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	<title>Noua Vanzare &#187; Vanzare de materiale de constructii</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>Discount, gratis?&#8230; Nu, multumesc!</title>
		<link>http://training-vanzari.ro/2012/02/discount-gratis-nu-multumesc/</link>
		<comments>http://training-vanzari.ro/2012/02/discount-gratis-nu-multumesc/#comments</comments>
		<pubDate>Wed, 08 Feb 2012 05:05:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12147</guid>
		<description><![CDATA[In vanzari, nu e vorba niciodata de pret, ci de incredere (nu c-ul mic de la cash, ci C-ul mare de la credinta). Daca trebuie sa va justificati pretul, ati pierdut vanzarea. Daca clientul va cere &#8216;un mail de ofertare&#8217;, ati pierdut orice control asupra procesului de vanzare. Daca simtiti ca clientul cere pret, trebuie [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/discount-gratis-nu-multumesc/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>Culca-te cu clientii tai</title>
		<link>http://training-vanzari.ro/2012/01/culca-te-cu-clientii-tai/</link>
		<comments>http://training-vanzari.ro/2012/01/culca-te-cu-clientii-tai/#comments</comments>
		<pubDate>Tue, 03 Jan 2012 05:02:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11652</guid>
		<description><![CDATA[Mai de demult, aveam un amic &#8211; vanzator, care, in timpul liber, se ocupa de buyerite. Mai precis, de problemele lor personale si sentimentale. Cum cei mai multi buyeri erau doamne, si cum cele mai multe nu erau nici frumoase, nici fermecatoare, si nici cu suficient de mult timp liber incat sa se poate ocupa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/culca-te-cu-clientii-tai/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cand stiu sigur ca n-o sa vand</title>
		<link>http://training-vanzari.ro/2011/12/cand-stiu-sigur-ca-n-o-sa-vand/</link>
		<comments>http://training-vanzari.ro/2011/12/cand-stiu-sigur-ca-n-o-sa-vand/#comments</comments>
		<pubDate>Thu, 29 Dec 2011 05:04:08 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></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=11596</guid>
		<description><![CDATA[Cand ma trezesc vorbind prea mult. E simplu. Eu vorbesc mult atunci cand sunt nesigur. Cand vreau sa monopolizez conversatia&#8230; ca sa impresionez pe cei din jur&#8230; ca sa fiu apreciat si aplaudat. Intreaga mea atitudine se schimba din &#8216;cum as putea sa te ajut&#8217; in &#8216;uita-te la mine ce frumos si destept sunt&#8217;. Problema [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/cand-stiu-sigur-ca-n-o-sa-vand/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Revelatia problemei</title>
		<link>http://training-vanzari.ro/2011/12/revelatia-problemei/</link>
		<comments>http://training-vanzari.ro/2011/12/revelatia-problemei/#comments</comments>
		<pubDate>Fri, 16 Dec 2011 05:05:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Proiecte de succes]]></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=11432</guid>
		<description><![CDATA[Imaginati-va ca maine se publica un raport, facut de o organizatie independenta, ultra-profesionista, si de incredere, din care reiese ca, pe principalii indicatori de performanta (vanzare, profit, rotatia stocurilor, cash-flow, cota de piata, numar de clienti, active) firma la care lucrezi se situeaza in partea de jos a clasamentului. Sigur, va fi o stupoare generala. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/revelatia-problemei/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8216;Cam asta e.&#8217; (retragerea in mijlocul unei secvente de vanzare)</title>
		<link>http://training-vanzari.ro/2011/12/cam-asta-e-retragerea-in-mijlocul-unei-secvente-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2011/12/cam-asta-e-retragerea-in-mijlocul-unei-secvente-de-vanzare/#comments</comments>
		<pubDate>Sun, 11 Dec 2011 10:13:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11374</guid>
		<description><![CDATA[Care e momentul cel mai ingrat dintr-o secventa de vanzare? Cand ai deslusit problema clientului, i-ai conturat o solutie &#8211; pe care clientul nu pare ca o accepta &#8211; si, din moment in moment te astepti sa ti se spuna cuvintele alea urate: &#8220;- Pretul tau e prea mare.&#8221; Iar din acel moment, ai o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/cam-asta-e-retragerea-in-mijlocul-unei-secvente-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>2</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>Exemplu de proces de vanzare</title>
		<link>http://training-vanzari.ro/2011/11/exemplu-de-proces-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2011/11/exemplu-de-proces-de-vanzare/#comments</comments>
		<pubDate>Thu, 24 Nov 2011 05:07:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Sisteme IT de suport]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11184</guid>
		<description><![CDATA[Cei mai multi vanzatori interactioneaza o singura data cu un client potential. Mai precis, acesta din urma cere un pret, vanzatorul ii da un pret, clientul si-l noteaza (eventual spune ca se mai gandeste si mai revine), iar vanzatorul se straduieste sa uite ca a fost sunat. &#8220;Oricum, in felul asta, va gasi un pret [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/exemplu-de-proces-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Detasare, nu nepasare</title>
		<link>http://training-vanzari.ro/2011/11/detasare-nu-nepasare/</link>
		<comments>http://training-vanzari.ro/2011/11/detasare-nu-nepasare/#comments</comments>
		<pubDate>Wed, 23 Nov 2011 05:03:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<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>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11171</guid>
		<description><![CDATA[Te suna un client. Il mirosi, dupa primele 2 propozitii, ca e cautator de pret. Ca urmare, ii dai cel mai bun pret de care esti tu capabil. Constient fiind ca, daca va mai cauta inca vreo 2 ore, va da, in mod sigur, peste unul dintre concurentii tai care fac acelasi lucru ca si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/detasare-nu-nepasare/feed/</wfw:commentRss>
		<slash:comments>6</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>Rezolvarea conflictelor</title>
		<link>http://training-vanzari.ro/2011/11/rezolvarea-conflictelor/</link>
		<comments>http://training-vanzari.ro/2011/11/rezolvarea-conflictelor/#comments</comments>
		<pubDate>Sat, 12 Nov 2011 05:05:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10954</guid>
		<description><![CDATA[Acum cateva saptamani scriam despre o situatie cand, consumator fiind, am returnat o pereche de alergatori Adidas. Experienta nu tocmai placuta, dar, in cele din urma, i-am dat inapoi la magazin si am plecat acasa. Cum Dumnezeu iti arata, intotdeauna, si dosul palmei, am trecut, de curand, printr-o experienta similara, de data asta fiind eu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/rezolvarea-conflictelor/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Greselile clientilor (2)</title>
		<link>http://training-vanzari.ro/2011/11/greselile-clientilor-2/</link>
		<comments>http://training-vanzari.ro/2011/11/greselile-clientilor-2/#comments</comments>
		<pubDate>Thu, 03 Nov 2011 05:06:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10826</guid>
		<description><![CDATA[(continuarea articolului de ieri) Greseala nr. 6. Se cumpara ceva, si nu se mai verifica daca ceea ce s-a promis in contract se si intampla in realitate. Bine-bine  &#8211; o sa spuneti &#8211; dar asta e bine pentru mine, vanzator. Nu mai am dureri de cap. Imi incasez banii, practic, pe baza unui singur contract [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/greselile-clientilor-2/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Greselile clientilor (1)</title>
		<link>http://training-vanzari.ro/2011/11/greselile-clientilor-1/</link>
		<comments>http://training-vanzari.ro/2011/11/greselile-clientilor-1/#comments</comments>
		<pubDate>Wed, 02 Nov 2011 05:00:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10818</guid>
		<description><![CDATA[Cea mai simpla cale sa ajungi sa muncesti gratis e sa ai un client care iti modifica linia de sosire, sau regulile de joc, in timpul jocului. Sa zicem ca ai gasit un client, cu care faci un contract, sa ii vinzi ceva, compus din 3 elemente (nu conteaza, serviciu, produs&#8230;). Pentru ca ti-e frica [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/greselile-clientilor-1/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Gainaria: &#8220;Nu-ti platesc diferenta, ca nu ai livrat ce ai zis.&#8221;</title>
		<link>http://training-vanzari.ro/2011/10/gainaria-nu-ti-platesc-diferenta-ca-nu-ai-livrat-ce-ai-zis/</link>
		<comments>http://training-vanzari.ro/2011/10/gainaria-nu-ti-platesc-diferenta-ca-nu-ai-livrat-ce-ai-zis/#comments</comments>
		<pubDate>Tue, 18 Oct 2011 07:06:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10635</guid>
		<description><![CDATA[Cele mai multe tranzactii sunt unice. Adica: o a doua interactie comerciala intre respectivul vanzator si client nu se mai intampla. (De aici, imi puneam eu problema, asa, in sinea mea: de ce sa-i dau bacsis unui chelner nesimtit din Cluj, care mi-a trantit varza pe masa, si m-a lasat 10 minute sa astept numai nota, [...]]]></description>
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