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	<title>Noua Vanzare &#187; Sintaxa de vanzari</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>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>
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		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Viata condusa de outlook</title>
		<link>http://training-vanzari.ro/2012/04/viata-condusa-de-outlook/</link>
		<comments>http://training-vanzari.ro/2012/04/viata-condusa-de-outlook/#comments</comments>
		<pubDate>Thu, 26 Apr 2012 05:48:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13315</guid>
		<description><![CDATA[Atata timp cat activitatile tale sunt urmarea mail-urilor pe care le ai in inbox, iti conduci viata dupa cererile altora. E similar cu situatia vanzatorilor care stau langa telefon si asteapta sa fie sunati (si care lucreaza, daca mai tineti minte, in cadranul 3, unde lucrurile sunt urgente, si nu se prioritizeaza). In atari conditii, [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Daca te costa bani, se cheama ca nu e spam?&#8230;</title>
		<link>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/</link>
		<comments>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/#comments</comments>
		<pubDate>Thu, 19 Apr 2012 05:00:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13115</guid>
		<description><![CDATA[Trebuie sa recunoastem ca, de fapt, suntem ipocriti: nu ne place spam-ul, dar cumparam, cu placere, daca primim o oferta fabuloasa pentru ceva ce folosim. Nu ma credeti?&#8230; Ganditi-va la un obiect pe care l-ati cumparat in ultimele saptamani. Acum, impartiti pretul la 3, si inchipuiti-va ca ati primi un spam cu aceasta oferta. Cred ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Tribul</title>
		<link>http://training-vanzari.ro/2012/04/tribul/</link>
		<comments>http://training-vanzari.ro/2012/04/tribul/#comments</comments>
		<pubDate>Sun, 15 Apr 2012 05:00:27 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13140</guid>
		<description><![CDATA[In iunie 1998 am facut 30 de ani. Cu cateva zile inainte, am vorbit cu managerul unui pub apropiat (imi amintesc si numele: Cork &#38; Bottle, nu mai exista, acum e un condominium de locuinte) am rezervat o sala, am comandat mancare (de pub) si un set minim de beri (una de persoana) si am [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Cum sa protejez relatia privilegiata dintre mine si client?&#8221;</title>
		<link>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/#comments</comments>
		<pubDate>Sat, 07 Apr 2012 05:00:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13035</guid>
		<description><![CDATA[La cursurile mele se pun s intrebari din viata, normale pentru oameni de 20 de ani, la inceput de drum. Cum eu imi organizez cursul &#8211; morfologic vorbind &#8211; pe baza intrebarilor puse de audienti, iau aceste intrebari si le re-aplic in contextul discutat al vanzarii. Acum cateva saptamani, am primit de la o cursanta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Stagiile cumpararii</title>
		<link>http://training-vanzari.ro/2012/03/stagiile-cumpararii/</link>
		<comments>http://training-vanzari.ro/2012/03/stagiile-cumpararii/#comments</comments>
		<pubDate>Fri, 16 Mar 2012 07:45:16 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></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=12792</guid>
		<description><![CDATA[Ce poate face vanzatorul, in procesul de cumparare al clientului (si ce nu poate face)? Pentru ca un necunoscut sa cumpere, e nevoie de 3 elemente: sa aiba o durere, sa vrea sa si-o rezolve, si sa aibe banii spre a plati solutia data. Un client care isi simte durerea si vrea sa si-o rezolve [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/stagiile-cumpararii/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Oferta nu creaza obligativitate din partea clientului</title>
		<link>http://training-vanzari.ro/2012/03/oferta-nu-creaza-obligativitate-din-partea-clientului/</link>
		<comments>http://training-vanzari.ro/2012/03/oferta-nu-creaza-obligativitate-din-partea-clientului/#comments</comments>
		<pubDate>Wed, 14 Mar 2012 05:08:53 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12686</guid>
		<description><![CDATA[Spune-mi cate oferte trimiti, ca sa-ti spun cat de prost vanzator esti. Din momentul in care clientul iti spune: &#8220;Trimite-mi o oferta.&#8221;, ai predat fraiele conducerii procesului de vanzare. De obicei, clientul &#8211; de acest gen -se uita pe oferta ta, intr-un singur loc: la pret. Nu se poate convinge un client, in scris, sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/oferta-nu-creaza-obligativitate-din-partea-clientului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Uber-solutia</title>
		<link>http://training-vanzari.ro/2012/03/uber-solutia/</link>
		<comments>http://training-vanzari.ro/2012/03/uber-solutia/#comments</comments>
		<pubDate>Fri, 09 Mar 2012 05:04:09 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></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[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12592</guid>
		<description><![CDATA[&#8220;Hartia suporta orice.&#8221; spunea fostul meu profesor de ingineria calitatii, dl Aurel Sturzu. De foarte multe ori, din prea mult entuziasm fata de ceea ce vinde (= rau), din prea mult atasament fata de rezultatul vanzarii (= rau) si din reaua intepretare a spuselor clientului (= foarte rau) combinate cu p&#8217;afarismul acut al acestuia, vanzatorul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/uber-solutia/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Despre fripturisti (Gratis! nu functioneaza, bine, in Romania)</title>
		<link>http://training-vanzari.ro/2012/02/despre-fripturisti-gratis-nu-functioneaza-bine-in-romania/</link>
		<comments>http://training-vanzari.ro/2012/02/despre-fripturisti-gratis-nu-functioneaza-bine-in-romania/#comments</comments>
		<pubDate>Wed, 29 Feb 2012 05:07:16 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12491</guid>
		<description><![CDATA[Am scris mai demult un articol, in care scoteam in evidenta si laudam calitatile lui Gratis! Si, intr-adevar, functioneaza. Cea mai buna cale de a introduce un curios sau un bogat in universul solutiei tale (atentie, pentru indurerati e pierdere de bani, in realitate) e sa-i dai posibilitatea de a-ti incerca solutia (produsul sau serviciul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/despre-fripturisti-gratis-nu-functioneaza-bine-in-romania/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cine e, de fapt, clientul tau?</title>
		<link>http://training-vanzari.ro/2012/02/cine-e-de-fapt-clientul-tau/</link>
		<comments>http://training-vanzari.ro/2012/02/cine-e-de-fapt-clientul-tau/#comments</comments>
		<pubDate>Thu, 16 Feb 2012 05:06:06 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12277</guid>
		<description><![CDATA[Am lucrat, de curand, cu o firma care avea un singur client: actionarul principal. Toate eforturile organizatiei ii erau dedicate. Din pacate, prea multi lucratori in organizatii au, ca si client principal, si uneori client unic, seful direct. (in cazul in care aveti dificultati in a identifica clientul caruia va adresati, tineti minte ca are [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/cine-e-de-fapt-clientul-tau/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>2</slash:comments>
		</item>
		<item>
		<title>Cat te costa distributia? (2 &#8211; Distribuitorul ideal)</title>
		<link>http://training-vanzari.ro/2012/01/cat-te-costa-distributia-2-distribuitorul-ideal/</link>
		<comments>http://training-vanzari.ro/2012/01/cat-te-costa-distributia-2-distribuitorul-ideal/#comments</comments>
		<pubDate>Mon, 23 Jan 2012 05:02:46 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Finante]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11912</guid>
		<description><![CDATA[Sa zic ca sunt un distribuitor ideal, intr-o lume perfecta. (tot pe baza numerelor si supozitiilor din primul articol) Cum am si eu casa, copii si o viata, vreau sa plec acasa, in fiecare luna, cu cel putin 5,000 de euro din munca mea (ca, altfel, imi deschid o saormerie). Am 1 judet in distributie, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/cat-te-costa-distributia-2-distribuitorul-ideal/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Maximul tau de vanzare</title>
		<link>http://training-vanzari.ro/2011/12/maximul-tau-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2011/12/maximul-tau-de-vanzare/#comments</comments>
		<pubDate>Fri, 02 Dec 2011 05:06:22 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11289</guid>
		<description><![CDATA[Orice plan porneste, optimist, de la ideea ca poti vinde oricat. Implicit ca, facand ceea ce e corect, vei creste in vanzare, oricat. Si, dupa ce faci un numar de treburi, toate corecte, toate necesare, toate executate cu excelenta, constati ca vanzarea sta in platou, sau chiar scade. Si iti pui intrebarea: nu cumva am [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/maximul-tau-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Implica-ti clientul in procesul de vanzare</title>
		<link>http://training-vanzari.ro/2011/11/implica-ti-clientul-in-procesul-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2011/11/implica-ti-clientul-in-procesul-de-vanzare/#comments</comments>
		<pubDate>Tue, 29 Nov 2011 05:05:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></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 catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11254</guid>
		<description><![CDATA[Cei mai multi vanzatori considera ca e de datoria lor sa faca tot: contactare, evaluare, solutie, convingere-negociere, contractare, livrare, incasare, re-load. Clientul are o singura datorie: sa apese butonul &#8216;send&#8217; si sa trimita banii. Experienta m-a invatat ca nu e deloc asa. Cu cat iti tii clientul mai lenes, cu cat il servesti mai mult, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/implica-ti-clientul-in-procesul-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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