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	<title>Noua Vanzare &#187; Studii de caz</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>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>Diferenta dintre verticalitate si neprofesionalism</title>
		<link>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/</link>
		<comments>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/#comments</comments>
		<pubDate>Thu, 09 Feb 2012 05:02:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12158</guid>
		<description><![CDATA[Cu ani in urma, la un curs de vanzari open (pe vremea aia mai faceam asa ceva), i-am spus unui cursant, la jocurile de rol, ca nu trebuie sa se lase calcat in picioare de un client mitocan si plin de rahat si de obiectii false, numai ca sa obtina o vanzare. (Oarecum, feed-back-ul asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/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? (5) O specie ciudata: intermediarii</title>
		<link>http://training-vanzari.ro/2012/02/cat-te-costa-distributia-4-o-specie-ciudata-intermediarii/</link>
		<comments>http://training-vanzari.ro/2012/02/cat-te-costa-distributia-4-o-specie-ciudata-intermediarii/#comments</comments>
		<pubDate>Sat, 04 Feb 2012 05:01:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12055</guid>
		<description><![CDATA[Eu sunt autor de continut. Asta fac: gandesc, analizez, creez (intr-o masura mai mare sau mai mica), si, urmator, mai si fac prezentari ale gandurilor mele. (Din ce in ce mai mult, banii mi-i castig din ce creez, nu din ce performez, ceea ce e OK: vand proiectul avionului, nu trebuie sa-l mai si pilotez, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/cat-te-costa-distributia-4-o-specie-ciudata-intermediarii/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Atentie: numarul de escroci care pretind ca stiu vanzari si fac training sau consultanta e in crestere</title>
		<link>http://training-vanzari.ro/2012/02/atentie-numarul-de-escroci-care-pretind-ca-stiu-vanzari-si-fac-training-sau-consultanta-e-in-crestere/</link>
		<comments>http://training-vanzari.ro/2012/02/atentie-numarul-de-escroci-care-pretind-ca-stiu-vanzari-si-fac-training-sau-consultanta-e-in-crestere/#comments</comments>
		<pubDate>Thu, 02 Feb 2012 05:09:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12047</guid>
		<description><![CDATA[Din cand in cand, mai primesc cate un comentariu (de obicei, total nesarat) de la niste nenei al caror principal scop e sa-si promoveze business-ul de training sau consultanta de vanzari. De obicei numele e invelit intr-un nume de site cu pretentii (gen expert-training.ro), si, cu aceasta smecherie, ei cred ca numarul de clienti potentiali [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/atentie-numarul-de-escroci-care-pretind-ca-stiu-vanzari-si-fac-training-sau-consultanta-e-in-crestere/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Manipularea in presa &#8211; un truc ieftin, de care eu, personal, sunt satul</title>
		<link>http://training-vanzari.ro/2012/02/manipularea-in-presa-un-truc-ieftin-de-care-personal-sunt-satul/</link>
		<comments>http://training-vanzari.ro/2012/02/manipularea-in-presa-un-truc-ieftin-de-care-personal-sunt-satul/#comments</comments>
		<pubDate>Wed, 01 Feb 2012 05:04:44 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Incredere]]></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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12024</guid>
		<description><![CDATA[Va rog cititi articolul acesta: http://www.fin.ro/articol_71146/asmita-gradina-paguboasa-pentru-alpha-bank.html E vorba de cele 7 blocuri Asmita Gardens, proiect hidos si destinat esecului inca de la nastere. In linii mari, acest articol nu aduce nici un fel de informatii noi. Trebuia sa fii dobitoc sa nu realizezi ca monstruozitatile de beton aparute in sudul Bucurestiului nu au nici un succes. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/manipularea-in-presa-un-truc-ieftin-de-care-personal-sunt-satul/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>The box: live in or think out(side)</title>
		<link>http://training-vanzari.ro/2012/01/the-box-live-in-or-think-outside/</link>
		<comments>http://training-vanzari.ro/2012/01/the-box-live-in-or-think-outside/#comments</comments>
		<pubDate>Sun, 29 Jan 2012 05:06:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11981</guid>
		<description><![CDATA[Cica o imagine face cat 1000 de cuvinte: Eu m-am uitat la imaginea asta, si am vazut vanzatorul roman: nu stie prea multe, ii place confortul si sa doarma, si gandeste in ce a fost invatat sa o faca. Unul dintre lucrurile care mi-au ramas de la Henry Karamanoukian a fost (si la vremea respectiva [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/the-box-live-in-or-think-outside/feed/</wfw:commentRss>
		<slash:comments>0</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>Cum danseaza marmota Milka in fata magazinului</title>
		<link>http://training-vanzari.ro/2012/01/cum-danseaza-marmota-milka-in-fata-magazinului/</link>
		<comments>http://training-vanzari.ro/2012/01/cum-danseaza-marmota-milka-in-fata-magazinului/#comments</comments>
		<pubDate>Fri, 27 Jan 2012 10:32:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></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=12059</guid>
		<description><![CDATA[Va mai amintiti de spotul asta (din pacate, nu am gasit nici o varianta in romana): (Si marmota invelea ciocolata-n staniol. Sigur ca da.) Ia uitati-va cum danseaza varianta bulgareasca a marmotei: In spatele partii funny a dansului: sa ai o mascota a firmei/ produsului tau, cu care sa poti sa creezi entuziasm la punctul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/cum-danseaza-marmota-milka-in-fata-magazinului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>In cautarea &#8216;like&#8217;-ului pierdut</title>
		<link>http://training-vanzari.ro/2012/01/in-cautarea-like-ului-pierdut/</link>
		<comments>http://training-vanzari.ro/2012/01/in-cautarea-like-ului-pierdut/#comments</comments>
		<pubDate>Fri, 27 Jan 2012 06:45:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Intentie superioara]]></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=12043</guid>
		<description><![CDATA[Una din cele mai simpatice si originale bloggerite de business (nu va spun cine, ca oricum nu mai aveti ce citi) si-a inchis, practic, blogul, si a sters toate documentele si postarile din arhiva. Intr-unul din putinele articole ramase vizibil, a explicat (in nuante subtile, pentru cine, intr-adevar, o citea) de ce. A inventariat mitocania, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/in-cautarea-like-ului-pierdut/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cercetarile de consumator sunt ca sa te lumineze, nu ca sa te sprijini pe ele</title>
		<link>http://training-vanzari.ro/2012/01/cercetarile-de-consumator-sunt-ca-sa-te-lumineze-nu-ca-sa-te-sprijini-pe-ele/</link>
		<comments>http://training-vanzari.ro/2012/01/cercetarile-de-consumator-sunt-ca-sa-te-lumineze-nu-ca-sa-te-sprijini-pe-ele/#comments</comments>
		<pubDate>Fri, 27 Jan 2012 05:02:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11990</guid>
		<description><![CDATA[Din cand in cand, mai dau de cate o firma care face cercetari de consumator, asa, ca sa justifice niste decizii. De fiecare data, imi aduc aminte de vorbele batranului Ogilvy: &#8216;Cercetarile de consumator sunt ca stalpii de lumina: trebuie sa te lumineze, nu sa te sprijini de ele cand esti beat.&#8217; Daca Sony ar [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/cercetarile-de-consumator-sunt-ca-sa-te-lumineze-nu-ca-sa-te-sprijini-pe-ele/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>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/al-cincilea-element-curvasaria/feed/</wfw:commentRss>
		<slash:comments>5</slash:comments>
		</item>
		<item>
		<title>Ce uraste cel mai mult un vanzator?&#8230;</title>
		<link>http://training-vanzari.ro/2012/01/ce-uraste-cel-mai-mult-un-vanzator/</link>
		<comments>http://training-vanzari.ro/2012/01/ce-uraste-cel-mai-mult-un-vanzator/#comments</comments>
		<pubDate>Tue, 24 Jan 2012 05:00:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
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		<description><![CDATA[Sa-i spui ca nu stie sa vanda. Si, culmea, chiar daca e adevarat. Tin minte ca am fost odata, pe teren, cu o domnisoara, care era, realmente, catastrofa. Pe de o parte, nu stiu cum ajunsese in profesia asta, pe de alta parte nu o invatase nimeni, nimic. Ideea ei despre vanzare era sa se [...]]]></description>
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