華宇裝飾工程有限公司經(jīng)營(yíng)策劃1

1、englishman, william low. he suggested that a double railway tunnel should be built. this would solve the problem of ventilation, for if a train entered this tunnel, it would draw in fresh air behind it. forty-two years later a tunnel was actually begun. if, at the time, the british had not feared in

2、vasion, it would have been completed. recently, there has again been great interest in the idea of a channel tunnel. if it is built, it will connect britain to europe for the first time in history.lesson65 jumbo versus the police 小象對(duì)警察last christmas, the circus owner, jimmy gates, decided to take so

3、me presents to a childrens hospital. dressed up as father christmas and accompanied by a guard of honour of six pretty girls, he set off down the main street of the city riding a baby elephant called jumbo. he, should have known that the police would never allow this sort of thing. a policeman appro

4、ached jimmy and told him he ought to have gone along a side-street as jumbo was holding up the traffic. though jimmy agreed to go at once, jumbo refused to move. fifteen policemen had to push very hard to get him off the main street. the police had a difficult time, but they were most amused. jumbo

5、must weigh a few tons, said a policeman afterwards, so it was fortunate that we didnt have to carry him. of course, we should arrest him, but as he has a good record, we shall let him off this time.lesson66 sweet as honey! 像蜜一樣甜！the hatheld puffin is a modern aero-plane, but its designer, mr john wi

6、mpenny, is finding it difficult to get it off the ground. the reason for this is that this plane is also a bicycle. its pilot has to pedal hard to get it into the air. after mr wimpenny had the plane built, it was tested thoroughly. in 1961, it was the first man-powered aircraft to fly half a mile.

7、while being flown by a champion amateur cyclist in 1963, the plane crashed on an airfield. since then, mr wimpenny has had it rebuilt. he has had the length of the wings increased so that they now measure 93 feet-almost as long as those of a dakota. many people have shown interest in this new and un

8、usual sport. but though air cyclists may learn how to fly over short distances, and may, eventually, even get across the english channel, it is doubtful whether they will ever cycle across the atlantic.lesson67 volcanoes 火山haroun tazieff the polish scientist, has spent his life-time studying active

9、volcanoes and deep caves in all parts of the world. in 1948, he went to lake kivu in the congo to observe a new volcano which he later named kituro. tazieff was able to set up his camp very close to the volcano while it was erupting violently. though he managed to take a number of brilliant photogra

10、phs, he could not stay near the volcano for very long. he noticed that a river of liquid rock was coming towards him. it threatened to surround him completely, but tazieff managed to escape just in time. he waited until the volcano became quiet and he was able to return two days later. this time, he

11、 managed to climb into the mouth of kituro so that he could take photographs and measure temperatures. tazieff has often risked his life in this way. he has been able to tell us more about active volcanoes than any man alive. lesson68 persistent 糾纏不休i crossed the street to avoid meeting him, but he

12、saw me and came running towards me. it was no use pretending that i had not seen him, so i waved to him. i never enjoy meeting bert dykes. he never has anything to do. no matter how busy you are, he always insists on coming with you. i had to think of a way of preventing him from following me around

13、 all morning.hullo, bert, i said. fancy meeting you here !hullo, elizabeth, bert answered. i was just wondering how to spend the morning-until i saw you. youre not busy doing anything, are you ? no, not at all, i answered. im going to. .would you mind my coming with you ? he asked, before i had fini

14、shed speaking. not at all, i lied, but im going to the dentist. then ill come with you, he answered. theres always plenty to read in the waiting room !lesson69 but not murder! 并非謀殺！i was being tested for a driving licence for the third time. i had been asked to drive in heavy traffic and had done so

15、 successfully. after having been instructed to drive out of town, i began to acquire confidence. sure that i had passed, i was almost beginning to enjoy my test. the examiner must have been pleased with my performance, for he smiled and said, just one more thing, mr eames. let us suppose that a chil

16、d suddenly crosses the road in front of you. as soon as i tap on the window, i want the car to be stopped immediately. i continued driving and after some time, the examiner tapped loudly. though the sound could be heard clearly, it took me a long time to react. i suddenly pressed the brake pedal har

17、d and we were both thrown forward. the examiner looked at me sadly. mr eames, he said, in a mournful voice, you have just killed that child ! lesson70 red for danger 危險(xiǎn)的紅色during a bullfight, a drunk suddenly wandered into the middle of the ring. the crowd began to shout, but the drunk was unaware of

18、 the danger. the bull was busy with the matador at the time, but it suddenly caught sight of the drunk who was shouting rude remarks and waving a red cap. apparently sensitive to criticism, the bull forgot all about the matador and charged at the drunk. the crowd suddenly grew quiet. the drunk, howe

19、ver, seemed quite sure of himself. when the bull got close to him, he clumsily stepped aside to let it pass. the crowd broke into cheers and the drunk bowed. by this time, however, three men had come into the ring and they quickly dragged the drunk to safety. even the bull seemed to feel sorry for h

20、im, for it looked on sympathetically until the drunk was out of the way before once more turning its attention to the matador.lesson71 a famous clock 一個(gè)著名的大鐘when you visit london, one of the first things you will see is big ben, the famous clock which can be heard all over the world on the b.b.c. if

21、 the houses of parliament had hot been burned down in 1834, the great clock would never have been erected. big ben takes its name from sir benjamin hall who was responsible for the making of the clock when the new houses of parliament were being built. it is not only of immense size, but is extremel

22、y accurate as well. officials from greenwich observatory have the clock checked twice a day. on the b.b.c. you can hear the clock when it is actually striking because microphones are connected to the clock tower. big ben has rarely gone wrong. once, however, it failed to give the correct time. a pai

23、nter who had been working on the tower hung a pot of paint on one of the hands and slowed it down ! lesson72 a car called bluebird “藍(lán)鳥(niǎo)”汽車(chē)the great racing driver, sir malcolm campbell, was the first man to drive at over 300 miles per hour. he set up a new world record in september 1935 at bonneville

24、salt flats, utah. bluebird, the car he was driving, had been specially built for him. it was over 30 feet in length and had a 2500 horse-power engine. although campbell reached a speed of over 304 miles per hour, he had great difficulty in controlling the car because a tyre burst during the first ru

25、n. after his attempt, campbell was disappointed to learn that his average speed had been 299 miles per hour. however, a few days later, he was told that a mistake had been made. his average speed had been 301 miles per hour. since that time, racing drivers have reached speeds of over 400 miles an ho

26、ur. following his fathers footsteps many years later, sir malcolms son, donald, also set up a world record. like his father, he was driving a car called bluebird.lesson73 the record-holder 紀(jì)錄保持者little boys who play truant from school are unimaginative. a quiet days fishing, or eight hours in a cinem

27、a seeing the same film over and over again, is usually as far as they get. they have all been put to shame by a boy who, while playing truant, travelled 1600 miles. he hitch- hiked to dover and, towards evening, went into a boat to find somewhere to sleep. when he woke up next morning, he discovered

28、 that the boat had, in the meantime, travelled to calais. no one noticed the boy as he crept off. from there, he hitch-hiked to paris in a lorry. the driver gave him a few biscuits and a cup of coffee and left him just outside the city. the next car the boy stopped did not take him into the centre o

29、f paris as he hoped it would, but to perpignan on the french-spanish border. there he was picked up by a policeman and sent back to england by the local authorities. he has surely set up a record for the thousands of boys who dream of evading school.lesson74 out of the limelight 舞臺(tái)之外an ancient bus s

30、topped by a dry river bed and a party of famous actors and actresses got off. dressed in dark glasses and old clothes, they had taken special precautions so that no one should recognize them. but as they soon discovered, disguises can sometimes be too perfect.this is a wonderful place for a picnic,

31、said gloria gleam. it couldnt be better, gloria, brinksley meers agreed. no newspaper men, no film fans! why dont we come more often ? meanwhile, two other actors, rockwall slinger and merlin greeves, had carried two large food baskets to a shady spot under some trees. when they had all made themsel

32、ves comfortable, a stranger appeared. he looked very angry. now you gut out of here, all of you! he shouted: im sheriff here. do you see that notice ? it says no camping-in case you cant read ! look, sheriff, said rockwall, dont be too hard on us. im rockwall slinger and this is merlin greeves. oh,

33、is it ? said the sheriff with a sneer. well, im brinksley meers, and my other name is gloria gleam. now you get out of here fast !lesson75 sos 呼救信號(hào)when a light passenger plane flew off course some time ago, it crashed in the mountains and its pilot was killed. the only passengers, a young woman and

34、her two baby daughters, were unhurt. it was the middle of winter. snow lay thick on the ground. the woman knew that the nearest village was miles away. when it grew dark. she turned a suitcase into a bed and put the children inside it, covering them with all the clothes she could find. during the ni

35、ght, it got terribly cold. the woman kept as near as she could to the children and even tried to get into the case herself, but it was too small. early ,next morning she heard planes passing overhead and wondered how she could send a signal. then she had an idea. she stamped out the letters sos in t

36、he snow. fortunately, a pilot saw the signal and sent a message by radio to the nearest town. it was not long before a helicopter arrived on the scene to rescue the survivors of the plane crash.lesson76 april fools day 愚人節(jié)to end our special news bulletin, said the voice of the television announcer,

37、we are taking you to the macaroni fields of calabria. macaroni has been grown in this area for over six hundred years. two of the leading growers, giuseppe moldova and ricardo brabante, tell me that they have been expecting a splendid crop this year and harvesting has begun earlier than usual. here

38、you can see two workers who, between them,河北華宇裝飾工程有限公司家裝市場(chǎng)開(kāi)發(fā)經(jīng)營(yíng)策劃書(shū)第一章、行業(yè)前景及投入a經(jīng)營(yíng)范圍 公共場(chǎng)所，辦公樓，工廠廠房，賓館、酒店，歌舞廳，高端別墅公寓裝飾，店面裝飾等業(yè)務(wù)，暫時(shí)業(yè)務(wù)額范圍為100萬(wàn)以下工程。毛利率30%左右，純利20%左右b市場(chǎng)空間石家莊是一個(gè)很年輕的城市。是河北省省會(huì),全省的政治、經(jīng)濟(jì)、科技、金融、文化和信息中心，是國(guó)務(wù)院批準(zhǔn)實(shí)行沿海開(kāi)放政策和金融對(duì)外開(kāi)放的城市。石家莊市地處華北平原，北靠京津，是首都的南大門(mén)。常住人口930萬(wàn)，流動(dòng)人口約50萬(wàn)左右，隨著三年大變樣城市面貌發(fā)生了前所未有的變化，人們生活水

39、平的提高決定了家裝市場(chǎng)必走向品牌化，目前家裝市場(chǎng)的品牌企業(yè)大多數(shù)為北京上海的公司，本地公司走的還是保守路線(xiàn)，在管理方面欠缺。公司作為本土企業(yè)進(jìn)入家裝市場(chǎng)有一定的優(yōu)勢(shì)，發(fā)展壯大后可以開(kāi)拓周邊城市市場(chǎng)乃至全國(guó)市場(chǎng)c發(fā)展前景 所有行業(yè)的發(fā)展都離不開(kāi)最基本“住”的需求，前提也就要發(fā)展基礎(chǔ)建設(shè)，這就為建筑裝飾裝潢帶來(lái)了極大的市場(chǎng)，石家莊市是一座正在發(fā)展中逐漸崛起的新型省會(huì)城市，雖然城市的發(fā)展跟老百姓的生活水平，品位，層次有很大關(guān)系，但只要國(guó)家政府支持拆建，有開(kāi)發(fā)商的存在就有建筑行業(yè)的市場(chǎng)，從短期來(lái)看室內(nèi)裝飾有很大的潛在市場(chǎng)d市場(chǎng)現(xiàn)狀 石家莊的裝飾公司發(fā)展速度比較慢，從九十年代到現(xiàn)在其中有裝飾工程施工承包

40、資質(zhì)的上百家（其中一級(jí)資質(zhì)的有36家，二級(jí)資質(zhì)的有120多家，3級(jí)資質(zhì)124家，暫定的有32家）；另一部分沒(méi)有資質(zhì)的公司及路邊工程隊(duì)，他們的主要目標(biāo)市場(chǎng)為家庭室內(nèi)裝修，競(jìng)爭(zhēng)體現(xiàn)為價(jià)格戰(zhàn)；還有一部分北京的裝飾公司目前在家裝市場(chǎng)占領(lǐng)絕大，（東易，業(yè)之峰，龍發(fā)，元洲，輕舟，闊達(dá)，城市人家）東易日盛是以工藝取勝，業(yè)之峰是以設(shè)計(jì)為主，其它幾家公司是管理比市內(nèi)本土公司要好，但價(jià)格也不低。市內(nèi)有資質(zhì)公司主要涉足范圍為百萬(wàn)以上大型工程，專(zhuān)門(mén)針對(duì)百萬(wàn)左右的辦公樓，工廠廠房，賓館、酒店，歌舞廳，店面裝飾工程等，這樣的業(yè)務(wù)的大多數(shù)還是靠關(guān)系，投標(biāo)，但這樣的業(yè)務(wù)量是還很少，所以如果公司開(kāi)拓室內(nèi)家裝還是有很大的市場(chǎng)，主

41、要市場(chǎng)可鎖定（1普通單元樓（包括二手房），公寓，大小型高層，中高端洋房別墅3-15萬(wàn)的家裝工程；2商業(yè)店鋪（食品餐飲娛樂(lè)服裝服務(wù)行業(yè)）10-100萬(wàn)的商業(yè)工程，e人員投入（原有） 業(yè)務(wù) 設(shè)計(jì)師（造價(jià)員）項(xiàng)目經(jīng)理（材料監(jiān)理/質(zhì)檢員（設(shè)計(jì)）客服（業(yè)務(wù)營(yíng)銷(xiāo)）-財(cái)務(wù)人員： 業(yè)務(wù)部 2-4 人 設(shè)計(jì)部門(mén) 3- 5 人 工程部 23人（材料、施工、質(zhì)監(jiān)） 財(cái)務(wù) 1人（或財(cái)務(wù)外包）f硬件投入（原有） 辦公用房房租 辦公桌椅 6-8套 文件柜4個(gè) 電腦7-8臺(tái) 激光打印傳真兩用機(jī)一臺(tái) 電話(huà)三門(mén)，其中一部寬帶上網(wǎng)g其他投入（原有） 企業(yè)工商注冊(cè)、稅務(wù)登記等全套手續(xù)，注冊(cè)資本1500萬(wàn)元h人員培訓(xùn) 所有人員必須了

42、解整個(gè)裝飾裝修流程、設(shè)計(jì)、材料、工藝等，以及自己在這個(gè)流水線(xiàn)里扮演的角色，1、 業(yè)務(wù)部培訓(xùn)目標(biāo)：作為公司的先鋒首先要知道自己的形象代表著公司的形象，無(wú)論在任何場(chǎng)合都要言行得體。且具備如獲得客戶(hù)信息以及很好的跟進(jìn)客戶(hù)并建立良好的關(guān)系的公關(guān)能力，還要懂得設(shè)計(jì)理念，風(fēng)水常識(shí)，了解石家莊市場(chǎng)的樓盤(pán)，懂得材料和施工中一些專(zhuān)業(yè)常識(shí)，和公司其他部門(mén)同事配合簽單、施工，協(xié)助公司提高客戶(hù)滿(mǎn)意度做好后期的客服工作。2、 設(shè)計(jì)部培訓(xùn)目標(biāo)：懂得整個(gè)裝飾設(shè)計(jì)運(yùn)作流程（材料-工藝-空間概念-工序流程-合同知識(shí)-配套知識(shí)-風(fēng)水常識(shí)-預(yù)算核算）以及跟單必備的數(shù)據(jù)。并且要跟業(yè)務(wù)員共同與客戶(hù)建立良好的關(guān)系，讓客戶(hù)覺(jué)得你們是可以交

43、往的朋友，并且還是個(gè)裝修專(zhuān)家，最大限度提高簽單量，提高自己作品的價(jià)值，研究自己設(shè)計(jì)作品的施工可行性和在施工中遇到的問(wèn)題，簽單后緊密配合工程部做精品工程，與項(xiàng)目經(jīng)理、客戶(hù)一道實(shí)施逐步質(zhì)量、變更認(rèn)定制度；工程中的變更項(xiàng)目必須由設(shè)計(jì)師和客戶(hù)洽談后轉(zhuǎn)達(dá)工程部簽收并交預(yù)決算部備案；3、 預(yù)算部門(mén)培訓(xùn)目標(biāo)：清楚裝飾工程所涉及的所有價(jià)格，懂得材料和施工中的一些專(zhuān)業(yè)常識(shí)，熟悉招投標(biāo)流程，和業(yè)務(wù)部、設(shè)計(jì)部緊密配合提高簽單量，掌握做工程預(yù)決算必備的數(shù)據(jù)，不盲目報(bào)價(jià)，簽單后和設(shè)計(jì)部、工程部做好溝通銜接，避免決算時(shí)漏算4、工程部培訓(xùn)目標(biāo)：各工種的施工工藝，制定一系列施工制度，現(xiàn)場(chǎng)制度，了解所有的材料特性等，材料員必須

44、了解市場(chǎng)上建材價(jià)格和特性，和供應(yīng)商合作誠(chéng)信第一，不隨便拖欠供應(yīng)商貨款，節(jié)約成本，施工中和設(shè)計(jì)師與客戶(hù)一道實(shí)施逐步認(rèn)定制度，工程進(jìn)展中的每一步或變更，項(xiàng)目負(fù)責(zé)人與客戶(hù)都要做質(zhì)量認(rèn)定，工程中的變更項(xiàng)目必須由設(shè)計(jì)師和客戶(hù)洽談后轉(zhuǎn)達(dá)工程部簽收并交預(yù)決算部備案，項(xiàng)目經(jīng)理要做好合同管理、質(zhì)量管理、進(jìn)度管理、成本控制、信息管理i企業(yè)管理架構(gòu)（最終發(fā)展框架）總經(jīng)理| | | |行 政 部 市 場(chǎng) 部 設(shè) 計(jì) 部 監(jiān)管部| | | | | | | | | | | | | | | | | 行 財(cái) 業(yè) 公 投 信 預(yù) 采 物 工 安 監(jiān) 公政 務(wù) 務(wù) 關(guān) 標(biāo) 息 算 購(gòu) 控 程 保 理 務(wù)1、 行政：人力資源、檔案

45、2、 財(cái)務(wù)：會(huì)計(jì)、出納、資產(chǎn)清理3、 市場(chǎng)：信息公關(guān) 業(yè)務(wù)經(jīng)銷(xiāo) 項(xiàng)目投標(biāo)4、 設(shè)計(jì)：預(yù)算設(shè)計(jì)采購(gòu)工程5、 監(jiān)管：監(jiān)理安全客服j企業(yè)文化 公司成立于1996年，國(guó)家建筑裝飾二級(jí)資質(zhì)，以承攬室內(nèi)外裝飾工程為主的裝飾企業(yè)。一直以從事商業(yè)空間，辦公環(huán)境，酒店賓館，政府辦公的室內(nèi)外裝飾工程。公司以秉承創(chuàng)意，速度，品質(zhì)的服務(wù)精神經(jīng)過(guò)嚴(yán)格的成本控制，材料環(huán)保，統(tǒng)一采購(gòu)，專(zhuān)業(yè)分工，價(jià)格透明，服務(wù)完善，由內(nèi)至外的整體裝修，在客戶(hù)同業(yè)中得到了認(rèn)可的同時(shí)，依然在不斷追求完善的服務(wù)體系，努力創(chuàng)造生態(tài)級(jí)，環(huán)保級(jí)的工程。華宇人才薈萃，技術(shù)人員配備合理，技術(shù)手段先進(jìn)，技術(shù)質(zhì)資雄厚，現(xiàn)有獲得各級(jí)職稱(chēng)專(zhuān)業(yè)人員40名，高級(jí)職稱(chēng)5

46、0名，中級(jí)職稱(chēng)14名，初級(jí)職稱(chēng)21名，專(zhuān)業(yè)范圍包括建筑師，環(huán)境設(shè)計(jì)師，工藝美術(shù)師，經(jīng)濟(jì)師，會(huì)計(jì)師及電氣暖通機(jī)構(gòu)等專(zhuān)業(yè)工程師，形成一支專(zhuān)業(yè)技術(shù)配套，力質(zhì)布局合理，人員精干的專(zhuān)業(yè)團(tuán)隊(duì)。企業(yè)宣言：精益求精 誠(chéng)信為本工作價(jià)值觀：專(zhuān)業(yè)、精致、認(rèn)真、敬業(yè)、集體利益高于一切物質(zhì)回報(bào)生活價(jià)值觀：團(tuán)隊(duì)至高無(wú)上、彼此相愛(ài) 、信心、希望、健康想要長(zhǎng)期穩(wěn)固的發(fā)展，務(wù)必要以戰(zhàn)略眼光審時(shí)度勢(shì)，高度重視和研究自己的發(fā)展方向，發(fā)展目標(biāo)，以及達(dá)成目標(biāo)的方法！ 一個(gè)領(lǐng)導(dǎo)者的作風(fēng)往往影響著整個(gè)團(tuán)隊(duì)的風(fēng)氣*物競(jìng)天擇，適者生存 一個(gè)人越有自信，那么就越有魅力，為何不讓自己變的更有魅力*統(tǒng)治世界的是想象力，只要決心成功，失敗永遠(yuǎn)不會(huì)把我

47、們擊垮*超越自我，挑戰(zhàn)極限，人生終將輝煌！管理者七大信條：1。契而不舍，直到成功，屢敗屢戰(zhàn)，公證無(wú)私，和人交往，多從雙方的角度來(lái)考慮問(wèn)題，勤用腦，善分析！ 2。誠(chéng)信/情義高于一切，廣交天下友，有飯大家吃，付出有時(shí)未必要回報(bào)，別人有求的事情可以辦到?jīng)Q不推辭 3。設(shè)立帳簿，該花的錢(qián)如流水行云，不該用的錢(qián)決不浪費(fèi)一分 4。不管人前人后，常思自己過(guò)，莫論他人非 5。珍惜現(xiàn)在的每一分每一秒，做好現(xiàn)在正在做的正經(jīng)事！記?。赫?jīng)事 6。想到的新觀點(diǎn)，只要行之有效，無(wú)害而有利，立刻付諸實(shí)施！今天可以做完的事情，決不拖延到明天 7。杜絕浪費(fèi)時(shí)間/精力/成本，可省則省，能簡(jiǎn)則簡(jiǎn)，每一步都必須行之有效，每一分鐘都必

48、須用的有意義，每一塊錢(qián)都必須用在該用的地方！k薪資暫行標(biāo)準(zhǔn)：市場(chǎng)部職責(zé)：負(fù)責(zé)市場(chǎng)部業(yè)務(wù)員、設(shè)計(jì)師管理，市場(chǎng)推廣，業(yè)務(wù)管理，客戶(hù)談判，簽單，施工中配合項(xiàng)目經(jīng)理做好合同管理、質(zhì)量管理、進(jìn)度管理、成本控制、信息管理業(yè)務(wù)部（2-3人）每季度簽單不得低于100萬(wàn)元，一年不得低于500萬(wàn)，業(yè)務(wù)員每人每月簽單額不得少于5萬(wàn)完成任務(wù)業(yè)務(wù)底薪：600 + （10）提成（純利潤(rùn)）簽單高于5萬(wàn)的提成升至15，無(wú)底薪簽單高于10萬(wàn)的提成升至20%，無(wú)底薪業(yè)務(wù)部提成發(fā)放：簽單首付款到帳當(dāng)月發(fā)80提成，工程結(jié)束按照決算價(jià)計(jì)算發(fā)剩余20提成設(shè)計(jì)師每人每月簽單額不得少于10萬(wàn)完成任務(wù)無(wú)底薪：（20）提成（純利潤(rùn)）簽單低于5萬(wàn)

49、的提成降至10，無(wú)底薪簽單低于10萬(wàn)的提成降至20%，無(wú)底薪設(shè)計(jì)部提成發(fā)放：簽單首付款到帳當(dāng)月發(fā)80提成，工程結(jié)束按照決算價(jià)計(jì)算發(fā)剩余20提成第二章、室內(nèi)裝飾運(yùn)作流程 業(yè)務(wù)初步設(shè)計(jì)深入設(shè)計(jì)預(yù)算簽單材料采購(gòu)施工驗(yàn)收質(zhì)保1、獲得客戶(hù)資料信息（廣告、營(yíng)銷(xiāo)等各種方式）2、客戶(hù)登記：詳細(xì)詢(xún)問(wèn)，完整準(zhǔn)確地采集客戶(hù)以及裝修房屋的相關(guān)數(shù)據(jù)；3、初步設(shè)計(jì)；設(shè)計(jì)師出平面設(shè)計(jì)，客戶(hù)初步滿(mǎn)意后簽委托設(shè)計(jì)協(xié)議4、委托設(shè)計(jì)：簽設(shè)計(jì)協(xié)議，收取設(shè)計(jì)訂金，出設(shè)計(jì)圖紙、效果圖、預(yù)算等5、簽施工合同、客戶(hù)簽字認(rèn)可每一套設(shè)計(jì)圖紙，設(shè)計(jì)師從簽單開(kāi)始，全程跟蹤，每周去施工現(xiàn)場(chǎng)不少于二次，與客戶(hù)、施工員溝通，到現(xiàn)場(chǎng)解決問(wèn)題；6、項(xiàng)目負(fù)責(zé)人

50、與客戶(hù)一道實(shí)施逐步認(rèn)定制度，工程進(jìn)展中的每一步或變更，項(xiàng)目負(fù)責(zé)人與客戶(hù)都要做質(zhì)量認(rèn)定；7、公司工程巡檢：對(duì)在施工程進(jìn)行抽檢8、工程驗(yàn)收、由甲乙雙方對(duì)工程進(jìn)行逐項(xiàng)驗(yàn)收、總驗(yàn)收，客戶(hù)簽字認(rèn)可每一道工序質(zhì)量（水電、木工、瓦工、油漆工）9、進(jìn)入保質(zhì)期、客服階段（按照國(guó)家規(guī)定，工程整體保質(zhì)期為兩年，水電項(xiàng)目保質(zhì)期為5年）第三章、室內(nèi)裝飾業(yè)務(wù)部工作制度營(yíng)銷(xiāo)部總監(jiān)職責(zé)：負(fù)責(zé)市場(chǎng)部業(yè)務(wù)員、設(shè)計(jì)師管理，市場(chǎng)推廣，業(yè)務(wù)管理，客戶(hù)談判，簽單，施工中配合項(xiàng)目經(jīng)理做好合同管理、質(zhì)量管理、進(jìn)度管理、成本控制、信息管理一業(yè)務(wù)員工作制度：1、每日晨會(huì)（工作報(bào)告）制度，所有業(yè)務(wù)員在下班前必須將每天的工作內(nèi)容和業(yè)績(jī)）匯報(bào)2、每周

51、五業(yè)務(wù)部門(mén)進(jìn)行一周工作總結(jié)3、量房，有設(shè)計(jì)師的時(shí)候和設(shè)計(jì)師一起前往，在沒(méi)有設(shè)計(jì)師的情況下，要學(xué)會(huì)自己量房以及和業(yè)主進(jìn)行溝通，并將業(yè)主要求/想法詳細(xì)記錄，回公司一同將資料交業(yè)務(wù)主管，轉(zhuǎn)設(shè)計(jì)部門(mén)設(shè)計(jì)4、每個(gè)業(yè)務(wù)員都必須要將自己聯(lián)系的客戶(hù)資料，整理成檔案。及時(shí)進(jìn)行跟蹤，并隨時(shí)供公司檢查和調(diào)閱，認(rèn)真做好跟單工作、5、業(yè)務(wù)員聯(lián)系的每個(gè)客戶(hù)，每次的聯(lián)系都必須有記錄，并和設(shè)計(jì)師/工程部做好內(nèi)部溝通/銜接工作，絕對(duì)不允許自己清楚客戶(hù)要求，而別的部門(mén)不知道5、聯(lián)系客戶(hù)，接聽(tīng)/撥打電話(huà)時(shí)必須態(tài)度和藹、語(yǔ)言親切，一般先主動(dòng)問(wèn)候，“您好、華宇裝飾公司“而后開(kāi)始交談，通?？蛻?hù)在電話(huà)中問(wèn)到設(shè)計(jì)報(bào)價(jià)、材料、施工等方面的問(wèn)題

52、，自己應(yīng)當(dāng)楊長(zhǎng)補(bǔ)短，在回答中將公司的優(yōu)勢(shì)以及自己比較懂的地方樸實(shí)巧妙的溶入，給客戶(hù)一種遇到專(zhuān)家的感覺(jué)6、在和客戶(hù)交流的時(shí)候盡量由被動(dòng)回答轉(zhuǎn)為主動(dòng)介紹、主動(dòng)詢(xún)問(wèn)；設(shè)法取得想要的對(duì)方的資訊；客戶(hù)的姓名、地址、聯(lián)系電話(huà)；裝修工程的地址、房號(hào)、面積以及是否拿到鑰匙等情況并記錄在客戶(hù)資料表；其中，與客戶(hù)聯(lián)系方式的確定最為重要，最好和客戶(hù)預(yù)約好上門(mén)測(cè)量或請(qǐng)客戶(hù)來(lái)公司洽談7、約請(qǐng)客戶(hù)必須明確具體地點(diǎn)和時(shí)間，絕對(duì)不可以遲到8、初次見(jiàn)面時(shí)大概了解客戶(hù)個(gè)人、家庭狀況、家庭成員、以及對(duì)裝修的總體要求，不要太多的談?wù)撗b修細(xì)節(jié)，可以談一些客戶(hù)感興趣的東西；測(cè)量時(shí)，詳細(xì)詢(xún)問(wèn)并且記錄客戶(hù)的各種要求，針對(duì)自己比較有把握的地方

53、提出一些建議，切勿過(guò)多的表達(dá)自己的想法，多聽(tīng)客戶(hù)的意見(jiàn)9、一定要牢記客戶(hù)最關(guān)心的設(shè)計(jì)項(xiàng)目（每個(gè)客戶(hù)都會(huì)有自己最關(guān)心的東西），給客戶(hù)留下你對(duì)他極為重視的印象10、不要盲目估計(jì)總造價(jià)，要了解客戶(hù)的心理的底價(jià)，可以告訴客戶(hù)，我們的報(bào)價(jià)根據(jù)材料、工藝、工人工費(fèi)等差價(jià)較大，我們必須了解您的心底價(jià)位，以便最節(jié)省時(shí)間和精力地設(shè)計(jì)出更接近客戶(hù)的想法和承受能力的方案11、每次談方案必須確定一些項(xiàng)目，不要讓自己空手而回，如平面方案，材料：面版、地面、家具等，切勿一次次不確定地浪費(fèi)時(shí)間，有時(shí)候甚至需要略帶強(qiáng)硬的要求客戶(hù)定下一些方案，因?yàn)橛械目蛻?hù)對(duì)方案會(huì)猶豫不決，可以告訴客戶(hù)如以后再變動(dòng)，就放進(jìn)變更單中12、當(dāng)要做預(yù)

54、算時(shí)，必須轉(zhuǎn)交預(yù)算部門(mén)以下資料：（1）設(shè)計(jì)方案，（2）客戶(hù)心理價(jià)位或設(shè)計(jì)師估價(jià)，（3）客戶(hù)要求用材以及設(shè)計(jì)方案中所用材料名稱(chēng)及部位，（4）現(xiàn)場(chǎng)照片，（5）各部位（如門(mén)、窗、頂?shù)龋?biāo)高，資料不全，預(yù)算部可拒絕受理13、方案初次談過(guò)后，客戶(hù)要求細(xì)致的方案，這就進(jìn)入委托設(shè)計(jì)階段，此階段必須收取部分設(shè)計(jì)訂金，尤其要做效果圖14、細(xì)談方案一般要3-4次的修改，要協(xié)助設(shè)計(jì)師盡量說(shuō)服客戶(hù)，但客戶(hù)堅(jiān)持不變的話(huà)不要反駁客戶(hù)，因?yàn)榉孔邮强蛻?hù)自己來(lái)使用15、簽訂合同時(shí)，要設(shè)計(jì)師盡量詳細(xì)的出工藝說(shuō)明，因?yàn)楣に囐|(zhì)量說(shuō)明不只是給客戶(hù)看的，也是給自己一份詳細(xì)的資料，施工工藝不明之處請(qǐng)教工程部，切勿模糊帶過(guò)，二、檔案制1、無(wú)論成功與否，每接待一個(gè)客戶(hù)，業(yè)務(wù)員和設(shè)計(jì)師都必須有詳細(xì)的檔案：客戶(hù)資料表、原始平面圖以及詳細(xì)尺寸和現(xiàn)場(chǎng)圖片等、客戶(hù)跟蹤檔案（每一次和客戶(hù)接觸都必須有