool Kit includes a disk with a sample sales policy manual, Working with On-Site Sales Associates; the Model Broker Co-op Program; and more than 30 sample forms and checklists. You can use these resources as they appear in the book or adapt them to meet the unique requirements of your sales management program. Soft-cover with disk.