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	<title>Noua Vanzare &#187; Farma</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>Lipsa de autenticitate</title>
		<link>http://training-vanzari.ro/2010/04/lipsa-de-autenticitate-2/</link>
		<comments>http://training-vanzari.ro/2010/04/lipsa-de-autenticitate-2/#comments</comments>
		<pubDate>Sat, 24 Apr 2010 07:09:49 +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[Farma]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></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=9049</guid>
		<description><![CDATA[Am mai terminat o sesiune de angajari. In ultima luna am citit cateva mii de CV-uri, si am tinut interviuri in 3 locatii din tara. (Sigur, nu e nici o noutate ca majoritatea celor care lucreaza in vanzari, in ziua de azi, nu stiu cam de nici unele despre vanzari. Ideea despre vanzare, astazi, in [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/04/lipsa-de-autenticitate-2/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Prea mult (trade) marketing?</title>
		<link>http://training-vanzari.ro/2009/12/prea-mult-trade-marketing/</link>
		<comments>http://training-vanzari.ro/2009/12/prea-mult-trade-marketing/#comments</comments>
		<pubDate>Fri, 25 Dec 2009 10:17:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Farma]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7556</guid>
		<description><![CDATA[Distributia: cu cat e mai putin costisitoare, cu atat consumatorul primeste mai multa valoare pentru banii sai. Treaba distributiei e simpla: sa puna la indemana consumatorului ceea ce vrea sa cumpere. Adica: toate produsele pe care vrea sa le cumpere, in toate locatiile (magazinele) de unde acesta cumpara, tot timpul (fara ruperi de stoc), la [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/prea-mult-trade-marketing/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Increderea</title>
		<link>http://training-vanzari.ro/2009/12/increderea/</link>
		<comments>http://training-vanzari.ro/2009/12/increderea/#comments</comments>
		<pubDate>Tue, 15 Dec 2009 08:38:51 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7424</guid>
		<description><![CDATA[Business-ul e incredere. Sa faci business cu cineva, sa vinzi ceva cuiva inseamna sa faci schimb de incredere: dai incredere, si primesti. Banii sunt expresia suprema a increderii: credem ca au valoare &#8211; cu toate ca sunt, de fapt, niste hartii tiparite &#8211; pe baza faptului ca sunt emisi de o persoana cu o anumita [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/increderea/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Lectia lui Thomas Bittinger, sau cum sa faci trade marketing cu bani putini</title>
		<link>http://training-vanzari.ro/2009/12/lectia-lui-thomas-bittinger-sau-cum-sa-faci-trade-marketing-cu-bani-putini/</link>
		<comments>http://training-vanzari.ro/2009/12/lectia-lui-thomas-bittinger-sau-cum-sa-faci-trade-marketing-cu-bani-putini/#comments</comments>
		<pubDate>Thu, 03 Dec 2009 09:17:43 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Category management]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Retail management]]></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=7351</guid>
		<description><![CDATA[Marketingul clasic, cu reclama ATL si bugete mari e pe moarte. Asta nu-i nici o noutate. Eficienta acestui marketing e redusa. Folosinta reclamei e pentru notorietate, sa transferi oamenii din necunoscuti in clienti potentiali (de care tu stii, si au o idee generala ca produsul sau serviciul tau exista) sau in prospecti  (care stiu de tine, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/lectia-lui-thomas-bittinger-sau-cum-sa-faci-trade-marketing-cu-bani-putini/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>A doua strategie</title>
		<link>http://training-vanzari.ro/2009/10/a-doua-strategie/</link>
		<comments>http://training-vanzari.ro/2009/10/a-doua-strategie/#comments</comments>
		<pubDate>Tue, 06 Oct 2009 20:05:46 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Lumea politica]]></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=5822</guid>
		<description><![CDATA[Prima strategie e sa gasesti un &#8216;scarcity&#8217;, adica un loc unde cererea e mai mare decat oferta, si sa dezvolti o piata sau un business. Este apanajul pionierilor, antreprenorilor, aventurierilor si oamenilor de afaceri. A doua strategie e sa inveti sa vinzi mai mult. Este domeniul marketerilor, al inovatorilor, al cercetatorilor, sociologilor, psihologilor si oamenilor de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/a-doua-strategie/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Trade marketing-ul: e necesar?</title>
		<link>http://training-vanzari.ro/2009/08/trade-marketing-ul-e-necesar/</link>
		<comments>http://training-vanzari.ro/2009/08/trade-marketing-ul-e-necesar/#comments</comments>
		<pubDate>Tue, 18 Aug 2009 08:20:09 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Farma]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5162</guid>
		<description><![CDATA[Cele mai multe departamente de trade marketing sunt fie ateliere de dezvoltare de POS-uri, daca sunt in subordinea marketing-ului, fie birouri de achizitii diverse pentru spaguirea intermediarului, evaluatorului sau clientului, daca sunt in subordinea vanzarilor. Putina lume stie cu ce se mananca, intr-adevar, trade marketing-ul. Inca si mai putini stiu daca au nevoie de asa ceva. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/08/trade-marketing-ul-e-necesar/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum reactivezi un client cu care nu s-a mai lucrat de mult</title>
		<link>http://training-vanzari.ro/2009/08/cum-reactivezi-un-client-cu-care-nu-s-a-mai-lucrat-de-mult/</link>
		<comments>http://training-vanzari.ro/2009/08/cum-reactivezi-un-client-cu-care-nu-s-a-mai-lucrat-de-mult/#comments</comments>
		<pubDate>Tue, 18 Aug 2009 07:51:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Farma]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5159</guid>
		<description><![CDATA[&#8216;Buna Laurentiu , Merg la un client cu care nu s-a lucrat de foarte mult timp sau deloc , cum procedez ? , dupa ce ma prezint , pun intrebarile de introducere , incep prin a o intreba care este motivul pentru care nu mai lucrati cu [firma mea] ( puteti sa-mi spuneti mai mult ) , aflu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/08/cum-reactivezi-un-client-cu-care-nu-s-a-mai-lucrat-de-mult/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Nenorocul de a fi primul</title>
		<link>http://training-vanzari.ro/2009/07/nenorocul-de-a-fi-primul/</link>
		<comments>http://training-vanzari.ro/2009/07/nenorocul-de-a-fi-primul/#comments</comments>
		<pubDate>Sun, 05 Jul 2009 16:11:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=4337</guid>
		<description><![CDATA[Exista o diferenta fundamentala intre a vinde cuiva care a mai cumparat ceea ce faci tu, si, ca urmare, numai schimba un furnizor cu un altul, si a vinde cuiva care nu a mai cumparat niciodata ceea ce faci tu. Principala diferenta e ca in primul caz esti comparat cu cel de dinainte si cu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/07/nenorocul-de-a-fi-primul/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Cele mai frecvent facute greseli (de vanzatori)</title>
		<link>http://training-vanzari.ro/2009/06/cele-mai-frecvent-facute-greseli-de-vanzatori/</link>
		<comments>http://training-vanzari.ro/2009/06/cele-mai-frecvent-facute-greseli-de-vanzatori/#comments</comments>
		<pubDate>Wed, 17 Jun 2009 06:47:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3934</guid>
		<description><![CDATA[&#8220;Buna ziua, sunt Laurentiu Curca, sunt profesor de vanzari, cu vechime in activitate. Am invatat meserie in Procter &#38; Gamble &#8211; si atunci era B2B2C -, am lucrat in multinationale, si in cateva tari straine dar, intre timp, dupa 8 ani de consultanta, am facut peste 112 proiecte de vanzari, management de vanzari si trade marketing. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/06/cele-mai-frecvent-facute-greseli-de-vanzatori/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Daca ai valoare, vinzi: si n-ai nevoie de salariu</title>
		<link>http://training-vanzari.ro/2009/06/daca-ai-valoare-vinzi-si-n-ai-nevoie-de-salariu/</link>
		<comments>http://training-vanzari.ro/2009/06/daca-ai-valoare-vinzi-si-n-ai-nevoie-de-salariu/#comments</comments>
		<pubDate>Mon, 15 Jun 2009 06:31:42 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3901</guid>
		<description><![CDATA[Vanzatorii nu fac greva ca sa ceara marire de salariu. Sau: cine face greva, nu e vanzator. Venitul unui vanzator depinde covarsitor de el insusi. Nivelul de constiinta si pregatire in vanzari al unei natii se vede dupa numerele de asistati social, bugetari si greve: cu cat acestea sunt mai mici, natia respectiva e mai vanzatoare. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/06/daca-ai-valoare-vinzi-si-n-ai-nevoie-de-salariu/feed/</wfw:commentRss>
		<slash:comments>5</slash:comments>
		</item>
		<item>
		<title>O prezentare de 3 minute si 55 de secunde</title>
		<link>http://training-vanzari.ro/2009/06/o-prezentare-de-3-minute-si-55-de-secunde/</link>
		<comments>http://training-vanzari.ro/2009/06/o-prezentare-de-3-minute-si-55-de-secunde/#comments</comments>
		<pubDate>Thu, 11 Jun 2009 20:01:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3840</guid>
		<description><![CDATA[Hai sa facem un exercitiu: prezinta-ti produsul, sau serviciul, in mai putin de 4 minute, astfel incat sa starnesti interesul clientului si dorinta de a cumpara. Iti spun eu: nu poti. Decat daca sari informatie din gros, ca la 110 metri garduri, si spui numai ce vrei tu sa spui, partea frumoasa a paharului, gulerul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/06/o-prezentare-de-3-minute-si-55-de-secunde/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Iti urasti clientii?</title>
		<link>http://training-vanzari.ro/2009/06/iti-urasti-clientii/</link>
		<comments>http://training-vanzari.ro/2009/06/iti-urasti-clientii/#comments</comments>
		<pubDate>Mon, 01 Jun 2009 09:11:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3478</guid>
		<description><![CDATA[Nu e usor sa vinzi in Romania. Clientii sunt mai putini (decat in lumea civilizata), iar romanii sunt rai, saraci, mincinosi, si mitocani. Oamenii din alte departamente, in afara de cel de vanzari, chiar daca se enerveaza, sau realizeaza nedreptatile, nu trebuie sa vorbeasca cu clientii. E greu, atunci cand vorbim de vanzarile din ziua de azi, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/06/iti-urasti-clientii/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Trainingul initial &#8211; Ce trebuie sa stie un vanzator nou venit</title>
		<link>http://training-vanzari.ro/2009/05/trainingul-initial-ce-trebuie-sa-stie-un-vanzator-nou-venit/</link>
		<comments>http://training-vanzari.ro/2009/05/trainingul-initial-ce-trebuie-sa-stie-un-vanzator-nou-venit/#comments</comments>
		<pubDate>Sun, 17 May 2009 04:21:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3098</guid>
		<description><![CDATA[Am scris, la bunul simt, o lista &#8211; de bifat &#8211; cu lucruri care trebuie spuse si inmanate unui vanzator nou venit (sau prin care trebuie, oricum, trecut). N-as fi scris-o, daca nu as fi constatat ca, in cele mai multe cazuri, nici macar aceste lucruri de baza, nu se fac. Are valabilitate si daca vanzatorul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/05/trainingul-initial-ce-trebuie-sa-stie-un-vanzator-nou-venit/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Comunicare (cei 7 pasi ai comunicarii eficiente)</title>
		<link>http://training-vanzari.ro/2009/05/comunicare-cei-7-pasi-ai-comunicarii-eficiente/</link>
		<comments>http://training-vanzari.ro/2009/05/comunicare-cei-7-pasi-ai-comunicarii-eficiente/#comments</comments>
		<pubDate>Tue, 12 May 2009 09:26:03 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Farma]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=2966</guid>
		<description><![CDATA[Comunicare (cei 7 pasi ai comunicarii eficiente) &#8211; din Vanzarea veche Cateva sfaturi simple, pentru incepatori, pentru imbunatatirea comunicarii intr-o secventa de vanzare; 1. ASCULTA Observa semnalele non-verbale (‚limbajul corpului’) Uita-te in ochii interlocutorului Fa gesturi aprobatoare; scoate sunete de ascultare (‚ihi’) Imita-i gesturile ‚in oglinda’ Arata-ti palmele; tine fata si torsul indreptate catre interlocutor [...]]]></description>
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