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	<title>Noua Vanzare &#187; Evaluare de personal de vanzari</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>Motivatia e formata din 3 elemente: autonomie, expertiza si scop</title>
		<link>http://training-vanzari.ro/2012/05/motivatia-e-formata-din-3-elemente-autonomie-expertiza-si-scop/</link>
		<comments>http://training-vanzari.ro/2012/05/motivatia-e-formata-din-3-elemente-autonomie-expertiza-si-scop/#comments</comments>
		<pubDate>Thu, 24 May 2012 11:26:26 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Leadership]]></category>
		<category><![CDATA[Management de vanzari]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13633</guid>
		<description><![CDATA[Motivatia pe &#8216;stil vechi&#8217; nu functioneaza. (Asta nu mai e un secret pentru nimeni.) Motivatia, in ziua de azi, e formata din 3 elemente: autonomie, expertiza si scop. Vizionati acest speech al lui Dan Pink (exista si versiune subtitrata in romaneste): http://www.ted.com/talks/dan_pink_on_motivation.html?source=facebook#.T70NXtirHXp.facebook (multumim dlui Silviu Anton pentru sugestie si pentru link)]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/motivatia-e-formata-din-3-elemente-autonomie-expertiza-si-scop/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>De ce nu e bine sa avem asteptari</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/#comments</comments>
		<pubDate>Wed, 16 May 2012 04:03:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13545</guid>
		<description><![CDATA[Remarcati ceva: libertatea (inclusiv cea de a alege) merge mana-n mana cu nefericirea. In vremurile comuniste, nu aveai din ce alege. Si nici vecinul tau nu avea o masina mai buna decat a ta. Paradoxal, si in prostia lor, oamenii erau mai fericiti. Acum, alegerea e a noastra (si a fiecaruia, in parte). In fiecare [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/feed/</wfw:commentRss>
		<slash:comments>1</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>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>Prima si principala problema a economiei romanesti: calitatea patronala, extrem de slaba</title>
		<link>http://training-vanzari.ro/2012/04/prima-si-principala-problema-a-economiei-romanesti-calitatea-patronala-extrem-de-slaba/</link>
		<comments>http://training-vanzari.ro/2012/04/prima-si-principala-problema-a-economiei-romanesti-calitatea-patronala-extrem-de-slaba/#comments</comments>
		<pubDate>Mon, 16 Apr 2012 05:00:44 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13130</guid>
		<description><![CDATA[Saptamana trecuta mi-a venit un instalator, sa-mi repare un tablou de comanda defect, al centralei mele termice. E acelasi care mi-a instalat centrala, acum multi ani. E patron: acum are vreo 3 echipe de meseriasi de instalatii in subordine. Si, spre uriasa mea surpriza, nu a mai invatat nimic in ultimii ani. Eu, acum, stiu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/prima-si-principala-problema-a-economiei-romanesti-calitatea-patronala-extrem-de-slaba/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>&#8220;Cum sa protejez relatia privilegiata dintre mine si client?&#8221;</title>
		<link>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/#comments</comments>
		<pubDate>Sat, 07 Apr 2012 05:00:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13035</guid>
		<description><![CDATA[La cursurile mele se pun s intrebari din viata, normale pentru oameni de 20 de ani, la inceput de drum. Cum eu imi organizez cursul &#8211; morfologic vorbind &#8211; pe baza intrebarilor puse de audienti, iau aceste intrebari si le re-aplic in contextul discutat al vanzarii. Acum cateva saptamani, am primit de la o cursanta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Fidelizarea vanzatorului</title>
		<link>http://training-vanzari.ro/2012/03/fidelizarea-vanzatorului/</link>
		<comments>http://training-vanzari.ro/2012/03/fidelizarea-vanzatorului/#comments</comments>
		<pubDate>Tue, 20 Mar 2012 05:08:13 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12834</guid>
		<description><![CDATA[Orice vanzator are nevoie de cativa ani (2-3, cel putin) ca sa-si insuseasca partea tehnica a ceea ce vinde. (Si, in lipsa stiintei tehnice, solutiile sunt copy-paste, sau cerute unor alte departamente. Asta face procesul de vanzare mai lung, si, intre noi fie vorba, decredibilizeaza vanzatorul in ochii clientului.) Pe de alta parte, stiinta pietei [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/fidelizarea-vanzatorului/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Hai sa ne punem in pielea clientului cautator de pret</title>
		<link>http://training-vanzari.ro/2012/03/hai-sa-ne-punem-in-pielea-clientului-cautator-de-pret/</link>
		<comments>http://training-vanzari.ro/2012/03/hai-sa-ne-punem-in-pielea-clientului-cautator-de-pret/#comments</comments>
		<pubDate>Sat, 17 Mar 2012 05:02:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12808</guid>
		<description><![CDATA[Ce se intampla daca vreti sa gasesti cel mai mic pret, si ai timp sa cauti? Am vrut sa ma pun in pielea cautatorului de pret: sa vad cum e. Si am ales un target relativ simplu: o camera de hotel. Oricine stie ca, la hoteluri, preturile sunt umflate (intre 100&#8230;1000% adaos) iar agentiile de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/hai-sa-ne-punem-in-pielea-clientului-cautator-de-pret/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Despre reciprocitate si norma sociala</title>
		<link>http://training-vanzari.ro/2012/02/despre-reciprocitate-si-norma-sociala/</link>
		<comments>http://training-vanzari.ro/2012/02/despre-reciprocitate-si-norma-sociala/#comments</comments>
		<pubDate>Thu, 23 Feb 2012 05:08:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12429</guid>
		<description><![CDATA[Cum poti avansa in cariera? In viata, exista o norma foarte simpla ca sa avansezi: sa iei nota de trecere, sa iei nota 5. Cei care iau 4 sunt dati afara, sau, in cel mai bun caz, pentru o perioada, nu avanseaza (dupa un timp, cu cateva note de 4, vor fi oricum dati si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/despre-reciprocitate-si-norma-sociala/feed/</wfw:commentRss>
		<slash:comments>2</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>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/tipuri-de-brand-manageri/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Diferenta dintre verticalitate si neprofesionalism</title>
		<link>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/</link>
		<comments>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/#comments</comments>
		<pubDate>Thu, 09 Feb 2012 05:02:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12158</guid>
		<description><![CDATA[Cu ani in urma, la un curs de vanzari open (pe vremea aia mai faceam asa ceva), i-am spus unui cursant, la jocurile de rol, ca nu trebuie sa se lase calcat in picioare de un client mitocan si plin de rahat si de obiectii false, numai ca sa obtina o vanzare. (Oarecum, feed-back-ul asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Povestea celor 5 paini sau De ce vanzatorii buni ii tin in spinare pe cei slabi</title>
		<link>http://training-vanzari.ro/2012/01/povestea-celor-5-paini-sau-de-ce-vanzatorii-buni-ii-tin-in-spinare-pe-cei-slabi/</link>
		<comments>http://training-vanzari.ro/2012/01/povestea-celor-5-paini-sau-de-ce-vanzatorii-buni-ii-tin-in-spinare-pe-cei-slabi/#comments</comments>
		<pubDate>Thu, 26 Jan 2012 05:03:44 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Recrutare]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11956</guid>
		<description><![CDATA[Cica doi calatori erau pe drum, si unul din ei avea 3 paini, iar celalat 2 paini. Se opresc sa manance, la umbra unui copac, numa&#8217; paine si apa din fantana. Cand aparu si un al treilea calator, la fel de infometat, care se ospata dimpreuna cu dansii, din aceleasi paini. La sfarsit, calatorul le dadu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/povestea-celor-5-paini-sau-de-ce-vanzatorii-buni-ii-tin-in-spinare-pe-cei-slabi/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Ce uraste cel mai mult un vanzator?&#8230;</title>
		<link>http://training-vanzari.ro/2012/01/ce-uraste-cel-mai-mult-un-vanzator/</link>
		<comments>http://training-vanzari.ro/2012/01/ce-uraste-cel-mai-mult-un-vanzator/#comments</comments>
		<pubDate>Tue, 24 Jan 2012 05:00:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11967</guid>
		<description><![CDATA[Sa-i spui ca nu stie sa vanda. Si, culmea, chiar daca e adevarat. Tin minte ca am fost odata, pe teren, cu o domnisoara, care era, realmente, catastrofa. Pe de o parte, nu stiu cum ajunsese in profesia asta, pe de alta parte nu o invatase nimeni, nimic. Ideea ei despre vanzare era sa se [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/ce-uraste-cel-mai-mult-un-vanzator/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cat te costa distributia? (2 &#8211; Distribuitorul ideal)</title>
		<link>http://training-vanzari.ro/2012/01/cat-te-costa-distributia-2-distribuitorul-ideal/</link>
		<comments>http://training-vanzari.ro/2012/01/cat-te-costa-distributia-2-distribuitorul-ideal/#comments</comments>
		<pubDate>Mon, 23 Jan 2012 05:02:46 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Finante]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11912</guid>
		<description><![CDATA[Sa zic ca sunt un distribuitor ideal, intr-o lume perfecta. (tot pe baza numerelor si supozitiilor din primul articol) Cum am si eu casa, copii si o viata, vreau sa plec acasa, in fiecare luna, cu cel putin 5,000 de euro din munca mea (ca, altfel, imi deschid o saormerie). Am 1 judet in distributie, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/cat-te-costa-distributia-2-distribuitorul-ideal/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
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