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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>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>&#8220;Fara surprize.&#8221; Nu se aplica si la Dedeman (de fapt, nu se aplica in constructii, in general)</title>
		<link>http://training-vanzari.ro/2012/05/fara-surprize-nu-se-aplica-si-la-dedeman-de-fapt-nu-se-aplica-in-constructii-in-general/</link>
		<comments>http://training-vanzari.ro/2012/05/fara-surprize-nu-se-aplica-si-la-dedeman-de-fapt-nu-se-aplica-in-constructii-in-general/#comments</comments>
		<pubDate>Fri, 11 May 2012 05:24:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13476</guid>
		<description><![CDATA[Pe tot parcursul procesului de vanzare, trebuie sa-ti tii clientul intr-o stare de confort psihologic. Regula, simpla, si de baza e: Fara surprize. Cand cumperi de la IKEA o chestie complicata (gen biblioteca cu multe corpuri, customizate) fiecare corp are un pret, e acolo un nenea care lucreaza pe un calculator, si iti face calculul. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/fara-surprize-nu-se-aplica-si-la-dedeman-de-fapt-nu-se-aplica-in-constructii-in-general/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Autenticitatea (gesturi mici, care fac diferenta)</title>
		<link>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/</link>
		<comments>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/#comments</comments>
		<pubDate>Wed, 09 May 2012 05:00:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></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>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13447</guid>
		<description><![CDATA[Mi-am pus dintotdeauna intrebarea de ce Jamie Oliver e mai atragator (ca si bucatar) decat multi altii. Nu e mai frumos, nu gateste neaparat mai bine, (am fost la restaurantul lui, seventeen, si am fost total dezamagit &#8211; am mancat chiar prost), nu mai e (chiar) la prima tinerete, nu spune (neaparat) lucruri noi, dimpotriva&#8230; [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/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>10 recomandari pentru o prezentare reusita</title>
		<link>http://training-vanzari.ro/2012/04/10-recomandari-pentru-o-prezentare-reusita/</link>
		<comments>http://training-vanzari.ro/2012/04/10-recomandari-pentru-o-prezentare-reusita/#comments</comments>
		<pubDate>Sun, 29 Apr 2012 05:06:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13350</guid>
		<description><![CDATA[Sigur, eu nu recomand sa faceti prezentari. Mi se pare stupid &#8211; mai ales in decursul unui proces de vanzare. La fel cum nu cred ca trebuie masurat numarul de prezentari: in realitate, legatura intre numarul de prezentari si vanzarile efectuate e pur intamplatoare. Uneori, insa, asta esti nevoit sa faci. E vorba de un [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/10-recomandari-pentru-o-prezentare-reusita/feed/</wfw:commentRss>
		<slash:comments>4</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>Un pic de analiza: principiul lui Pareto</title>
		<link>http://training-vanzari.ro/2012/04/un-pic-de-analiza-principiul-lui-pareto/</link>
		<comments>http://training-vanzari.ro/2012/04/un-pic-de-analiza-principiul-lui-pareto/#comments</comments>
		<pubDate>Fri, 20 Apr 2012 05:00:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13183</guid>
		<description><![CDATA[Pasul 1: Fa o lista cu activitatile pe care le faci, in mod uzual, cu scopul de a vinde. Ar trebui sa fie un minim de 10 activitati diferite &#8211; altfel, se cheama ca nu faci nimic &#8211; si, de bun simt, sa nu depaseasca 50 (daca asta se intampla, se cheama ca ai o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/un-pic-de-analiza-principiul-lui-pareto/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Manual de franciza McDonalds</title>
		<link>http://training-vanzari.ro/2012/04/manual-de-franciza-mcdonalds/</link>
		<comments>http://training-vanzari.ro/2012/04/manual-de-franciza-mcdonalds/#comments</comments>
		<pubDate>Fri, 13 Apr 2012 09:45:07 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13142</guid>
		<description><![CDATA[Pentru oricine vrea sa-si faca o franciza (sau sa cumpere una) documentul atasat mi se pare ca trebuie citit din scoarta in scoarta. Ce-mi place cel mai mult e ca seteaza corect asteptarile colaborarii viitoare. Adica un lucru pe care vanzatorii incepatori, din frica si dorinta de a vinde, nu reusesc sa-l faca.]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/manual-de-franciza-mcdonalds/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Aqua Carpatica &#8211; sau cum se vinde in Romania: pe frica</title>
		<link>http://training-vanzari.ro/2012/04/aqua-carpatica-sau-cum-se-vinde-in-romania-pe-frica/</link>
		<comments>http://training-vanzari.ro/2012/04/aqua-carpatica-sau-cum-se-vinde-in-romania-pe-frica/#comments</comments>
		<pubDate>Tue, 10 Apr 2012 05:01:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13069</guid>
		<description><![CDATA[Pentru cine il cunoaste pe Valvis, stie ca ultima lui grija, pe lumea asta, e sa aduca sanatate consumatorilor produselor sale. (Pentru cine vorbeste prima data cu dlui, e cam primul lucru pe care ti-l spune, daca ai timp sa-l asculti.) Eu ii beau apa (Aqua Carpatica) dintr-un motiv foarte simplu: are sticla patrata, si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/aqua-carpatica-sau-cum-se-vinde-in-romania-pe-frica/feed/</wfw:commentRss>
		<slash:comments>14</slash:comments>
		</item>
		<item>
		<title>O solutie simpla</title>
		<link>http://training-vanzari.ro/2012/03/o-solutie-simpla/</link>
		<comments>http://training-vanzari.ro/2012/03/o-solutie-simpla/#comments</comments>
		<pubDate>Mon, 19 Mar 2012 05:00:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12825</guid>
		<description><![CDATA[Ca sa vinzi, trebuie ca procesul tau de vanzare, sa se potriveasca cu procesul de cumparare al clientului. Lipsurile financiare, internetul si efectul de China au adaugat, la cele mai multe procese de cumparare, inca uo faza: faza de pre-selectie. In aceasta faza clientul intreaba de pret, si, practic, selecteaza viitorii furnizori (potentialii licitatori) in [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/o-solutie-simpla/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Prospect, sau suspect?&#8230;</title>
		<link>http://training-vanzari.ro/2012/02/prospect-sau-suspect/</link>
		<comments>http://training-vanzari.ro/2012/02/prospect-sau-suspect/#comments</comments>
		<pubDate>Sat, 18 Feb 2012 05:25:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></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=12299</guid>
		<description><![CDATA[Operatia de vanzare e cam asa: identifici un clienti potential (prospect), urmaresti un proces de vanzare, si ii vinzi (il transformi in client). Cea mai frecvent intalnita problema, in vanzari, e inexistenta unui proces de vanzare (de&#8217;aia imi e mie greu sa accept cate un training disparat, unora care nu au asa inca proces de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/prospect-sau-suspect/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Costul timpului</title>
		<link>http://training-vanzari.ro/2012/02/costul-timpului/</link>
		<comments>http://training-vanzari.ro/2012/02/costul-timpului/#comments</comments>
		<pubDate>Mon, 13 Feb 2012 05:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de negociere]]></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=12206</guid>
		<description><![CDATA[Time is money. Asta o stie oricine. Cu cat procesul tau de vanzare e mai lung (= cu cat clientul e mai dificil, ai nevoie de mai multe intalniri ca sa generezi o comanda) cu atat vanzarea ta costa mai mult, si, implicit, faci mai putin profit din respectiva vanzare. Cu toate astea, clientii dificili, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/costul-timpului/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/shopper-ul-si-sexul-propriu/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
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