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	<title>Noua Vanzare &#187; Comunicare</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>Nu-ti concediezi (corect) prospectii?&#8230; Trebuie ca esti fraier.</title>
		<link>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/</link>
		<comments>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/#comments</comments>
		<pubDate>Fri, 18 May 2012 06:18:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13557</guid>
		<description><![CDATA[Cand a fost ultima data cand ti-ai concediat un prospect (= un client potential, cu care deja discuti, dar care inca nu a cumparat de la tine)? In cazul meu: ieri. A fost un nenea care m-a contactat pe messenger (astia sunt cei mai rai, nici macar bani pe telefon nu vor sa dea), si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Beneficii vs. hard facts</title>
		<link>http://training-vanzari.ro/2012/05/beneficii-vs-hard-facts/</link>
		<comments>http://training-vanzari.ro/2012/05/beneficii-vs-hard-facts/#comments</comments>
		<pubDate>Sun, 13 May 2012 04:00:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13497</guid>
		<description><![CDATA[Cand am fost invatat eu sa vand, mi s-a spus: transforma orice caracteristica in beneficiu pentru client. Adica, ce anume poate face produsul pentru client. In industria mea (FMCG, Procter) era simplu: produsele mele puteau aduce mai multe vanzari clientilor, mai mult profit, mai multi clienti si clienti mai multumiti. Done. Ce am constatat eu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/beneficii-vs-hard-facts/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Oamenii voteaza lideri, nu partide, si nici programe</title>
		<link>http://training-vanzari.ro/2012/05/oamenii-voteaza-lideri-nu-partide-si-nici-programe/</link>
		<comments>http://training-vanzari.ro/2012/05/oamenii-voteaza-lideri-nu-partide-si-nici-programe/#comments</comments>
		<pubDate>Fri, 11 May 2012 19:51:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Lumea politica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13522</guid>
		<description><![CDATA[Uitati-va la calendar. E 11 mai. Nu stiu nimic. Nu am puterea sa calatoresc in timp. Nu-mi place PD-L-ul. Nu-mi place USL-ul. Nu-mi mai place nimeni (din lumea politica) daca stau sa ma gandesc bine. Si, ca mine, sunt multi. De aceea, indraznesc sa fac o profetie: alegerile vor fi castigate de lideri puternici. La [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/oamenii-voteaza-lideri-nu-partide-si-nici-programe/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Dati-mi un motiv pentru care sa cumpar de la Dvs..&#8221;</title>
		<link>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/</link>
		<comments>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/#comments</comments>
		<pubDate>Tue, 08 May 2012 05:00:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13438</guid>
		<description><![CDATA[Faceti un experiment: fara nici o pregatirea prealabila. La sedinta de dimineata, cereti vanzatorilor sa scrie, pe o bucata de hartie, un singur motiv pentru care merita sa cumperi de la firma ta, si nu de la o alta firma concurenta. In 60 de secunde. (Maxim 2 minute.) Evaluati, apoi, raspunsurile primite: Orice raspuns general, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cine ii invata si pe asistentii de vanzare: sa vanda?&#8230;</title>
		<link>http://training-vanzari.ro/2012/05/cine-ii-invata-si-pe-asistentii-de-vanzare-sa-vanda/</link>
		<comments>http://training-vanzari.ro/2012/05/cine-ii-invata-si-pe-asistentii-de-vanzare-sa-vanda/#comments</comments>
		<pubDate>Sat, 05 May 2012 05:00:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13395</guid>
		<description><![CDATA[Traditional, vanzatorii (reprezentantii de vanzari) sunt  cei care merg pe teren pe la clienti si gasesc cai (= dimensiuni de solutii, preturi) ca sa vanda. Asistentii de vanzare, cei care fac facturi si raspund la telefon, pot da, cel mult, oferte, si alea intr-un pret fix, de lista. In logica anilor &#8217;80, asta era o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cine-ii-invata-si-pe-asistentii-de-vanzare-sa-vanda/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Cum sa NU raspunzi la intrebarea de pret</title>
		<link>http://training-vanzari.ro/2012/05/cum-sa-nu-raspunzi-la-intrebarea-de-pret/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-sa-nu-raspunzi-la-intrebarea-de-pret/#comments</comments>
		<pubDate>Tue, 01 May 2012 07:31:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13371</guid>
		<description><![CDATA[Ce castigi daca raspunzi la intrebarea: &#8220;Si ce pret aveti?&#8221;. Nimic. De cele mai multe ori e un joc al clientului: tu spui un pret, clientului i se pare ca e prea mult, si spune ca a gasit in alta parte mai ieftin, sau ca se astepta sa fie mai ieftin. Sau daca &#8216;se mai [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-sa-nu-raspunzi-la-intrebarea-de-pret/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Cum se dau mesajele politice</title>
		<link>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/#comments</comments>
		<pubDate>Mon, 30 Apr 2012 05:05:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13359</guid>
		<description><![CDATA[Legea colectivitatii e superba, pentru ca actioneaza delicat. Toata lumea face acelasi lucru, atunci il fac si eu. Atunci cand dai mesaje in spatiul public, cu scopul de a obtine ceva, trebuie sa iei in considerare ce intelege, de fapt, omul simplu, si cum reactioneaza. Daca spui: &#8220;Nimeni nu isi plateste taxele.&#8221;, omul simplu va [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Mermeleala manipulatoare</title>
		<link>http://training-vanzari.ro/2012/04/mermeleala-manipulatoare/</link>
		<comments>http://training-vanzari.ro/2012/04/mermeleala-manipulatoare/#comments</comments>
		<pubDate>Thu, 26 Apr 2012 05:01:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13308</guid>
		<description><![CDATA[&#8220;Subject: inscriptionare usi spalatorie auto  Buna ziua  Textul este foarte mult si lucrarea este complicata din punct de vedere tehnic, dincolo de simplitatea ei grafica. Ca sa iasa bine, trebuie realizate sabloane pe negativ din autocolant PVC, taiate la cutter-plotter (pentru fiecare element in parte: 7 sabloane mari) Nu cred ca se poate scrie pe spatiul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/mermeleala-manipulatoare/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Corlatean, incompetentul viitor ministru de externe</title>
		<link>http://training-vanzari.ro/2012/04/corlatean-incompetentul-viitor-ministru-de-externe/</link>
		<comments>http://training-vanzari.ro/2012/04/corlatean-incompetentul-viitor-ministru-de-externe/#comments</comments>
		<pubDate>Wed, 25 Apr 2012 07:17:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13288</guid>
		<description><![CDATA[Mie mi-e frica de mediocritate, si, in special, de mediocritatea agresiva. Ati vazut, vreodata, vreun politician care sa raspunda, intr-adevar, vreunei intrebari puse de un ziarist? De obicei: nu. Ziaristul intreaba: &#8220;Dle politician, e adevarat ca ati furat cu mainile infipte pan&#8217; la coate in bugetul pe care l-ati administrat, dimpreuna cu familia si apropiatii [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/corlatean-incompetentul-viitor-ministru-de-externe/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Despre (im)perfectiunea ofertei</title>
		<link>http://training-vanzari.ro/2012/04/despre-imperfectiunea-ofertei/</link>
		<comments>http://training-vanzari.ro/2012/04/despre-imperfectiunea-ofertei/#comments</comments>
		<pubDate>Tue, 24 Apr 2012 05:00:13 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13257</guid>
		<description><![CDATA[Clientul roman e departe de a fi un client perfect &#8211; si el stie asta. In primul rand (si, spre deosebire de clienti similari din Vest) nu are bani. Sau, mai precis, cand ii are, cand nu: in suturi. Nu are o banca cu care sa colaboreze, care sa ii asigure un buget de cheltuieli [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/despre-imperfectiunea-ofertei/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Despre placerea de a vinde</title>
		<link>http://training-vanzari.ro/2012/04/despre-placerea-de-a-vinde/</link>
		<comments>http://training-vanzari.ro/2012/04/despre-placerea-de-a-vinde/#comments</comments>
		<pubDate>Tue, 17 Apr 2012 05:00:48 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></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=13152</guid>
		<description><![CDATA[M-am dat jos din masina ca sa vad, de aproape, noua concoctiune numita Angst Carrefour. Si am vazut-o: chiar nimic interesant. Neinspirati cei care o administreaza, sau e altceva la mijloc, de nu ma prin eu: unul dintre parteneri lupta, din rasputeri, sa-l fure pe celalalt. 20 de metri mai incolo e o piata: hai [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/despre-placerea-de-a-vinde/feed/</wfw:commentRss>
		<slash:comments>1</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>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/distanta-de-la-nume-la-beneficiu/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Cum ii spui unui client: &#8220;Nu-i adevarat, minti!&#8221;</title>
		<link>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/#comments</comments>
		<pubDate>Wed, 11 Apr 2012 05:03:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13074</guid>
		<description><![CDATA[E o situatie de care ma lovesc aproape zilnic: cate un client, care simte ca are o &#8220;comanda&#8221; si pretinde ca are un pret &#8220;mult mai mic&#8221; de la concurenta. Dar care, fireste, nu produce niciodata respectiva oferta de la concurenta, in scris, pe fax, electronic, sau altfel. De multe ori, pretul acela mic pretins [...]]]></description>
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