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	<title>Noua Vanzare &#187; Shopper</title>
	<atom:link href="http://training-vanzari.ro/category/shopper/feed/" rel="self" type="application/rss+xml" />
	<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>Muzica clasica la locul de cumparare?</title>
		<link>http://training-vanzari.ro/2012/02/muzica-clasica-la-locul-de-cumparare/</link>
		<comments>http://training-vanzari.ro/2012/02/muzica-clasica-la-locul-de-cumparare/#comments</comments>
		<pubDate>Tue, 07 Feb 2012 05:05:07 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12087</guid>
		<description><![CDATA[La iesirea din Kaufland, cu cosul plin, ti se canta triumfal marsul Radetzki: Nimic rau &#8211; pana aici- numai ca in magazinul propriu zis, nu ti se canta nimic. O fi importanta muzica la locul de cumparare? Pay, in primul rand, sa intelegem care e interesul nostru: sa intrerupem secventa de cumparare a shopper-ului, sa-l [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/muzica-clasica-la-locul-de-cumparare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vanzarea unei experiente (de trait)</title>
		<link>http://training-vanzari.ro/2012/02/vanzarea-unei-experiente-de-trait/</link>
		<comments>http://training-vanzari.ro/2012/02/vanzarea-unei-experiente-de-trait/#comments</comments>
		<pubDate>Sun, 05 Feb 2012 05:00:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12071</guid>
		<description><![CDATA[Pe masura ce trec anii, sunt din ce in ce mai putine evenimentele care iti raman in memorie. Cum o chema pe prietena ta din anul 3 de facultate?&#8230; Trebuie sa stai nitel sa te gandesti. Numarul experientelor relevante si memorabile, cele de care iti amintesti, e relativ mic. Am fost odata, in Anglia la un fel [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/vanzarea-unei-experiente-de-trait/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Pretul, mai important decat OOS-ul?</title>
		<link>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/</link>
		<comments>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/#comments</comments>
		<pubDate>Mon, 23 Jan 2012 09:33:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12010</guid>
		<description><![CDATA[La orice training de initiere in vanzari FMCG ti se spune ca OOS-ul e principala problema a firmei, si ca firma pierde un purcoi de bani pentru ca da sansa shopper-ului sa cumpere produsul concurent, cel al firmei ne-existand la raft. Fair enough. Pe de alta parte, daca te duci in retail (si ma refer [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/feed/</wfw:commentRss>
		<slash:comments>4</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>
		</item>
		<item>
		<title>Rolul categoriei</title>
		<link>http://training-vanzari.ro/2012/01/rolul-categoriei/</link>
		<comments>http://training-vanzari.ro/2012/01/rolul-categoriei/#comments</comments>
		<pubDate>Tue, 17 Jan 2012 09:54:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Category management]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></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=11830</guid>
		<description><![CDATA[In FMCG, fiecare vanzator vinde o anumita categorie (de produse) unui anumit segment-tinta de shopper-i. In functie de: 1. Modul cum e construita afacerea Key Account-ului; 2. Stagiul de dezvoltare in care se afla acesta si 3. Ce face categoria ta (dpdv al excursiei de cumparare) shopper-ului categoria ta poate fi de destinatie, obisnuinta,  ocazional/ [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/rolul-categoriei/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Goana dupa emotii (favorabilitatea)</title>
		<link>http://training-vanzari.ro/2011/12/goana-dupa-emotii-favorabilitatea/</link>
		<comments>http://training-vanzari.ro/2011/12/goana-dupa-emotii-favorabilitatea/#comments</comments>
		<pubDate>Mon, 26 Dec 2011 20:54:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11563</guid>
		<description><![CDATA[Pe 31 decembrie 1999 am cumparat o pilota de la Woolworths. Combinatia de calitate si de pret (costa 9,99 lire, inclusiv 2 perne) mi-a creat o emotie pozitiva &#8211; fata de magazin &#8211; care m-a impins sa-i vizitez de cate ori merg in Londra. Cum experienta s-a repetata &#8211; ultima data mi-am luat o patura ecosez, la [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/goana-dupa-emotii-favorabilitatea/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Poate distributia sa distruga un produs bun?&#8230; Da!</title>
		<link>http://training-vanzari.ro/2011/12/poate-distributia-sa-distruga-un-produs-bun-da/</link>
		<comments>http://training-vanzari.ro/2011/12/poate-distributia-sa-distruga-un-produs-bun-da/#comments</comments>
		<pubDate>Tue, 13 Dec 2011 10:10:50 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11419</guid>
		<description><![CDATA[Din cei 4 P ai mixului de marketing (produs, pret, plasare &#8211; distributie &#8211; , promovare), cel mai important e produsul (degeaba le ai pe toate celelalte, daca produsul tau nu satisface consumatorul la momentul utilizarii). Insa &#8211; in special la mancare- distributia poate slavi sau ruina un produs. Sa va dau un exemplu simplu, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/poate-distributia-sa-distruga-un-produs-bun-da/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Frica de pret</title>
		<link>http://training-vanzari.ro/2011/12/frica-de-pret/</link>
		<comments>http://training-vanzari.ro/2011/12/frica-de-pret/#comments</comments>
		<pubDate>Mon, 05 Dec 2011 05:57:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11277</guid>
		<description><![CDATA[Am inceput sa folosesc periuta de dinti electrica inca din 1996. dupa ce am vazut un clip publicitar care arata (desene animate!) cum placa dentara era mai bine indepartata de periuta electrica, decat de una normala. Am renuntat la periuta electrica anul acesta, dupa ce stomatoloaga mea mi-a explicat ca, de fapt, nu curata asa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/frica-de-pret/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Advertising sau sampling? (&#8220;Nu trebuie decat sa-ti porti parfumul&#8221; &#8211; Studiu de caz)</title>
		<link>http://training-vanzari.ro/2011/12/advertising-sau-sampling-nu-trebuie-decat-sa-ti-porti-parfumul-studiu-de-caz/</link>
		<comments>http://training-vanzari.ro/2011/12/advertising-sau-sampling-nu-trebuie-decat-sa-ti-porti-parfumul-studiu-de-caz/#comments</comments>
		<pubDate>Thu, 01 Dec 2011 05:00:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></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=11221</guid>
		<description><![CDATA[Advertising-ul are o problema: nu-ti face si vanzare. Poti sa creezi cele mai minunate concepte, sa iei bucatele din creierul consumatorului cu lingurita, sa creezi favorabilitate, sa fii memorabil pana la moarte, dar nu iti aduce consumatorul decat cel mult pana in fata magazinului. De acolo trebuie sa-l iei, si sa-i vinzi. De la buza magazinului incepe trade [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/advertising-sau-sampling-nu-trebuie-decat-sa-ti-porti-parfumul-studiu-de-caz/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cine iti recomanda o achizitie?</title>
		<link>http://training-vanzari.ro/2011/11/cine-iti-recomanda-o-achizitie/</link>
		<comments>http://training-vanzari.ro/2011/11/cine-iti-recomanda-o-achizitie/#comments</comments>
		<pubDate>Mon, 14 Nov 2011 05:04:58 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11019</guid>
		<description><![CDATA[In afara de vanzator si de client, putem identifica un al treilea personaj, care poate purta ambele palarii deodata, pe care o sa-l denumim influentatorul, sau recomandatorul. Importanta acestuia e cu mult subestimata. Sa va dau un exemplu: Daca vedeti la televizor o reclama la un salam de vara, al unei firme, veti fi &#8211; [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/cine-iti-recomanda-o-achizitie/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>O specie rea de clienti: cei care vor si nu pot</title>
		<link>http://training-vanzari.ro/2011/10/o-specie-rea-de-clienti-cei-care-vor-si-nu-pot/</link>
		<comments>http://training-vanzari.ro/2011/10/o-specie-rea-de-clienti-cei-care-vor-si-nu-pot/#comments</comments>
		<pubDate>Wed, 26 Oct 2011 05:03:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10701</guid>
		<description><![CDATA[Povestea 1: Batraneii care vroiau sa cumpere o casa cu pretul unei chirii pe o luna Era in toamna lui 1992. Am decis, impreuna cu prietena mea de atunci, Ruxandra, sa inchiriem o casa pe care o avea (ea) cumparata cu 60,000 de lei, bani de dinainte de Revolutie. Casa era pe str. Sf Constantin, undeva, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/o-specie-rea-de-clienti-cei-care-vor-si-nu-pot/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Ce castigi daca jignesti un vanzator?</title>
		<link>http://training-vanzari.ro/2011/10/ce-castigi-daca-jignesti-un-vanzator/</link>
		<comments>http://training-vanzari.ro/2011/10/ce-castigi-daca-jignesti-un-vanzator/#comments</comments>
		<pubDate>Mon, 24 Oct 2011 05:03:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10680</guid>
		<description><![CDATA[Nimic. Sa zicem ca faci un vanzator &#8216;hot&#8217;. Pentru ca, sa zic, &#8216;ti-a schimbat pretul&#8217;. Sa zic. Daca vanzatorul e intr-adevar hot, nu va fi atins deloc. N-o sa-i modifici comportamentul. Cel mult o sa revina la vechiul pret. Dar asta se putea face si cu o cerere simpla, argumentata, nu cu o jignire. Daca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/ce-castigi-daca-jignesti-un-vanzator/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Timpul de coacere</title>
		<link>http://training-vanzari.ro/2011/10/timpul-de-coacere/</link>
		<comments>http://training-vanzari.ro/2011/10/timpul-de-coacere/#comments</comments>
		<pubDate>Sat, 22 Oct 2011 05:05:37 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10659</guid>
		<description><![CDATA[M-am intalnit, de curand, cu un fost coleg- cursant, care se ocupa, de felul lui, de  Key Accounts-i. Plecase omul din firma si de la salariu, si acum face listari pentru diversi clienti. Ca tot stie despre ce e vorba. Iar banii si-i ia, intr-un fel, la succes: o data, la listare, apoi, ca si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/timpul-de-coacere/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>E obligat vanzatorul sa returneze banii consumatorului, si sa-si ia produsul inapoi, daca produsul vandut este neconform cu dorintele clientului?</title>
		<link>http://training-vanzari.ro/2011/10/e-obligat-vanzatorul-sa-returneze-banii-consumatorului-si-sa-si-ia-produsul-inapoi-daca-produsul-vandut-este-neconform-cu-dorintele-clientului/</link>
		<comments>http://training-vanzari.ro/2011/10/e-obligat-vanzatorul-sa-returneze-banii-consumatorului-si-sa-si-ia-produsul-inapoi-daca-produsul-vandut-este-neconform-cu-dorintele-clientului/#comments</comments>
		<pubDate>Sun, 16 Oct 2011 05:06:51 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10597</guid>
		<description><![CDATA[Ani de zile am trait cu impresia (datorata anilor petrecuti in Occident) ca, daca nu esti multumit de un produs, ca si consumator, poti sa-l duci, in termen de 30 de zile, si nepurtat/ nefolosit, cu chitanta/ bonul fiscal initial, in ambalajul original, inapoi vanzatorului, si sa-ti iei banii. Iar acesta e obligat sa returneze [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/e-obligat-vanzatorul-sa-returneze-banii-consumatorului-si-sa-si-ia-produsul-inapoi-daca-produsul-vandut-este-neconform-cu-dorintele-clientului/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
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