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	<title>Noua Vanzare &#187; Brand management</title>
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	<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>Pragul de durere</title>
		<link>http://training-vanzari.ro/2012/05/pragul-de-durere/</link>
		<comments>http://training-vanzari.ro/2012/05/pragul-de-durere/#comments</comments>
		<pubDate>Sun, 06 May 2012 05:01:54 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13419</guid>
		<description><![CDATA[Cand platesti ceva, doare. Ca vanzarea sa functioneze lin, trebuie sa tii clientul, pe intreg parcursul procesului de vanzare, intr-o stare de confort psihologic. Adica, sa nu depasesti pragul lui de durere. La un salariat de multinationala, pragul de durere e de circa 2,500 de lei (500 euro). De aceea, daca vinzi ceva care costa [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Daca te costa bani, se cheama ca nu e spam?&#8230;</title>
		<link>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/</link>
		<comments>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/#comments</comments>
		<pubDate>Thu, 19 Apr 2012 05:00:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13115</guid>
		<description><![CDATA[Trebuie sa recunoastem ca, de fapt, suntem ipocriti: nu ne place spam-ul, dar cumparam, cu placere, daca primim o oferta fabuloasa pentru ceva ce folosim. Nu ma credeti?&#8230; Ganditi-va la un obiect pe care l-ati cumparat in ultimele saptamani. Acum, impartiti pretul la 3, si inchipuiti-va ca ati primi un spam cu aceasta oferta. Cred ca [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Distanta de la nume la beneficiu</title>
		<link>http://training-vanzari.ro/2012/04/distanta-de-la-nume-la-beneficiu/</link>
		<comments>http://training-vanzari.ro/2012/04/distanta-de-la-nume-la-beneficiu/#comments</comments>
		<pubDate>Sat, 14 Apr 2012 05:00:20 +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[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13107</guid>
		<description><![CDATA[De ce nu functioneaza painea feliata Savoria? Simplu: numele promite prea mult (= savoare) fata de ceea ce e: o paine feliata, rapida, cu ceva antifungice in ea sa nu mucegaieasca repede, si tinuta in punga &#8211; asa tine mai mult. O fi romanul prost, dar nu e chiar atat de prost. Daca ii spune [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Aqua Carpatica &#8211; sau cum se vinde in Romania: pe frica</title>
		<link>http://training-vanzari.ro/2012/04/aqua-carpatica-sau-cum-se-vinde-in-romania-pe-frica/</link>
		<comments>http://training-vanzari.ro/2012/04/aqua-carpatica-sau-cum-se-vinde-in-romania-pe-frica/#comments</comments>
		<pubDate>Tue, 10 Apr 2012 05:01:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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=13069</guid>
		<description><![CDATA[Pentru cine il cunoaste pe Valvis, stie ca ultima lui grija, pe lumea asta, e sa aduca sanatate consumatorilor produselor sale. (Pentru cine vorbeste prima data cu dlui, e cam primul lucru pe care ti-l spune, daca ai timp sa-l asculti.) Eu ii beau apa (Aqua Carpatica) dintr-un motiv foarte simplu: are sticla patrata, si [...]]]></description>
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		<slash:comments>14</slash:comments>
		</item>
		<item>
		<title>De cati oameni ai nevoie ca sa schimbi un bec?</title>
		<link>http://training-vanzari.ro/2012/04/de-cati-oameni-ai-nevoie-ca-sa-schimbi-un-bec/</link>
		<comments>http://training-vanzari.ro/2012/04/de-cati-oameni-ai-nevoie-ca-sa-schimbi-un-bec/#comments</comments>
		<pubDate>Tue, 03 Apr 2012 10:35:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Bancuri]]></category>
		<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13003</guid>
		<description><![CDATA[In principiu de 1 (unul): nea Gica. Cumpara un bec (sau il ia din stocul de rezerva) se urca pe o scara sau pe o masa, si schimba becul. De cati militieni ai nevoie ca sa schimbi un bec? 5. Un militian se urca pe masa, pune becul la locul lui in dulie, si patru [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cele 7 pacate din marketing</title>
		<link>http://training-vanzari.ro/2012/03/cele-7-pacate-din-marketing/</link>
		<comments>http://training-vanzari.ro/2012/03/cele-7-pacate-din-marketing/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 07:07:09 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Multinationale]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12757</guid>
		<description><![CDATA[(Orice asemanare cu realitatea nu e, deloc, intamplatoare.) &#160; &#160;]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Tipuri de brand manageri</title>
		<link>http://training-vanzari.ro/2012/02/tipuri-de-brand-manageri/</link>
		<comments>http://training-vanzari.ro/2012/02/tipuri-de-brand-manageri/#comments</comments>
		<pubDate>Wed, 15 Feb 2012 22:47:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12360</guid>
		<description><![CDATA[  Si mai e un tip: cei care nu fac nimic si spun ca motivul real a ne-vanzarilor e ca vanzatorii sunt dobitoci.]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Le sample du jour</title>
		<link>http://training-vanzari.ro/2012/02/le-sample-du-jour/</link>
		<comments>http://training-vanzari.ro/2012/02/le-sample-du-jour/#comments</comments>
		<pubDate>Sun, 12 Feb 2012 05:01:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12214</guid>
		<description><![CDATA[Una din cele mai frecvent puse (mie) intrebari &#8211; asa cum sunt eu perceput, ca si &#8216;specialist&#8217; in vanzari si trade marketing &#8211; e: &#8220;Ce putem sa facem, ca si actiune de trade marketing, sa marim vanzarile?&#8221;. Mai pe romaneste, e un fel de: nu vrem sa mai dam bani pe publicitate, nu (prea) functioneaza, [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/aproape-de-clientul-tau/feed/</wfw:commentRss>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/problema-segmentarii/feed/</wfw:commentRss>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/cercetarile-de-consumator-sunt-ca-sa-te-lumineze-nu-ca-sa-te-sprijini-pe-ele/feed/</wfw:commentRss>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/feed/</wfw:commentRss>
		<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>
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