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	<title>Noua Vanzare &#187; Vanzare catre key accounts</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>De cati oameni ai nevoie ca sa schimbi un bec?</title>
		<link>http://training-vanzari.ro/2012/04/de-cati-oameni-ai-nevoie-ca-sa-schimbi-un-bec/</link>
		<comments>http://training-vanzari.ro/2012/04/de-cati-oameni-ai-nevoie-ca-sa-schimbi-un-bec/#comments</comments>
		<pubDate>Tue, 03 Apr 2012 10:35:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Bancuri]]></category>
		<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13003</guid>
		<description><![CDATA[In principiu de 1 (unul): nea Gica. Cumpara un bec (sau il ia din stocul de rezerva) se urca pe o scara sau pe o masa, si schimba becul. De cati militieni ai nevoie ca sa schimbi un bec? 5. Un militian se urca pe masa, pune becul la locul lui in dulie, si patru [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/de-cati-oameni-ai-nevoie-ca-sa-schimbi-un-bec/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>O solutie simpla</title>
		<link>http://training-vanzari.ro/2012/03/o-solutie-simpla/</link>
		<comments>http://training-vanzari.ro/2012/03/o-solutie-simpla/#comments</comments>
		<pubDate>Mon, 19 Mar 2012 05:00:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12825</guid>
		<description><![CDATA[Ca sa vinzi, trebuie ca procesul tau de vanzare, sa se potriveasca cu procesul de cumparare al clientului. Lipsurile financiare, internetul si efectul de China au adaugat, la cele mai multe procese de cumparare, inca uo faza: faza de pre-selectie. In aceasta faza clientul intreaba de pret, si, practic, selecteaza viitorii furnizori (potentialii licitatori) in [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/o-solutie-simpla/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>Le sample du jour</title>
		<link>http://training-vanzari.ro/2012/02/le-sample-du-jour/</link>
		<comments>http://training-vanzari.ro/2012/02/le-sample-du-jour/#comments</comments>
		<pubDate>Sun, 12 Feb 2012 05:01:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Shopper]]></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=12214</guid>
		<description><![CDATA[Una din cele mai frecvent puse (mie) intrebari &#8211; asa cum sunt eu perceput, ca si &#8216;specialist&#8217; in vanzari si trade marketing &#8211; e: &#8220;Ce putem sa facem, ca si actiune de trade marketing, sa marim vanzarile?&#8221;. Mai pe romaneste, e un fel de: nu vrem sa mai dam bani pe publicitate, nu (prea) functioneaza, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/le-sample-du-jour/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<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>1</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>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>Politica in lucrul cu organizatiile mari (efectul de sindicat)</title>
		<link>http://training-vanzari.ro/2011/12/politica-in-lucrul-cu-organizatiile-mari-efectul-de-sindicat/</link>
		<comments>http://training-vanzari.ro/2011/12/politica-in-lucrul-cu-organizatiile-mari-efectul-de-sindicat/#comments</comments>
		<pubDate>Fri, 09 Dec 2011 09:57:08 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></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 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=11366</guid>
		<description><![CDATA[Principala valoare a unui angajat care lucreaza intr-o organizatie mare e stabilitatea slujbei proprii. In secundar, banii pe care ii poate scoate din slujba respectiva, ca sunt pe statul de salariu sau din furt sau spaga, atasate. In ziua de azi, slujbele sunt putine, si pe duca. Sunt cumulate doua efecte: cel de criza (prelungita) [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/politica-in-lucrul-cu-organizatiile-mari-efectul-de-sindicat/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8216;Nu.&#8217;-uri</title>
		<link>http://training-vanzari.ro/2011/11/nu-uri/</link>
		<comments>http://training-vanzari.ro/2011/11/nu-uri/#comments</comments>
		<pubDate>Wed, 30 Nov 2011 05:05:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11267</guid>
		<description><![CDATA[Am lucrat de curand cu o organizatie care gandeste in comisii. O comisie functioneaza astfel: Fiecare isi spune parerea (nu e obligatoriu, totusi, mai ales daca pararea ta a fost deja spusa de un altcineva); Daca cineva impusca o idee, trebuie ca detinatorul ideii sa o apere; Daca cel care impusca ideea e un &#8216;greu&#8217;, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/nu-uri/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Raspuns dlui A.C., din Craiova</title>
		<link>http://training-vanzari.ro/2011/11/raspuns-dlui-a-c-din-craiova/</link>
		<comments>http://training-vanzari.ro/2011/11/raspuns-dlui-a-c-din-craiova/#comments</comments>
		<pubDate>Sat, 26 Nov 2011 11:08:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11260</guid>
		<description><![CDATA[&#8220;Buna ziua. Numele meu este A. C.  si sunt agent de vanzari. In urma cu mai bine de un an am descoperit site-ul dumneavoastra, ale carui informatii m-au ajutat mult. Nu va cunosc personal dar articolele postate pe site asociate cu podcast-urile audio create de dumneavoastra m-au ajutat sa-mi formez o imagine despre personalitatea dumneavoastra, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/raspuns-dlui-a-c-din-craiova/feed/</wfw:commentRss>
		<slash:comments>4</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>Organizatii militarizate vs. organizatii antreprenoriale</title>
		<link>http://training-vanzari.ro/2011/11/organizatii-militarizate-vs-organizatii-antreprenoriale/</link>
		<comments>http://training-vanzari.ro/2011/11/organizatii-militarizate-vs-organizatii-antreprenoriale/#comments</comments>
		<pubDate>Fri, 11 Nov 2011 05:05:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Concepte de vanzare]]></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[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11002</guid>
		<description><![CDATA[Cele mai multe organizatii de vanzari sunt gandite pentru distributia unor produse de masa, medii, catre o populatie consumatoare medie, care consuma  cam aceleasi produse. Sunt reflectarea revolutiei industriale: productie de masa, distributie de masa, contacte cu clientul standardizate, liste de clienti, zone de acoperire, rute, gama de must-sell-uri (SKU-uri obligatorii), limite de credit, targete, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/organizatii-militarizate-vs-organizatii-antreprenoriale/feed/</wfw:commentRss>
		<slash:comments>7</slash:comments>
		</item>
		<item>
		<title>Primul semn (Calibrarea)</title>
		<link>http://training-vanzari.ro/2011/11/primul-semn-calibrarea/</link>
		<comments>http://training-vanzari.ro/2011/11/primul-semn-calibrarea/#comments</comments>
		<pubDate>Thu, 10 Nov 2011 05:02:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10926</guid>
		<description><![CDATA[Toamna lui &#8217;97. Prima intalnire cu buyer-ul de la Metro, Radu Silaghi. P&#38;G fusese listat, la misto, cu 15 SKU-uri, si avea cel putin 65 in portofoliu. Pentru ca nu vroia sa plateasca taxe de listare. Ma pregatisem 3 zile: aveam cea mai tare prezentare powerpoint, cu date, grafice si desene. Scot laptop-ul si ma [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/primul-semn-calibrarea/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Efectul de teava</title>
		<link>http://training-vanzari.ro/2011/10/efectul-de-teava/</link>
		<comments>http://training-vanzari.ro/2011/10/efectul-de-teava/#comments</comments>
		<pubDate>Sat, 29 Oct 2011 05:08:57 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Management de vanzari]]></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=10750</guid>
		<description><![CDATA[Cei mai multi general manageri sunt oameni de marketing. Chiar daca au lucrat, mai demult, in vanzari, cei care ajung general manageri sunt, de obicei, vanzatori parati, care s-au dezbracat de obiceiurile (bune) ale vanzatorului, si au imbratisat calea biroului si a politichiei. Viata se vede altfel din birou decat din teren. Birouasii gandesc in [...]]]></description>
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