<?xml version="1.0" encoding="UTF-8"?>
<rss version="2.0"
	xmlns:content="http://purl.org/rss/1.0/modules/content/"
	xmlns:wfw="http://wellformedweb.org/CommentAPI/"
	xmlns:dc="http://purl.org/dc/elements/1.1/"
	xmlns:atom="http://www.w3.org/2005/Atom"
	xmlns:sy="http://purl.org/rss/1.0/modules/syndication/"
	xmlns:slash="http://purl.org/rss/1.0/modules/slash/"
	>

<channel>
	<title>Noua Vanzare &#187; Studii de caz</title>
	<atom:link href="http://training-vanzari.ro/category/studii-de-caz/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>
	<lastBuildDate>Thu, 24 May 2012 11:26:26 +0000</lastBuildDate>
	<language>en</language>
	<sy:updatePeriod>hourly</sy:updatePeriod>
	<sy:updateFrequency>1</sy:updateFrequency>
	<generator>http://wordpress.org/?v=3.3.2</generator>
	<div id='fb-root'></div>
					<script type='text/javascript'>
						window.fbAsyncInit = function()
						{
							FB.init({appId: null, status: true, cookie: true, xfbml: true});
						};
						(function()
						{
							var e = document.createElement('script'); e.async = true;
							e.src = document.location.protocol + '//connect.facebook.net/en_US/all.js';
							document.getElementById('fb-root').appendChild(e);
						}());
					</script>	
						<item>
		<title>Nu-ti concediezi (corect) prospectii?&#8230; Trebuie ca esti fraier.</title>
		<link>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/</link>
		<comments>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/#comments</comments>
		<pubDate>Fri, 18 May 2012 06:18:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13557</guid>
		<description><![CDATA[Cand a fost ultima data cand ti-ai concediat un prospect (= un client potential, cu care deja discuti, dar care inca nu a cumparat de la tine)? In cazul meu: ieri. A fost un nenea care m-a contactat pe messenger (astia sunt cei mai rai, nici macar bani pe telefon nu vor sa dea), si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Exemplu de vulnerabilitate/ candoare/ Noua Vanzare</title>
		<link>http://training-vanzari.ro/2012/05/exemplu-de-vulnerabilitate-candoare-noua-vanzare/</link>
		<comments>http://training-vanzari.ro/2012/05/exemplu-de-vulnerabilitate-candoare-noua-vanzare/#comments</comments>
		<pubDate>Tue, 15 May 2012 12:33:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13540</guid>
		<description><![CDATA[[daca nu vedeti aceasta secventa pe youtube, vedeti filmul: My name is Khan. E tot ce am putut face, si am muncit vreo 3 ore, numai ca sa aflu ca s-ar putea ca video-ul editat de mine sa fie blocat. Imi pare rau. Daca il vedeti activati-va subtitrarea - butonul cc de jos.]  ]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/exemplu-de-vulnerabilitate-candoare-noua-vanzare/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Metode de manipulare: Extinderea vinei (raspuns la un comentariu de la Dedeman)</title>
		<link>http://training-vanzari.ro/2012/05/metode-de-manipulare-extinderea-vinei-raspuns-la-un-comentariu-de-la-dedeman/</link>
		<comments>http://training-vanzari.ro/2012/05/metode-de-manipulare-extinderea-vinei-raspuns-la-un-comentariu-de-la-dedeman/#comments</comments>
		<pubDate>Mon, 14 May 2012 07:27:54 +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[Tehnici de manipulare]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13534</guid>
		<description><![CDATA[Initial, acest articol l-am scris vineri seara, obosit, si extrem de iritat de un comentariu (unul in plus) venit de la Dedeman. A iesit dur. Cum stiam ce mi se face, si cum stiam ca, de la bun inceput, procesul lor de vanzare de bunuri complexe e o pacaleala, le-am spus una-alta. M-a trezit, din [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/metode-de-manipulare-extinderea-vinei-raspuns-la-un-comentariu-de-la-dedeman/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Cum se da teapa cu plati electronice (retrase, ulterior)</title>
		<link>http://training-vanzari.ro/2012/05/cum-se-da-teapa-cu-plati-electronice-retrase-ulterior/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-se-da-teapa-cu-plati-electronice-retrase-ulterior/#comments</comments>
		<pubDate>Fri, 11 May 2012 05:42:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13486</guid>
		<description><![CDATA[La banca mea, ING, daca faci o plata, e plecata. Buna ziua. Se pare, insa, ca alte banci nu sunt la fel de riguroase. Mai deunazi, mi-a spus vanzatoare de la Baduc ca, pana cand nu-i intra banii, nu da drumul la marfa. Chiar daca i-am dat dovada electronica a platii. Si extrasul de cont, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-se-da-teapa-cu-plati-electronice-retrase-ulterior/feed/</wfw:commentRss>
		<slash:comments>4</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>Toata lumea cere, nimeni nu da</title>
		<link>http://training-vanzari.ro/2012/05/toata-lumea-cere-nimeni-nu-da/</link>
		<comments>http://training-vanzari.ro/2012/05/toata-lumea-cere-nimeni-nu-da/#comments</comments>
		<pubDate>Fri, 11 May 2012 04:00:25 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13465</guid>
		<description><![CDATA[Legea reciprocitatii spune: iti returnez favorurile pe care mi le faci. Imi dai, iti dau. Cu varianta cu anticipare (Pompa de aer): iti dau, ma astept sa-mi dai. Sigur, daca cererea de reciprocitate e imediata, trebuie indeplinita. Daca e mai tarzie, se uita. In Romania, insa, constat aparitia unui sport national: cererea. Sindromul vecinei care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/toata-lumea-cere-nimeni-nu-da/feed/</wfw:commentRss>
		<slash:comments>1</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>De ce super-gagicile se cupleaza cu fotbalisti</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-super-gagicile-se-cupleaza-cu-fotbalisti/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-super-gagicile-se-cupleaza-cu-fotbalisti/#comments</comments>
		<pubDate>Fri, 04 May 2012 09:49:16 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13413</guid>
		<description><![CDATA[In spatele oricarei evidente se afla un adevar economic. La prima vedere, raspunsul la intrebarea de mai sus pare simplu: pentru ca fotbalistii au bani. Oricum, mai multi bani decat masculul mediu. Oricum, in Romania. Insa exista si o explicatie mai subtila. Durata carierei unui fotbalist e relativ scurta: 10, maxim 15 ani. De multe [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-super-gagicile-se-cupleaza-cu-fotbalisti/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Asemanarile dintre bebita mea, si ce se invata in vanzarea veche (doar cateva)</title>
		<link>http://training-vanzari.ro/2012/05/asemanarile-dintre-bebita-mea-si-ce-se-invata-in-vanzarea-veche-doar-cateva/</link>
		<comments>http://training-vanzari.ro/2012/05/asemanarile-dintre-bebita-mea-si-ce-se-invata-in-vanzarea-veche-doar-cateva/#comments</comments>
		<pubDate>Thu, 03 May 2012 19:21:43 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13320</guid>
		<description><![CDATA[Bebita mea e un super-vanzator. Si asta nu pentru ca seamana cu tac&#8217;su. Ci pentru ca asa e orice bebe. Nu e greu sa realizezi care a fost sursa de inspiratie &#8211; reala &#8211; a cursurilor si tehnicilor de vanzari care au definit vanzarea veche (apropo, asa am fost si eu invatat sa vand; ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/asemanarile-dintre-bebita-mea-si-ce-se-invata-in-vanzarea-veche-doar-cateva/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum se dau mesajele politice</title>
		<link>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/#comments</comments>
		<pubDate>Mon, 30 Apr 2012 05:05:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Studii de caz]]></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=13359</guid>
		<description><![CDATA[Legea colectivitatii e superba, pentru ca actioneaza delicat. Toata lumea face acelasi lucru, atunci il fac si eu. Atunci cand dai mesaje in spatiul public, cu scopul de a obtine ceva, trebuie sa iei in considerare ce intelege, de fapt, omul simplu, si cum reactioneaza. Daca spui: &#8220;Nimeni nu isi plateste taxele.&#8221;, omul simplu va [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Rezolvarea durerii, &#8216;gratis&#8217;</title>
		<link>http://training-vanzari.ro/2012/04/rezolvarea-durerii-gratis/</link>
		<comments>http://training-vanzari.ro/2012/04/rezolvarea-durerii-gratis/#comments</comments>
		<pubDate>Fri, 27 Apr 2012 11:31:33 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13322</guid>
		<description><![CDATA[Atunci cand romanul are o durere, prima lui cautare nu e sa gaseasca un rezolvitor de probleme, ci o solutie gratis. Asta diferentiaza radical procesul de cumparare al romanului, fata de oricine altcineva. Pasul 0 al oricarui proces de cumparare este: &#8220;Cum pot eu sa-mi rezolv problema, fara sa platesc niciun ban?&#8221;. In psihicul colectiv, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/rezolvarea-durerii-gratis/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Mermeleala manipulatoare</title>
		<link>http://training-vanzari.ro/2012/04/mermeleala-manipulatoare/</link>
		<comments>http://training-vanzari.ro/2012/04/mermeleala-manipulatoare/#comments</comments>
		<pubDate>Thu, 26 Apr 2012 05:01:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13308</guid>
		<description><![CDATA[&#8220;Subject: inscriptionare usi spalatorie auto  Buna ziua  Textul este foarte mult si lucrarea este complicata din punct de vedere tehnic, dincolo de simplitatea ei grafica. Ca sa iasa bine, trebuie realizate sabloane pe negativ din autocolant PVC, taiate la cutter-plotter (pentru fiecare element in parte: 7 sabloane mari) Nu cred ca se poate scrie pe spatiul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/mermeleala-manipulatoare/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Daca esti bun, trebuie sa stii sa (te) si vinzi?&#8230;</title>
		<link>http://training-vanzari.ro/2012/04/florin-nu-stie-a-vinde/</link>
		<comments>http://training-vanzari.ro/2012/04/florin-nu-stie-a-vinde/#comments</comments>
		<pubDate>Mon, 23 Apr 2012 05:00:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13227</guid>
		<description><![CDATA[Defect profesional: mai citesc cate un articol, si realizez ce greseli s-au facut, in materie de vanzare. (Din pacate, insa, e ca la disectia unei broaste: nimeni nu e chiar interesat, si, in cele din urma, broasca moare.) Ia, mai intai cititi asta: http://florinpiersicjr.wordpress.com/2012/03/04/protocol/ Ce e nasol aici?&#8230; Pay, parca ma aflu in Romania: el vrea, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/florin-nu-stie-a-vinde/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Respectarea furnizorului</title>
		<link>http://training-vanzari.ro/2012/04/respectarea-furnizorului/</link>
		<comments>http://training-vanzari.ro/2012/04/respectarea-furnizorului/#comments</comments>
		<pubDate>Sat, 21 Apr 2012 06:41:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13206</guid>
		<description><![CDATA[Daca esti un client final al unui produs pe care il cumperi o singura data in viata, iti permiti sa negociezi. In principiu, chiar daca ai lasat un gust amar potentialilor furnizori, tu ti-ai atins scopul: ai cumparat ce doreai sau ce aveai nevoie, la un pret mai mic. Chiar daca licitatorii te pun pe [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/respectarea-furnizorului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
	</channel>
</rss>

