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	<title>Noua Vanzare &#187; Brand management</title>
	<atom:link href="http://training-vanzari.ro/category/brand-management/feed/" rel="self" type="application/rss+xml" />
	<link>http://training-vanzari.ro</link>
	<description>“The purpose of business is to create and keep a customer.” Peter Drucker</description>
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						<item>
		<title>Aproape de clientul tau</title>
		<link>http://training-vanzari.ro/2012/02/aproape-de-clientul-tau/</link>
		<comments>http://training-vanzari.ro/2012/02/aproape-de-clientul-tau/#comments</comments>
		<pubDate>Fri, 10 Feb 2012 05:07:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12171</guid>
		<description><![CDATA[Exista o mare diferenta intre marketing si vanzari: viteza de decizie. Marketingul ia o decizie in luni de zile, dupa analize, cercetari, dezvoltari de concepte si renuntari (din cauza bugetelor). Vanzatorul trebuie sa decida pe loc, in fata clientului. Si exista o mare asemanare intre cele doua functiuni: apropierea de client. Cu cat iti intelegi [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Problema segmentarii</title>
		<link>http://training-vanzari.ro/2012/02/problema-segmentarii/</link>
		<comments>http://training-vanzari.ro/2012/02/problema-segmentarii/#comments</comments>
		<pubDate>Mon, 06 Feb 2012 05:05:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12082</guid>
		<description><![CDATA[Nu e nimic rau in a segmenta o piata: asa, iti poti concentra eforturile, si, astfel, mari sansele de succes. Rau e cand faci un concept de vanzare si iti inveti vanzatorul sa-l recite, pe baza unei segmentari. Vanzatorul ajunge in fata clientului, si crede ca stie ca-l cunoaste. Sau, si mai rau, pretinde ca [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Mai aveti vreo indoiala ca, de fapt, emotiile vand?</title>
		<link>http://training-vanzari.ro/2012/02/mai-aveti-vreo-indoiala-ca-de-fapt-emotiile-vand/</link>
		<comments>http://training-vanzari.ro/2012/02/mai-aveti-vreo-indoiala-ca-de-fapt-emotiile-vand/#comments</comments>
		<pubDate>Thu, 02 Feb 2012 11:23:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12197</guid>
		<description><![CDATA[O reclama in care nu se spune absolut nimic despre masina.  Totul e numai emotie si memorie emotionala. La ultimul curs de vanzari vi s-a predat chestia aia cu features-benefits, nu? (inca o dovada ca vanzarea concentrata pe produs e inlocuita de vanzarea dirijata de proces)]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cercetarile de consumator sunt ca sa te lumineze, nu ca sa te sprijini pe ele</title>
		<link>http://training-vanzari.ro/2012/01/cercetarile-de-consumator-sunt-ca-sa-te-lumineze-nu-ca-sa-te-sprijini-pe-ele/</link>
		<comments>http://training-vanzari.ro/2012/01/cercetarile-de-consumator-sunt-ca-sa-te-lumineze-nu-ca-sa-te-sprijini-pe-ele/#comments</comments>
		<pubDate>Fri, 27 Jan 2012 05:02:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11990</guid>
		<description><![CDATA[Din cand in cand, mai dau de cate o firma care face cercetari de consumator, asa, ca sa justifice niste decizii. De fiecare data, imi aduc aminte de vorbele batranului Ogilvy: &#8216;Cercetarile de consumator sunt ca stalpii de lumina: trebuie sa te lumineze, nu sa te sprijini de ele cand esti beat.&#8217; Daca Sony ar [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Pretul, mai important decat OOS-ul?</title>
		<link>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/</link>
		<comments>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/#comments</comments>
		<pubDate>Mon, 23 Jan 2012 09:33:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12010</guid>
		<description><![CDATA[La orice training de initiere in vanzari FMCG ti se spune ca OOS-ul e principala problema a firmei, si ca firma pierde un purcoi de bani pentru ca da sansa shopper-ului sa cumpere produsul concurent, cel al firmei ne-existand la raft. Fair enough. Pe de alta parte, daca te duci in retail (si ma refer [...]]]></description>
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		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Shopper-ul si sexul (propriu)</title>
		<link>http://training-vanzari.ro/2012/01/shopper-ul-si-sexul-propriu/</link>
		<comments>http://training-vanzari.ro/2012/01/shopper-ul-si-sexul-propriu/#comments</comments>
		<pubDate>Wed, 18 Jan 2012 06:11:31 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Promotii]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11856</guid>
		<description><![CDATA[Berea o beau barbatii, dar o cumpara femeile (pentru ei). De fapt, cele mai multe cumparaturi sunt facute de femei &#8211; cele care sunt responsabile cu hranitul, sanatatea si imbracatul familiei. Toate firmele de bere fac reclama, la greu, catre barbati. Si se bazeaza si pe faptul ca barbatul, odata ce se seteaza pe o bere [...]]]></description>
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		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Vanzarea pe favorabilitate</title>
		<link>http://training-vanzari.ro/2012/01/vanzarea-pe-favorabilitate/</link>
		<comments>http://training-vanzari.ro/2012/01/vanzarea-pe-favorabilitate/#comments</comments>
		<pubDate>Sun, 08 Jan 2012 05:09:31 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11734</guid>
		<description><![CDATA[Am vazut de curand (intamplator) o reclama la TV pentru farmaciile Catena. In afara ca era o smecherie cusuta cu ata alba (imi aratau tot felul de monumente arhitectonice din Bucuresti), nu aveau nici o legatura cu ceea ce fac respectivele farmacii, daca au pret bun, daca au servicii bune, daca au marfa in stoc&#8230; [...]]]></description>
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		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Culca-te cu clientii tai</title>
		<link>http://training-vanzari.ro/2012/01/culca-te-cu-clientii-tai/</link>
		<comments>http://training-vanzari.ro/2012/01/culca-te-cu-clientii-tai/#comments</comments>
		<pubDate>Tue, 03 Jan 2012 05:02:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11652</guid>
		<description><![CDATA[Mai de demult, aveam un amic &#8211; vanzator, care, in timpul liber, se ocupa de buyerite. Mai precis, de problemele lor personale si sentimentale. Cum cei mai multi buyeri erau doamne, si cum cele mai multe nu erau nici frumoase, nici fermecatoare, si nici cu suficient de mult timp liber incat sa se poate ocupa [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Shorts</title>
		<link>http://training-vanzari.ro/2011/12/shorts/</link>
		<comments>http://training-vanzari.ro/2011/12/shorts/#comments</comments>
		<pubDate>Sat, 31 Dec 2011 17:59:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11639</guid>
		<description><![CDATA[Ca vanzator, sunt un mare admirator al celor care stiu sa sintetizeze o prezentare in cateva cuvinte: stiu cat de greu e. In ziua de azi, timpul e mai valoros decat banii. Cei care fac bani &#8211; si carora, inerent, ne adresam cu propunerile noastre de cumparare &#8211; nu au timp. In Romania, unde se [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Goana dupa emotii (favorabilitatea)</title>
		<link>http://training-vanzari.ro/2011/12/goana-dupa-emotii-favorabilitatea/</link>
		<comments>http://training-vanzari.ro/2011/12/goana-dupa-emotii-favorabilitatea/#comments</comments>
		<pubDate>Mon, 26 Dec 2011 20:54:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11563</guid>
		<description><![CDATA[Pe 31 decembrie 1999 am cumparat o pilota de la Woolworths. Combinatia de calitate si de pret (costa 9,99 lire, inclusiv 2 perne) mi-a creat o emotie pozitiva &#8211; fata de magazin &#8211; care m-a impins sa-i vizitez de cate ori merg in Londra. Cum experienta s-a repetata &#8211; ultima data mi-am luat o patura ecosez, la [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Schimba piata, nu strica produsul</title>
		<link>http://training-vanzari.ro/2011/12/schimba-piata-nu-strica-produsul/</link>
		<comments>http://training-vanzari.ro/2011/12/schimba-piata-nu-strica-produsul/#comments</comments>
		<pubDate>Wed, 21 Dec 2011 05:06:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11492</guid>
		<description><![CDATA[In criza, consumatorii par sa doreasca doar doua lucruri: ce au nevoie (nu: ce doresc) la pretul corect. Ca urmare, toate eforturile tale de comunicare si repozitionare par sortite esecului. Nimeni nu pare a da 2 bani pe caracteristica X (suplimentara) atata timp cat exista produsul de baza, care face acelasi lucru, minus respectiva caracteristica, si [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>De ce?&#8230;</title>
		<link>http://training-vanzari.ro/2011/12/de-ce/</link>
		<comments>http://training-vanzari.ro/2011/12/de-ce/#comments</comments>
		<pubDate>Sat, 17 Dec 2011 05:00:04 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11455</guid>
		<description><![CDATA[De ce produsul meu are mai putin succes decat altadata? De ce concurentul meu castiga cota de piata?&#8230; De ce consumatorii aleg brandul concurentei? De ce am mai putin raft decat aveam acum 2 ani? De ce mi-au plecat distribuitorii?&#8230; De ce nu mai am prezenta in regiunea [cutare]?&#8230; De ce ship-uiesc mai putin? De [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/de-ce/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Poate distributia sa distruga un produs bun?&#8230; Da!</title>
		<link>http://training-vanzari.ro/2011/12/poate-distributia-sa-distruga-un-produs-bun-da/</link>
		<comments>http://training-vanzari.ro/2011/12/poate-distributia-sa-distruga-un-produs-bun-da/#comments</comments>
		<pubDate>Tue, 13 Dec 2011 10:10:50 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11419</guid>
		<description><![CDATA[Din cei 4 P ai mixului de marketing (produs, pret, plasare &#8211; distributie &#8211; , promovare), cel mai important e produsul (degeaba le ai pe toate celelalte, daca produsul tau nu satisface consumatorul la momentul utilizarii). Insa &#8211; in special la mancare- distributia poate slavi sau ruina un produs. Sa va dau un exemplu simplu, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/poate-distributia-sa-distruga-un-produs-bun-da/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Marketing de milioane, fara bugete de milioane (I hate when I&#8217;m right :) )</title>
		<link>http://training-vanzari.ro/2011/12/i-hate-when-im-right/</link>
		<comments>http://training-vanzari.ro/2011/12/i-hate-when-im-right/#comments</comments>
		<pubDate>Sun, 11 Dec 2011 12:57:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11391</guid>
		<description><![CDATA[1. Personifica-ti produsul. 2. Comunica direct cu consumatorul tau (acum, poti). 3. Continua sa comunici direct (acum, poti sa continui). Cat de idiot trebuie sa fii cand vinzi un produs (sau un concept) femeilor: faci un spot de 50,000 de euro si il dai pe televizoare pret de 1,000,000 de euro? Pentru ca, acum, sunt [...]]]></description>
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		<slash:comments>2</slash:comments>
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