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	<title>Noua Vanzare &#187; Tehnici de manipulare</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>Cum sa vinzi cautatorilor de pret, in 3 pasi</title>
		<link>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/#comments</comments>
		<pubDate>Wed, 23 May 2012 04:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13617</guid>
		<description><![CDATA[Cautatorii de pret cumpara pe un singur criteriu: pret cat mai mic. In subsidiar, rareori, mai sunt interesati de: calitate, garantie, service, facturi/ documente/ certificate de conformitate. Asta fiind regula, ca sa-i vinzi unui cautator de pret, trebuie sa indeplinesti 2 conditii: sa-i oferi pretul cel mai mic (din ofertele pe care le are) si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/feed/</wfw:commentRss>
		<slash:comments>0</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>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>Caracteristica diferentiatoare in Romania</title>
		<link>http://training-vanzari.ro/2012/04/caracteristica-diferentiatoare-in-romania/</link>
		<comments>http://training-vanzari.ro/2012/04/caracteristica-diferentiatoare-in-romania/#comments</comments>
		<pubDate>Sat, 28 Apr 2012 05:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13333</guid>
		<description><![CDATA[Nu, nu e capacitatea de rezolvare a problemelor. Nici atitudinea. Ci, intr-un fel sucit &#8211; cum sunt multe in tara asta &#8211; capacitatea de a fi suficient de smecher, incat sa te descurci, si suficient de fraier, incat sa nu tepuiesti. Mai pe scurt: smecheria. Daca esti prea putin smecher, inseamna ca nu poti sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/caracteristica-diferentiatoare-in-romania/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>Mecanisme de pre-emptiune</title>
		<link>http://training-vanzari.ro/2012/04/mecanisme-de-pre-emptiune/</link>
		<comments>http://training-vanzari.ro/2012/04/mecanisme-de-pre-emptiune/#comments</comments>
		<pubDate>Thu, 26 Apr 2012 05:00:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Contracte]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13268</guid>
		<description><![CDATA[Pre-emptiunea se intampla atunci cand golesti caloriferul ca sa nu curga apa. Sau atunci cand dai foc, controlat, unor paduri sau ierburi uscate, ca sa nu se intinda focul mai departe. La oamenii de bun-simt (putini, cati mai sunt) functioneaza reciprocitatea. Adica: imi dai, iti dau. Daca cel care trebuie sa-ti dea nu are de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/mecanisme-de-pre-emptiune/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Smecheria eliminarii celui de-al treilea adversar</title>
		<link>http://training-vanzari.ro/2012/04/smecheria-eliminarii-celui-de-al-treilea-adversar/</link>
		<comments>http://training-vanzari.ro/2012/04/smecheria-eliminarii-celui-de-al-treilea-adversar/#comments</comments>
		<pubDate>Wed, 18 Apr 2012 05:00:09 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13147</guid>
		<description><![CDATA[Antena 3 e un post de televiziune partizan: asta nu e un secret pentru nimeni. Lauda si preaslaveste, in gura mare, partidul care e in alianta cu patronul trustului, Dan Voiculescu. Acum e portavocea USL-ului. Care USL si-a tras consilieri capabili, precum Bogdan Teodorescu. De acum, o sa asistam si la miscari mai subtile, cel [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/smecheria-eliminarii-celui-de-al-treilea-adversar/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>Cat de fraieri sunt romanii?</title>
		<link>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/</link>
		<comments>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/#comments</comments>
		<pubDate>Sun, 01 Apr 2012 09:03:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Legile influentarii]]></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 prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
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		<guid isPermaLink="false">http://training-vanzari.ro/?p=12969</guid>
		<description><![CDATA[Raspuns: nu sunt. Mai precis: nu mai sunt. Toate tehnicile de vanzare propovaduite de urmasii lui Hopkins &#38; Co, cu finalizarile lor cerute intotdeauna, cu insistentele lor, cu telefoanele lor nepregatite nu mai functioneaza la romani. Recunosc: au functionat. In anii &#8217;90, eu asa am vandut, si inca bine. Dar acum, lumea e alta. Nu [...]]]></description>
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