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	<title>Noua Vanzare &#187; Pregatirea vanzarii</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>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>
		</item>
		<item>
		<title>Shorts</title>
		<link>http://training-vanzari.ro/2011/12/shorts/</link>
		<comments>http://training-vanzari.ro/2011/12/shorts/#comments</comments>
		<pubDate>Sat, 31 Dec 2011 17:59:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11639</guid>
		<description><![CDATA[Ca vanzator, sunt un mare admirator al celor care stiu sa sintetizeze o prezentare in cateva cuvinte: stiu cat de greu e. In ziua de azi, timpul e mai valoros decat banii. Cei care fac bani &#8211; si carora, inerent, ne adresam cu propunerile noastre de cumparare &#8211; nu au timp. In Romania, unde se [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/shorts/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Vreau&#8221; vs. &#8220;Trebuie&#8221;</title>
		<link>http://training-vanzari.ro/2011/12/vreau-vs-trebuie/</link>
		<comments>http://training-vanzari.ro/2011/12/vreau-vs-trebuie/#comments</comments>
		<pubDate>Fri, 30 Dec 2011 05:02:58 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11601</guid>
		<description><![CDATA[Un client (potential) mi-a cerut sa-i scriu un capitol dintr-un viitor curs &#8211; anume partea de organizare a secventei de vanzare. Deadline-ul e maine, am mai scris partea asta de zeci de ori (inclusiv ceva articole) si nu-mi iese. As face orice altceva, decat sa scriu respectivii pasi ai vanzarii, cu formulele verbale de rigoare. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/vreau-vs-trebuie/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Ce servicii suplimentare poti aduce clientului tau?</title>
		<link>http://training-vanzari.ro/2011/12/ce-servicii-suplimentare-poti-aduce-clientului-tau/</link>
		<comments>http://training-vanzari.ro/2011/12/ce-servicii-suplimentare-poti-aduce-clientului-tau/#comments</comments>
		<pubDate>Thu, 22 Dec 2011 05:03:37 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11503</guid>
		<description><![CDATA[Nimeni nu refuza vanzare in plus. Decat daca e nebun, sau prost de arogant. Am constatat, din proprie experienta, ca exista moduri mult mai destepte de ati proteja baza de clienti &#8211; in afara de coborarea pretului la nivelul concurentei, sau prostitutia profesionala, de orice fel. Iar printre cele mai destepte e sa-i aduc clientului [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/ce-servicii-suplimentare-poti-aduce-clientului-tau/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Regula celor 100 de cuvinte</title>
		<link>http://training-vanzari.ro/2011/12/regula-celor-100-de-cuvinte/</link>
		<comments>http://training-vanzari.ro/2011/12/regula-celor-100-de-cuvinte/#comments</comments>
		<pubDate>Thu, 15 Dec 2011 05:03:46 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11439</guid>
		<description><![CDATA[In 60 de secunde poti spune 100 de cuvinte. In ziua de azi, 60 de secunde e perioada in care cineva &#8211; oricine &#8211; iti acorda atentie si interes, nedisimulate. Dupa (maxim) acest rastimp, trece la un alt subiect. Ai 60 de secunde, si 100 de cuvinte sa poti spune ceva, care sa fie memorabil, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/regula-celor-100-de-cuvinte/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Greseala fundamentala: sa vrei sa vinzi tuturor si oricui</title>
		<link>http://training-vanzari.ro/2011/11/greseala-fundamentala-sa-vrei-sa-vinzi-tuturor-si-oricui/</link>
		<comments>http://training-vanzari.ro/2011/11/greseala-fundamentala-sa-vrei-sa-vinzi-tuturor-si-oricui/#comments</comments>
		<pubDate>Sat, 19 Nov 2011 05:08:26 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11104</guid>
		<description><![CDATA[Atunci cand esti adolescent, orice femeie de pe strada pare a fi un potential partener (de sex, in principiu). Pe masura ce trec anii si filtrele se indesesc, numarul partenerilor potentiali scade. Dupa o anumita varsta incepi sa realizezi ca, oricum ai da-o, cu bune si cu rele, cel care si-a dovedit staruinta in a [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/greseala-fundamentala-sa-vrei-sa-vinzi-tuturor-si-oricui/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Ego in the way</title>
		<link>http://training-vanzari.ro/2011/11/ego-in-the-way/</link>
		<comments>http://training-vanzari.ro/2011/11/ego-in-the-way/#comments</comments>
		<pubDate>Fri, 18 Nov 2011 05:09:41 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11095</guid>
		<description><![CDATA[Daca am fi in stare sa dam ego-ul la o parte, am vinde mult mai mult. De multe ori, lasam bani pe masa clientului, doar pentru ca ego-ul nostru ne impiedica sa-i luam. Ca suntem prea destepti, prea frumosi, prea valorosi ca sa ii luam. Cand cineva te suna, si iti merge din plin, si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/ego-in-the-way/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Si ce daca?&#8230;&#8221;</title>
		<link>http://training-vanzari.ro/2011/11/si-ce-daca/</link>
		<comments>http://training-vanzari.ro/2011/11/si-ce-daca/#comments</comments>
		<pubDate>Tue, 01 Nov 2011 05:06:30 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10808</guid>
		<description><![CDATA[Exista o cale foarte simpla de a decanta vorbirea relevanta (pentru client) de umplutura. Iti pui intrebarea: &#8220;Si ce daca?&#8230;&#8221;. Mai precis, daca clientul poate spune, in raspuns la spusele tale &#8220;Si ce daca?&#8217;&#8230;&#8221;, fara sa para nebun sau prost de-a binelea, inseamna ca spusa ta are o problema si trebuie refacuta sau eliminata. Astfel [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/si-ce-daca/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Managementul de &#8216;medie&#8217; (vs. managementul de &#8216;rupere&#8217;)</title>
		<link>http://training-vanzari.ro/2011/10/managementul-de-medie-vs-managementul-de-rupere/</link>
		<comments>http://training-vanzari.ro/2011/10/managementul-de-medie-vs-managementul-de-rupere/#comments</comments>
		<pubDate>Tue, 11 Oct 2011 05:03:54 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></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=10512</guid>
		<description><![CDATA[Nu, nu e vorba despre managementul mediocru: dar n-am gasit un alt cuvant mai bun. Managementul de medie e atunci cand managerul face o treaba apasata, care da rezultate pe termen lung. Atunci cand planifica si pune in aplicare, si are asteptari de rezultate justificat, intr-o anumita perioada de timp. Varianta manageriala a vanzatorului &#8216;fara [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/managementul-de-medie-vs-managementul-de-rupere/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Toparlanii care desconsidera vanzatorii</title>
		<link>http://training-vanzari.ro/2011/10/toparlanii-care-desconsidera-vanzatorii/</link>
		<comments>http://training-vanzari.ro/2011/10/toparlanii-care-desconsidera-vanzatorii/#comments</comments>
		<pubDate>Sun, 09 Oct 2011 05:08:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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=10491</guid>
		<description><![CDATA[Principala problema a clientului final din Romania e lipsa de bani. In realitate, clientul final isi doreste sa cumpere diverse, dar nu are bani sa plateasca. Iar asta se combina cu infatuarea si ipocrizia tipic romanesti (cu nuante agravante in Ardeal): n-au cu ce plati, dar n-ar recunoaste asta, in ruptul capului. Exact categoria asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/toparlanii-care-desconsidera-vanzatorii/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Sinceritate, vulnerabilitate, disponibilitate, atractie, comoditizare</title>
		<link>http://training-vanzari.ro/2011/10/sinceritate-vulnerabilitate-disponibilitate-atractie-comoditizare/</link>
		<comments>http://training-vanzari.ro/2011/10/sinceritate-vulnerabilitate-disponibilitate-atractie-comoditizare/#comments</comments>
		<pubDate>Mon, 03 Oct 2011 05:07:47 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10429</guid>
		<description><![CDATA[Am facut un experiment la un curs: am cerut fiecarui cursant sa intre pe un site de socializare (acelasi), si sa trimita 50 de mesaje de intampinare catre membrii activi si online ai site-ului. Ca sa fie lucrurile si mai simple, absolut toti cursantii erau barbati &#8211; adica n-am mai avut situatia aia in care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/sinceritate-vulnerabilitate-disponibilitate-atractie-comoditizare/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Controlarea procesului de vanzare (1)</title>
		<link>http://training-vanzari.ro/2011/09/controlarea-procesului-de-vanzare-1/</link>
		<comments>http://training-vanzari.ro/2011/09/controlarea-procesului-de-vanzare-1/#comments</comments>
		<pubDate>Wed, 21 Sep 2011 05:03:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10264</guid>
		<description><![CDATA[Cum iti dai seama ca nu mai controlezi procesul de vanzare? 1. Nu mai esti concentrat pe rezolvarea problemei clientului, ci pe obtinerea unei tranzactii (vrei sa inchizi). Simti ca ti-e frica, si nu stii de ce. (In realitate, ti-e frica ca pierzi tranzactia, si ai intentie inferioara, fara sa stii sau sa recunosti asta.) [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/controlarea-procesului-de-vanzare-1/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Rocambol / Manevra de licitare (sau Legatura dintre pretul mic si solutionarea problemelor clientului)</title>
		<link>http://training-vanzari.ro/2011/09/rocambol-manevra-de-licitare-sau-legatura-dintre-pretul-mic-si-solutionarea-problemelor-clientului/</link>
		<comments>http://training-vanzari.ro/2011/09/rocambol-manevra-de-licitare-sau-legatura-dintre-pretul-mic-si-solutionarea-problemelor-clientului/#comments</comments>
		<pubDate>Thu, 08 Sep 2011 05:00:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></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=10155</guid>
		<description><![CDATA[Atunci cand joci poker si iti intra carre de asi (adica ai, statistic 95% sanse sa castigi la &#8216;sec&#8217;), ai doua interese: sa intre cat mai multi parteneri la licitatie, si licitatia sa se intinda cat mai mult, si sumele licitate sa fie tot mai mari. Ca urmare: deschizi licitatia, dar cu o valoare mica [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/rocambol-manevra-de-licitare-sau-legatura-dintre-pretul-mic-si-solutionarea-problemelor-clientului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cautatorii de pret</title>
		<link>http://training-vanzari.ro/2011/09/cautatorii-de-pret/</link>
		<comments>http://training-vanzari.ro/2011/09/cautatorii-de-pret/#comments</comments>
		<pubDate>Tue, 06 Sep 2011 16:18:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul 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 pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10134</guid>
		<description><![CDATA[Exista o categorie de cumparatori care cumpara pe cel mai mic pret cu putinta. Nu conteaza calitatea, serviciul, garantia: singurul criteriu este cel mai mic pret. Normal, asta inseamna ca aceasta categorie cumpara, intotdeauna, variante fara acte si fara TVA: cu alte cuvinte, la nivel national sunt o gaura neagra, evazionisti, neplatitori de taxe. Dar [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/cautatorii-de-pret/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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