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	<title>Noua Vanzare &#187; Vanzare veche</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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		<title>Spamul interpersonal</title>
		<link>http://training-vanzari.ro/2010/07/spamul-interpersonal/</link>
		<comments>http://training-vanzari.ro/2010/07/spamul-interpersonal/#comments</comments>
		<pubDate>Wed, 21 Jul 2010 07:13:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></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=9550</guid>
		<description><![CDATA[&#8220;Nu vreti si un croissant 7 days?&#8230; E la oferta.&#8221;
&#8220;Daca ma vindecati Dvs. de diabet, cumpar unul.&#8221;
&#8220;A, pardon.&#8221;
Secventa de mai sus se repeta, obstinant, in toate benzinariile Petrom si OMV. Indiferent ca intri acolo ca sa iei o sticla de apa, o cafea, ca sa mergi la toaleta, sau ca sa-ti faci plinul cu benzina, cand platesti, [...]]]></description>
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		<item>
		<title>Daca ar fi sa fac o singura miscare, de natura sa-mi mareasca radical vanzarile, care ar fi aceea?</title>
		<link>http://training-vanzari.ro/2010/07/daca-ar-fi-sa-fac-o-singura-miscare-de-natura-sa-mi-mareasca-radical-vanzarile-care-ar-fi-aceea/</link>
		<comments>http://training-vanzari.ro/2010/07/daca-ar-fi-sa-fac-o-singura-miscare-de-natura-sa-mi-mareasca-radical-vanzarile-care-ar-fi-aceea/#comments</comments>
		<pubDate>Sun, 04 Jul 2010 15:15:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9368</guid>
		<description><![CDATA[O intrebare tipica a unui consultant. Pusa, de mine, de zeci-sute de ori, diversilor clienti sau potentiali clienti. Si, chiar daca nu din prima, acelasi raspuns: mai multi clienti. Umple-ti palnia de vanzare. Viziteaza mai multi clienti noi &#8211; fara intentia fatisa de a vinde, doar ca sa fii cunoscut. Vorbeste cu ei: despre ce [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/07/daca-ar-fi-sa-fac-o-singura-miscare-de-natura-sa-mi-mareasca-radical-vanzarile-care-ar-fi-aceea/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Gratis, mama soacra, gratis!&#8230;&#8221;</title>
		<link>http://training-vanzari.ro/2010/06/gratis-mama-soacra-gratis/</link>
		<comments>http://training-vanzari.ro/2010/06/gratis-mama-soacra-gratis/#comments</comments>
		<pubDate>Wed, 02 Jun 2010 17:02:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9252</guid>
		<description><![CDATA[Ati avut vreodata de-a face cu un client care se plange de pret?&#8230; ca-l ai prea mare?&#8230;
Intotdeauna exista un pret mai mic decat cel pe care il ai, sau la care ai cumparat. Pur si simplu, pretul, ca si beneficiu, nu poate fi detinut de nimeni.

Greseala cea mai mare pe care o face un vanzator [...]]]></description>
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		<item>
		<title>Nu aruncati banii pe targuri</title>
		<link>http://training-vanzari.ro/2010/03/nu-aruncati-banii-pe-targuri/</link>
		<comments>http://training-vanzari.ro/2010/03/nu-aruncati-banii-pe-targuri/#comments</comments>
		<pubDate>Mon, 29 Mar 2010 10:15:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8919</guid>
		<description><![CDATA[Prima mea zi de vanzare a fost intr-un targ, la Romexpo. A fost misto: am gasit 6 fraieri, le-am vandut o tombola, si am scos cam 500 de dolari. Bani buni, pe vremea aia. Al naibii de buni. A, si, in plus, un portbagaj de Lada de spirtoase, o aeroterma, si un covor. Me-se-rie.
Nu cred [...]]]></description>
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		<title>Lipsa de claritate</title>
		<link>http://training-vanzari.ro/2010/03/lipsa-de-claritate/</link>
		<comments>http://training-vanzari.ro/2010/03/lipsa-de-claritate/#comments</comments>
		<pubDate>Sat, 27 Mar 2010 09:55:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8885</guid>
		<description><![CDATA[Acum doua zile am stat fata-in-fata cu un client care repeta, periodic, sintagma &#8216;pretul corect&#8217;. Ar fi cumparat, daca ar fi fost &#8216;pretul corect&#8217;. Care nu ar fi fost neaparat pretul cel mai mic, ci pretul la care clientii ar fi fost dispusi sa cumpere. Clienti pe care, de fapt, nu ii avea. De care [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Romtravel SRL</title>
		<link>http://training-vanzari.ro/2010/03/romtravel-srl/</link>
		<comments>http://training-vanzari.ro/2010/03/romtravel-srl/#comments</comments>
		<pubDate>Thu, 11 Mar 2010 09:16:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></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 catre consumator]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8747</guid>
		<description><![CDATA[Un armean catolic, din Liban, emigreaza &#8211; de razboi si saracie &#8211; in Cipru. Cum nu stia nici o meserie, isi deschide o carciuma, pe malul marii, destinata in special turistilor. Afacerea a inceput sa mearga binisor. Turistii, majoritatea englezoi amatori de caldura si alcool, nu prea se uitau la cati bani arunca pe mancare. La [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/03/romtravel-srl/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>WTF atata segmentare?</title>
		<link>http://training-vanzari.ro/2010/02/wtf-atata-segmentare/</link>
		<comments>http://training-vanzari.ro/2010/02/wtf-atata-segmentare/#comments</comments>
		<pubDate>Fri, 26 Feb 2010 20:38:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8583</guid>
		<description><![CDATA[Cei care practica segmentare pe canale de distributie traiesc mai curand in epoca SFA (Sales Force Automation) decat in cea a vanzarii de triburi.
Hai sa va explic cat de nociva poate fi o astfel de abordare.
Raman eu fara net (Airbites e o mizerie, mizerie, mizerie, si RCS-RDS e o mizerie mai mare care i-a cumparat) [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/02/wtf-atata-segmentare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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		<item>
		<title>Esenta vanzarii</title>
		<link>http://training-vanzari.ro/2010/02/esenta-vanzarii/</link>
		<comments>http://training-vanzari.ro/2010/02/esenta-vanzarii/#comments</comments>
		<pubDate>Sun, 07 Feb 2010 06:52:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8434</guid>
		<description><![CDATA[Esenta vanzarii nu e sa faci potentialul client sa cumpere de la tine, pe cale de influentare, sau sa-l determini sa-ti preia gandurile, sau sa plasezi marfa ta in toate locurile posibile, sau sa nu pierzi vreo ocazie de a vinde prin neprezentare. Sau sa dai marfa (ta) si sa incasezi banii corespunzatori, in termenii [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/02/esenta-vanzarii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Exacerbarea durerii</title>
		<link>http://training-vanzari.ro/2009/12/exacerbarea-durerii/</link>
		<comments>http://training-vanzari.ro/2009/12/exacerbarea-durerii/#comments</comments>
		<pubDate>Sat, 26 Dec 2009 12:29:06 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Prezentari]]></category>
		<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[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7587</guid>
		<description><![CDATA[Chirurg: Doamna, ati facut un chist Benson. Trebuie operat imediat, altfel peste un an nu mai puteti merge.
Avocat: Trebuie sa facem neaparat un proces verbal de predare primire autentificat, altfel riscam sa nu fie acceptat ca proba intr-un proces, si astfel sa pierdem procesul.
Constructor: Aici trebuie sa sapam 3,5 m in pamant, sa excavam totul, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/exacerbarea-durerii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Moartea secventei de vanzare</title>
		<link>http://training-vanzari.ro/2009/12/moartea-secventei-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2009/12/moartea-secventei-de-vanzare/#comments</comments>
		<pubDate>Thu, 17 Dec 2009 11:53:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7450</guid>
		<description><![CDATA[Pana la aparitia publicitatii, comenzilor si livrarilor prin posta, orice vanzare era pur interpersonala. Daca vroiai sa vinzi ceva, trebuia ca un om &#8211; un reprezentant de-al tau &#8211;  sa vorbeasca cu un client &#8211; cel care avea banii, o durere, o curiozitate, sau dorea sa cumpere.
Si asta era &#8211; majoritar &#8211; situatia si cand m-am nascut [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/moartea-secventei-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cele doua modele de instruire in vanzari (care exista si functioneaza)</title>
		<link>http://training-vanzari.ro/2009/12/7416/</link>
		<comments>http://training-vanzari.ro/2009/12/7416/#comments</comments>
		<pubDate>Mon, 14 Dec 2009 22:21:07 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7416</guid>
		<description><![CDATA[7 zile de abstinenta: n-am scris pe blog. E partial si din cauza bramburelii politice, dar, in primul rand, din cauza mea.
Sa va explic.
Vanzarea pe care o practic si predic eu vinde. Si nu putin: in peste 80% din cazuri (vorbesc de B2B sau B2B2C). Prin comparatie cu ceea ce se face in Romania acum&#8230; [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/7416/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Lacomia</title>
		<link>http://training-vanzari.ro/2009/12/lacomia/</link>
		<comments>http://training-vanzari.ro/2009/12/lacomia/#comments</comments>
		<pubDate>Sat, 05 Dec 2009 23:22:08 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7392</guid>
		<description><![CDATA[Traim intr-o tara de combinatori. Fiecare incearca sa faca cate o &#8216;combinatie&#8217;, o mica afacere, o munca la negru in plus, o smecherie, un ghiseft, o spaga. Asta ne face vulnerabili la lacomie. Daca ultimii 20 de ani au adus un ceva nou, acela e democratizarea lacomiei.
Fara doar si poate, cea mai eficienta vanzare se [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/lacomia/feed/</wfw:commentRss>
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