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	<title>Noua Vanzare &#187; Multinationale</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>Organizatiile adormite. Si ce facem ca sa le trezim</title>
		<link>http://training-vanzari.ro/2012/05/organizatiile-adormite-si-ce-facem-ca-sa-le-trezim/</link>
		<comments>http://training-vanzari.ro/2012/05/organizatiile-adormite-si-ce-facem-ca-sa-le-trezim/#comments</comments>
		<pubDate>Mon, 14 May 2012 04:00:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13366</guid>
		<description><![CDATA[Curajul inseamna administrarea fricii, nu ignorarea ei. Ignorarea fricii e nebunie. Istoric, omul a actionat in grupuri (= a format o organizatie) ca sa-si poata exercita curajul. (Cu alte cuvinte, organizatiile sunt numai un cadru de lucru unde un om sa isi manifeste curajul si capacitatea de a gasi solutii.) Daca ar fi pornit de [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Antidotul</title>
		<link>http://training-vanzari.ro/2012/05/antidotul/</link>
		<comments>http://training-vanzari.ro/2012/05/antidotul/#comments</comments>
		<pubDate>Thu, 03 May 2012 18:49:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13380</guid>
		<description><![CDATA[Primul si principalul antidot ca sa scapi de obsesia pretului (si discutiile nesfarsite pe acest subiect) e increderea in firma ta, si in valoarea solutiei tale. Atunci cand stii ca dai valoare, si, in acelasi timp, ai incredere in firma (brandul) pe care il vinzi, nu te mai atinge ca vinzi cu 20% mai scump [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/antidotul/feed/</wfw:commentRss>
		<slash:comments>0</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>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/de-cati-oameni-ai-nevoie-ca-sa-schimbi-un-bec/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>
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		<slash:comments>4</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>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cele-7-pacate-din-marketing/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cine rade la urma&#8230;</title>
		<link>http://training-vanzari.ro/2012/02/cine-rade-la-urma/</link>
		<comments>http://training-vanzari.ro/2012/02/cine-rade-la-urma/#comments</comments>
		<pubDate>Wed, 29 Feb 2012 17:22:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></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[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12525</guid>
		<description><![CDATA[In meseria mea, dau uneori de echipe care ma mananca de spate. Ca sa fiu mai exact, asta e un fel de sport national: vine unul care stie, vrea sa te invete, te faci ca nu intelegi, il mananci de spate, poate pleaca. Intensitatea mancarii e proportionala cu nivelul p&#8217;afarismului si gradul de lene instalata. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/cine-rade-la-urma/feed/</wfw:commentRss>
		<slash:comments>0</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>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>Comoditizarea infidelitatii</title>
		<link>http://training-vanzari.ro/2012/02/comoditizarea-infidelitatii/</link>
		<comments>http://training-vanzari.ro/2012/02/comoditizarea-infidelitatii/#comments</comments>
		<pubDate>Tue, 07 Feb 2012 18:23:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12251</guid>
		<description><![CDATA[Orice poate fi comoditizat. Pana si indifidelitatea. (aparent, acest articol nu ascunde nici o dedicatie)]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/comoditizarea-infidelitatii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Ce e mai important decat segmentarea</title>
		<link>http://training-vanzari.ro/2012/02/ce-e-mai-important-decat-segmentarea/</link>
		<comments>http://training-vanzari.ro/2012/02/ce-e-mai-important-decat-segmentarea/#comments</comments>
		<pubDate>Tue, 07 Feb 2012 08:29:11 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12233</guid>
		<description><![CDATA[Femeie, urban, 25-35 ani, single, lucreaza intr-o firma / multinationala, castiga intre 1,000- 1,500 euro net/luna, duce in paralel cateva relatii relevante, se imbata saptamanal sambata seara impreuna cu un  grup de prietene, isi face vacantele in Spania, prefera mancarea vegetariana si indiana, muzica tehno/ alternativa, merge de 3-4 ori pe saptamana in mall-uri (mananca, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/ce-e-mai-important-decat-segmentarea/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Cat te costa distributia? (3- Pacaleala distribuitorului)</title>
		<link>http://training-vanzari.ro/2012/01/pacaleala-distribuitorului/</link>
		<comments>http://training-vanzari.ro/2012/01/pacaleala-distribuitorului/#comments</comments>
		<pubDate>Sat, 28 Jan 2012 05:02:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Finante]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11949</guid>
		<description><![CDATA[Tin minte o secventa cand faceam politica comerciala pentru un producator, si calculasem ca ii e suficient un front margin (= discount pe factura) de 14% si un back margin (= plata pentru performanta) de alti 7% (suma acestora nu e 21% ci mai putin, pentru ca 7% se aplica la 86% din pretul de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/pacaleala-distribuitorului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Ce vrei sa fii cand o sa fii mare?</title>
		<link>http://training-vanzari.ro/2012/01/ce-vrei-sa-fii-cand-o-sa-fii-mare/</link>
		<comments>http://training-vanzari.ro/2012/01/ce-vrei-sa-fii-cand-o-sa-fii-mare/#comments</comments>
		<pubDate>Thu, 26 Jan 2012 05:26:57 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12033</guid>
		<description><![CDATA[&#8220;Cand o sa fiu mare, vreau sa pun documente in fisiere, toata ziua. Vreau sa urc pe scara corporata in sus, pana la nivelul de middle management. Vreau sa fiu inlocuit de un pupincurist. Vreau sa mananc maro. Vreau sa fiu un yes-man. O yes-woman. Da, domnule, vin. Orice pentru o marire de salariu, domnule. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/ce-vrei-sa-fii-cand-o-sa-fii-mare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Al cincilea element: curvasaria</title>
		<link>http://training-vanzari.ro/2012/01/al-cincilea-element-curvasaria/</link>
		<comments>http://training-vanzari.ro/2012/01/al-cincilea-element-curvasaria/#comments</comments>
		<pubDate>Wed, 25 Jan 2012 05:03:34 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11937</guid>
		<description><![CDATA[Am avut odata o prietena, cunscuta prin intermediul unei alte prietene. A fost OK, a durat cateva luni, nu ne-am potrivit/ inteles, si am ramas in relatii bune pana in ziua de azi. De-abia dupa cativa ani am aflat, insa, care era mobilul din spatele entuziasmului cu care prietena intermediara mi-o recomandase: spera ca o [...]]]></description>
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		<slash:comments>5</slash:comments>
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