{"id":4036,"date":"2022-04-28T13:46:12","date_gmt":"2022-04-28T11:46:12","guid":{"rendered":"https:\/\/kompassmoldova.md\/?p=4036"},"modified":"2022-05-04T18:53:25","modified_gmt":"2022-05-04T16:53:25","slug":"%d1%8d%d0%bb%d0%b5%d0%bc%d0%b5%d0%bd%d1%82%d1%8b-%d1%81%d1%82%d1%80%d0%b0%d1%82%d0%b5%d0%b3%d0%b8%d0%b8-b2b-%d0%bf%d1%80%d0%be%d0%b4%d0%b0%d0%b6-2","status":"publish","type":"post","link":"https:\/\/kompassmoldova.md\/ro\/2022\/04\/%d1%8d%d0%bb%d0%b5%d0%bc%d0%b5%d0%bd%d1%82%d1%8b-%d1%81%d1%82%d1%80%d0%b0%d1%82%d0%b5%d0%b3%d0%b8%d0%b8-b2b-%d0%bf%d1%80%d0%be%d0%b4%d0%b0%d0%b6-2","title":{"rendered":"Elemente strategiei a vanzarilor B2B"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"4036\" class=\"elementor elementor-4036\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a115ed2 elementor-section-full_width blog-page-image-wrapper elementor-section-height-default elementor-section-height-default elementor-invisible\" data-id=\"a115ed2\" data-element_type=\"section\" data-settings=\"{&quot;animation&quot;:&quot;fadeInDown&quot;}\">\n\t\t\t\t\t\t\t<div class=\"elementor-background-overlay\"><\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-76e5768\" data-id=\"76e5768\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d1895e0 elementor-widget elementor-widget-image\" data-id=\"d1895e0\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1009\" height=\"369\" src=\"https:\/\/kompassmoldova.md\/wp-content\/uploads\/2022\/04\/big_rotungit_shah.png\" class=\"attachment-large size-large wp-image-4062\" alt=\"\" srcset=\"https:\/\/kompassmoldova.md\/wp-content\/uploads\/2022\/04\/big_rotungit_shah.png 1009w, https:\/\/kompassmoldova.md\/wp-content\/uploads\/2022\/04\/big_rotungit_shah-300x110.png 300w, https:\/\/kompassmoldova.md\/wp-content\/uploads\/2022\/04\/big_rotungit_shah-768x281.png 768w, https:\/\/kompassmoldova.md\/wp-content\/uploads\/2022\/04\/big_rotungit_shah-18x7.png 18w\" sizes=\"(max-width: 1009px) 100vw, 1009px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c7080d3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"c7080d3\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7461767 elementor-invisible\" data-id=\"7461767\" data-element_type=\"column\" data-settings=\"{&quot;animation&quot;:&quot;slideInUp&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7c20979 elementor-widget elementor-widget-post-info\" data-id=\"7c20979\" data-element_type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-6c606b8 elementor-inline-item\" itemprop=\"datePublished\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-calendar\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-date\">\n\t\t\t\t\t\t\t\t\t\t<time>aprilie 28, 2022<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-af507fa elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"far fa-clock\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-time\">\n\t\t\t\t\t\t\t\t\t\t<time>13:46<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-eb1bdfc elementor-inline-item\" itemprop=\"about\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-tags\"><\/i>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-terms\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-post-info__terms-list\">\n\t\t\t\t<a href=\"https:\/\/kompassmoldova.md\/ro\/category\/b2b\" class=\"elementor-post-info__terms-list-item\">B2B<\/a>, <a href=\"https:\/\/kompassmoldova.md\/ro\/category\/business-references-cat\" class=\"elementor-post-info__terms-list-item\">Business references<\/a>\t\t\t\t<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-831cd71 elementor-widget elementor-widget-heading\" data-id=\"831cd71\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Elemente strategiei a vanzarilor B2B<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-37ea991 elementor-widget elementor-widget-text-editor\" data-id=\"37ea991\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Expertii identifica patru componente principale care alcatuiesc o strategie de vanzari:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-23950bc elementor-widget elementor-widget-text-editor\" data-id=\"23950bc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>\u2022 Strategia de segmentare a clientilor (Account Targeting Strategy)<br \/>\u2022 Strategia alegerii canalului de vanzari (Sales Channel Strategy)<br \/>\u2022 Strategia de interactiune (Relationship Strategy)<br \/>\u2022 Strategia de alegere a procesului de vanzare (Selling Strategy)<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ae33c1f elementor-widget elementor-widget-text-editor\" data-id=\"ae33c1f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Account Targeting Strategy<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-57532b0 elementor-widget elementor-widget-text-editor\" data-id=\"57532b0\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Nu toti clientii sunt la fel. Segmentarea permite vanzatorilor sa-si concentreze eforturile pe acele segmente care sunt cele mai atractive pentru companie. Se poate folosi un numar diferit de criterii de segmentare, dar unul dintre principalele este potentialul clientului pentru cresterea afacerii companiei.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6665753 elementor-widget elementor-widget-text-editor\" data-id=\"6665753\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Sales Channel Strategy<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6a55b8a elementor-widget elementor-widget-text-editor\" data-id=\"6a55b8a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Resursa vanzatorilor proprii este intotdeauna limitata si este cea mai scumpa resursa a companiei. Pentru a ajunge la mai multi clienti si a reduce costurile de vanzare, companiile folosesc diferite canale de vanzare. Inclusiv, atragerea companiilor terte pentru a cauta clienti.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-561ece1 elementor-widget elementor-widget-text-editor\" data-id=\"561ece1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Relationship Strategy<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8cc06b6 elementor-widget elementor-widget-text-editor\" data-id=\"8cc06b6\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Pentru a obtine succesul in vanzarile B2B, este important ca vanzatorul sa castige \u00eencrederea participantilor la tranzactie din partea cumparatorului. Construirea unor relatii de incredere pe termen lung este o prioritate. In acelasi timp, acesta este un proces lung si necesita anumite costuri.<br \/>Strategia de interactiune este folosita cel mai des pentru a construi relatii cu clienti obisnuiti mari.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dfaff34 elementor-widget elementor-widget-text-editor\" data-id=\"dfaff34\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Selling Strategy<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9843db8 elementor-widget elementor-widget-text-editor\" data-id=\"9843db8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Pentru fiecare combinatie de produs sau serviciu promovat, segmentul de clienti si strategia de implicare aleasa, aceasta componenta de strategie stabileste procesul de vanzare adecvat.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0ae0e8a elementor-widget elementor-widget-text-editor\" data-id=\"0ae0e8a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Procesul de vanzare este un set de actiuni pe care vanzatorul le intreprinde ca urmare a efortului depus la o potentiala tranzactie pentru a o finaliza cu succes.<br \/>Pentru a creste eficienta vanzatorului, procesul de vanzare este impartit in faze separate, pentru fiecare faza se formalizeaza anumite actiuni si se determina instrumentele de vanzare.<br \/>Instrumentele de vanzari sunt sabloane pentru prezentari, oferte comerciale, contracte, analize competitive si alte materiale care va permit sa pozitionati mai precis un produs sau serviciu pentru un potential client.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>Expertii identifica patru componente principale care alcatuiesc o strategie de vanzari:<br \/>\n\u2022 Strategia de segmentare ...<\/p>","protected":false},"author":1,"featured_media":4059,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"0","ocean_second_sidebar":"0","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"0","ocean_custom_header_template":"0","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"0","ocean_menu_typo_font_family":"0","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"0","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"off","ocean_gallery_id":[],"footnotes":""},"categories":[11,5],"tags":[12],"class_list":["post-4036","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-b2b","category-business-references-cat","tag-b2b","entry","has-media"],"_links":{"self":[{"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/posts\/4036","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/comments?post=4036"}],"version-history":[{"count":12,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/posts\/4036\/revisions"}],"predecessor-version":[{"id":4072,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/posts\/4036\/revisions\/4072"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/media\/4059"}],"wp:attachment":[{"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/media?parent=4036"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/categories?post=4036"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kompassmoldova.md\/ro\/wp-json\/wp\/v2\/tags?post=4036"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}