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Raspuns Raspuns Raspuns Raspuns

Scor Scor Scor Scor


dat dat dat dat
Cursant 1 Cursant 2 Cursant 3 Cursant 4
Nume: Nume: Nume: Nume:

Laurentiu Razvan Marius


SV - AG Radu Denis SV - DJ SV - TR ASM - OT
Ghita Rotaru Toma

Total A 12 Total A 13 Total A 12 Total A 13

Total B 6 Total B 8 Total B 7 Total B 6

Total C 8 Total C 8 Total C 9 Total C 7

Total D 7 Total D 8 Total D 7 Total D 8

Total E 8 Total E 8 Total E 8 Total E 8

Total F 7 Total F 6 Total F 6 Total F 7


Total Gen. 48 Total Gen. 51 Total Gen. 49 Total Gen. 49
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 5 Cursant 6 Cursant 7 Cursant 8
Nume: Nume: Nume: Nume:
RSM - Gelu
Iulian Dragulin Tasie
PRODIS&D Alexandroa SV BC SV - NT SV - VS
Bacanu Ionut Cristian
MC e
Total A 14 Total A 15 Total A 13 Total A 13

Total B 6 Total B 4 Total B 5 Total B 6

Total C 6 Total C 8 Total C 9 Total C 9

Total D 8 Total D 8 Total D 7 Total D 7

Total E 7 Total E 9 Total E 9 Total E 9

Total F 5 Total F 7 Total F 8 Total F 7


Total Gen. 46 Total Gen. 51 Total Gen. 51 Total Gen. 51
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 9 Cursant 10 Cursant 11 Cursant 12
Nume: Nume: Nume: Nume:

Rugina ASM - VN - Dan DV Adina Doru


SV - TM SV - TM
Marius NT - BC Amalinei WALCRIS Petrov Semenea

Total A 14 Total A 14 Total A 13 Total A 13

Total B 5 Total B 6 Total B 5 Total B 5

Total C 8 Total C 5 Total C 6 Total C 6

Total D 9 Total D 9 Total D 6 Total D 6

Total E 9 Total E 10 Total E 8 Total E 8

Total F 8 Total F 7 Total F 7 Total F 7


Total Gen. 53 Total Gen. 51 Total Gen. 45 Total Gen. 45
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 13 Cursant 14 Cursant 15 Cursant 16
Nume: Nume: Nume: Nume:

Valentin Streche ASM - TM - Deak


SV CS SV HG Mitea Sorin SV HD
Vecsei Iancu CS - AR Csaba

Total A 14 Total A 13 Total A 17 Total A 17

Total B 7 Total B 6 Total B 5 Total B 6

Total C 5 Total C 5 Total C 7 Total C 7

Total D 8 Total D 6 Total D 8 Total D 8

Total E 8 Total E 8 Total E 10 Total E 10

Total F 5 Total F 7 Total F 7 Total F 8


Total Gen. 47 Total Gen. 45 Total Gen. 54 Total Gen. 56
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 17 Cursant 18 Cursant 19 Cursant 20
Nume: Nume: Nume: Nume:

Zeces Simedrea ASM - MS - Viorel


SV MR SV BH Dan Barbur SV SJ
Costel Nicoleta HG - CV Hercut

Total A 17 Total A 14 Total A 13 Total A 13

Total B 6 Total B 8 Total B 7 Total B 5

Total C 7 Total C 7 Total C 7 Total C 7

Total D 7 Total D 8 Total D 7 Total D 5

Total E 9 Total E 9 Total E 8 Total E 8

Total F 6 Total F 8 Total F 7 Total F 7


Total Gen. 52 Total Gen. 54 Total Gen. 49 Total Gen. 45
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 21 Cursant 22 Cursant 23 Cursant 24
Nume: Nume: Nume: Nume:

Nojea Mircea Gheorghe SV Teaciu


SV SM SV Cluj SV MM
Cristian Moga Bosa INTERPAUL Adrian

Total A 14 Total A 14 Total A 13 Total A 16

Total B 8 Total B 8 Total B 6 Total B 8

Total C 9 Total C 9 Total C 7 Total C 9

Total D 8 Total D 8 Total D 7 Total D 8

Total E 9 Total E 9 Total E 8 Total E 9

Total F 10 Total F 10 Total F 7 Total F 10


Total Gen. 58 Total Gen. 58 Total Gen. 48 Total Gen. 60
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 25 Cursant 26 Cursant 27 Cursant 28
Nume: Nume: Nume: Nume:

Catalin Ovidiu Cristi Popovici ASM BT


SV BT SV - SV SV - IS
Ciobanu Ostafe Fuioaga Razvan -SV

Total A 14 Total A 14 Total A 13 Total A 14

Total B 5 Total B 8 Total B 6 Total B 5

Total C 6 Total C 8 Total C 8 Total C 10

Total D 7 Total D 7 Total D 9 Total D 8

Total E 9 Total E 9 Total E 10 Total E 9

Total F 9 Total F 7 Total F 9 Total F 9


Total Gen. 50 Total Gen. 53 Total Gen. 55 Total Gen. 55
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 29 Cursant 30 Cursant 31 Cursant 32
Nume: Nume: Nume: Nume:

Sofeiga Florin Petroae


DV Walcris Aurel Ilie SV BUC SV BUC ASM BUC
Iulian Rinasu Alexandru

Total A 15 Total A 9 Total A 14 Total A 16

Total B 6 Total B 6 Total B 4 Total B 4

Total C 8 Total C 9 Total C 8 Total C 9

Total D 8 Total D 6 Total D 9 Total D 8

Total E 9 Total E 9 Total E 9 Total E 8

Total F 8 Total F 9 Total F 7 Total F 8


Total Gen. 54 Total Gen. 48 Total Gen. 51 Total Gen. 53
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 33 Cursant 34 Cursant 35 Cursant 36
Nume: Nume: Nume: Nume:

Bajdechi Iamandi Dumitru


Gh. Bratu RSM - BUC SV CL SV DB SV IL
Ion Ilie Fanel

Total A 13 Total A 12 Total A 12 Total A 12

Total B 5 Total B 8 Total B 8 Total B 8

Total C 6 Total C 10 Total C 10 Total C 10

Total D 4 Total D 6 Total D 5 Total D 5

Total E 9 Total E 9 Total E 9 Total e 9

Total F 8 Total F 9 Total F 10 Total F 9


Total
Total Gen. 45 Total Gen. 54 Total Gen. 54 53
Gen.
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 37 Cursant 38 Cursant 39 Cursant 40
Nume: Nume: Nume: Nume:

Petrescu Gabriel DV - DMC - Sarbu Hotatiu


SV PH SV MH SV DMC
Silviu Negoita Oltenia Valentin Troaca

Total A 15 Total A 14 Total A 14 Total A 12

Total B 7 Total B 8 Total B 6 Total B 7

Total C 7 Total C 7 Total C 6 Total C 9

Total D 6 Total D 6 Total D 7 Total D 6

Total E 9 Total E 8 Total E 8 Total E 8

Total F 10 Total F 7 Total F 8 Total F 8


Total Gen. 54 Total Gen. 50 Total Gen. 49 Total Gen. 50
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 41 Cursant 42 Cursant 43 Cursant 44
Nume: Nume: Nume: Nume:
SV
Spiridon ASM IS VS Istrate SV Grigore SV
Laura Belu HORECA
Ionut GL BR Viorel WALCRIS Florin WALCRIS
DMC
Total A 13 Total A 14 Total A 12 Total A 14

Total B 4 Total B 7 Total B 5 Total B 6

Total C 8 Total C 7 Total C 6 Total C 8

Total D 7 Total D 6 Total D 6 Total D 10

Total E 9 Total E 8 Total E 7 Total E 10

Total F 9 Total F 5 Total F 7 Total F 9


Total Gen. 50 Total Gen. 47 Total Gen. 43 Total Gen. 57
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 45 Cursant 46 Cursant 47 Cursant 48
Nume: Nume: Nume: Nume:
RSM
Tiberiu
Panait Adrian WALCRIS
SV UNIC Amarazean SV UNIC SV UNIC Gina Mihai
Cristian Bundoiau &INTERPA
u
UL
Total A 12 Total A 9 Total A 13 Total A 14

Total B 7 Total B 8 Total B 4 Total B 4

Total C 5 Total C 9 Total C 8 Total C 9

Total D 6 Total D 6 Total D 5 Total D 7

Total E 7 Total E 9 Total E 10 Total E 9

Total F 7 Total F 9 Total F 8 Total F 8


Total Gen. 44 Total Gen. 50 Total Gen. 48 Total Gen. 51
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 49 Cursant 50 Cursant 51 Cursant 52
Nume: Nume: Nume: Nume:

Bors Bogdan Tiberiu ASM Cristina


ASM BUC SV TC As DNV
Stefan Baboschi Buleandra MUNTENIA Mitrescu

Total A 15 Total A 13 Total A 12 Total A 9

Total B 6 Total B 9 Total B 7 Total B 5

Total C 10 Total C 9 Total C 8 Total C 6

Total D 7 Total D 7 Total D 7 Total D 7

Total E 8 Total E 9 Total E 9 Total E 7

Total F 9 Total F 9 Total F 9 Total F 8


Total Gen. 55 Total Gen. 56 Total Gen. 52 Total Gen. 42
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 53 Cursant 54 Cursant 55 Cursant 56
Nume: Nume: Nume: Nume:

Liviu Dan Dumitru Stanciu


DV Unic Dina Dan SV - BZ SV GJ SV - VL
Olaru Mihai Nicolae

Total A 13 Total A 15 Total A 16 Total A 13

Total B 5 Total B 8 Total B 8 Total B 8

Total C 6 Total C 8 Total C 6 Total C 8

Total D 3 Total D 6 Total D 8 Total D 7

Total E 7 Total E 8 Total E 8 Total E 8

Total F 6 Total F 9 Total F 5 Total F 8


Total Gen. 40 Total Gen. 54 Total Gen. 51 Total Gen. 52
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 57 Cursant 58 Cursant 59 Cursant 60
Nume: Nume: Nume: Nume:

ASM VL GJ Viorel DV TOP Cristian RSM TOP Dan


Nae Florin SV CT
AG Potecu VEST Andreescu VEST ADS Sterian

Total A 12 Total A 11 Total A 15 Total A 12

Total B 6 Total B 7 Total B 5 Total B 8

Total C 8 Total C 10 Total C 9 Total C 8

Total D 7 Total D 5 Total D 7 Total D 6

Total E 8 Total E 9 Total E 9 Total E 9

Total F 7 Total F 7 Total F 9 Total F 6


Total Gen. 48 Total Gen. 49 Total Gen. 54 Total Gen. 49
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 61 Cursant 62 Cursant 63 Cursant 64
Nume: Nume: Nume: Nume:

Cosmin Liliana ASM BV SB


Raul Pinta DV ADS Dan Felea SV SB SV BV
Lorenc Tokes AB HD

Total A 14 Total A 14 Total A 11 Total A 16

Total B 7 Total B 4 Total B 7 Total B 9

Total C 10 Total C 6 Total C 7 Total C 8

Total D 7 Total D 5 Total D 7 Total D 7

Total E 9 Total E 7 Total E 5 Total E 8

Total F 10 Total F 6 Total F 9 Total F 7


Total Gen. 57 Total Gen. 42 Total Gen. 46 Total Gen. 55
Raspuns
Scor
dat
Cursant 65
Nume:

Cosmin
SV ALBA
Hategan

Total A 15

Total B 8

Total C 8

Total D 8

Total E 9

Total F 7
Total Gen. 55
Test preliminar - Evaluare de cunostinte

Adevarat /
Afirmatie
Fals

A. Distributia Romdrinks
1. Planurile Romdrinks sunt: acoperire directa a pietii de catre reprezentanti vanzari ai distribuitorilor
Romdrinks; executia corecta a bazelor vanzarii (Distributie, Pret, Aranjare la raft si Merchandising) si A
prezenta superioara la raft.
2. Romdrinks are o retea de 7 distribuitori dedicati A
3.1. Limita de credit pentru clientii distribuitorilor Romdrinks trebuie sa fie determinata de performanta
A
anterioara si anume de marimea si modul in care au fost platite ultimele facturi.
4 Gama de SKUuri recomandata fiecarui tip de magazin se calculeaza pornind de la lista de preturi, si se iau
F
primele 20% din cel mai bine vandute produse
5 Cresterea vanzarii, se produce prin: umplerea pietii (efectul ‚pipeline’), transferul presiunii de stoc de la
A
distribuitor catre clientsi cresterea cererii (sustinuta si de vizibilitatea crescuta din magazine).

6 Produsele Romdrinks trebuie sa fie ‚la vanzare’, permanent, peste tot (in toate punctele de vanzare si
F
Horeca) si cu primele 50% din produsele cel mai bine vandute, in functie de canalul de distributie;

7. Toate sistemele, procedurile de lucru, chiar si politicile de pret si de personal pe care le va impune sau
F
recomanda Romdrinks, au o singura finalitate: cresterea pietii.
8 Discount-ul pentru plata cash se acorda pentru plata cash la livrare, plata cu ordin de plata stampilat la
F
livrare, sau CEC avalizat incasat in banca inainte de livrare
9. Distributia, pretul la raft, acoperirea si prezenta in magazine sunt masurate regulat, intern, printr-un
A
sistem de rapoarte
10. Distributia trebuie sa fie cat mai ieftina pentru ca valoarea adaugata de aceasta operatie pentru
A
consumator sa fie cat mai mare.
11 Pretul de raft al produselor Romdrinks sa se inscrie in limitele prescrise, si ca recomandare si ca
A
diferenta fata de produsele concurentiale similare;
12. Fiecare client / locatie aflata in acoperire este vizitat de catre mai multi reprezentati de vanzari al
distribuitorului, anume: PSRi pentru locatiile comerciale, HSRi pentru locatiile Horeca sau LKARi pentru F
locatiie de tip A
13.Strategia 1 Romdrinks: ‚Nu da nici o sansa consumatorului sa aleaga un produs al concurentei’ A
14 Principalul indicator urmarit de Romdrinks este vanzarea medie zilnica F
15. Si in cazul distribuitorului si al oamenilor distribuitorului se masoara factorii de productivitate (numarul
de clienti acoperiti directi, numarul de vizite efective, valoarea medie a vanzarilor cantitative si valorice intr- A
o anumita perioada, numarul de zile-credit lasate in piata, gama de SKUuri vanduta, lipsa OOSurilor)

16. Pretul de baza pentru Pre Selling = pretul de lista al distribuitorilor, de la care se mai dau discounturi.
Aceste discounturi se acorda in functie de situatia pietii, pentru ca sa reglam preturile pe piata in mod F
continuu, asa incat toata lumea sa aiba acelasi pret de raft

17. Prezenta la locul de vanzare a produselor Romdrinks trebuie sa fie mai buna decat a tuturor celorlalti
A
concurenti, asa incat magazinul sa arate‚ ca si cum este proprietatea Romdrinks’.

18 Principiile de lucru ale distribuitorilor Romdrinks sunt: amestec de produse, marci si producatori; cash-ul
se plateste pentru deal-urile bune; OOS (lipsa in stoc) conteaza numai in perioadele de varf F

19 Strategia Romdrinks pentru Magazine “B”: atingerea unei prezente superioare in magazine pentru SKU-
A
rile cheie in conditii de eficienta a costurilor.
20 Distribuitorul Romdrinks isi desfasoara activitatea pe baza unor reguli si proceduri agreate, de comun
A
acord cu Romdrinks
Total pentru Distributia Romdrinks

B. Organizarea vanzarii
1. Se recomanda ca sa existe un vanzator de rezerva la fiecare grup de vanzatori (maxim 19 vanzatori), iar
concediile sa fie luate in mod organizat de fiecare de la bun inceput, preferabil dinainte de inceperea F
lucrului

Laurentiu Curca, Concept Marketing Vanzari


Test preliminar - Evaluare de cunostinte

2. Plan de dezvoltare a rutelor accelerat se face la inceputul operatiilor de distributie si are urmatorii pasi: -
se listeaza toate locatiile si magazinele potentiale si cunoscute dintr-o sectiune; - se creaza o baza de date
A
cu toate magazinele si locatiile; - se listeaza aceasta baza de date
- se identifica un proces de identificare de clienti noi si clienti potentiali

3. Maximizarea vanzarilor pe vizita este influentata direct de: a. starea de spirit a cumparatorului; b.
procedura de acordare a creditului de catre banca; c. folosirea corecta a uneltelor de vanzare; d. structura F
pachetul de recompensare al vanzatorului;
4. Intre ora 8:30 si 18:00 vanzatorul lucreaza in teren cu o pauza de o ora si jumatate de ora de pranz
F
(recomandata), de obicei luata intre ora 12:30 si 14:00
5. O ruta corect conceputa ii va permite vanzatorului sa faca nu numai numarul de vizite preconizat si si
A
volumul de vanzare dorit
6. Procedura de seara se termina si cu o bere (dupa caz, sprit) bine-meritata, in special daca rezultatele
A
zilei au fost bune sau foarte bune
7. Sculele de vanzare sunt in numar de 6: a. computerul Palm si stylus-ul; b. masterbinder-ul (biblioraftul
organizator); c. lista de pret; A
d. mostra; e. vorbitul despre produs; f. raportul de vanzare

8.Responsabilitatile sunt impartite astfel: ASM - de observarea si transmiterea nerespectarii procedurilor si


A
regulilor Romdrinks iar RSM - de decizia luata in scopul respectarii regulilor si procedurilor

9.13. Planul de inlocuire a vehiculelor avariate sau aflate in reparatie are ca obiectiv maximizarea # zile de
vanzare productive si eliminarea oricarei rute care sa duca la perioade de nefunctionare datorita A
deteriorarii, reparatiilor masinii sau furturilor
10.Cea mai importanta scula de vanzare este Palm-ul, cu care nu numai se iau comenzi, dar si in care se
pot nota diferite informatii cum ar fi calitatea prezentei la raft, distributia de gama de produse a noastra si A
a concurentei sau alte informatii concurentiale.
Total for Organizarea Vanzarii

C. Cariera in vanzari
1. Un vanzator excelent devine un supervizor foarte bun. F
2. Aceleasi calitati care te fac un bun vanzator, te pot impiedica sa devii un bun supervizor A
3. Supervizorul trebuie sa faca lucrurile prin altii A
4. Supervizorul trebuie sa faca lucrurile de unul singur F
5. Supervizorul trebuie sa fie 'baiat de gasca'. F
6. Ca si supervizor, trebuie sa te porti cu vanzatorii tai ca si cu clientii tai A
7. Un bun supervizor inspira frica subordonatilor F
8. Un vanzator lenes trebuie concediat imediat si fara preaviz F
9. Un bun sef trebuie sa stie cum se face, si sa le arate subordonatilor asta A
10. Supervizorul isi face si implementeaza singur planurile F
Total pentru Cariera in vanzari

D. Sarcinile supervizorilor & Organizarea echipei


1. Stind sa faci ceva ce altcineva nu poate face, capeti mai multa putere, mai ales daca nu impartasesti
stiinta ta cu altii. Daca ceea ce faci tu nu poate fi facut imediat de altcineva, oamenii vor ezita sa faca ceva A
care te va deranja.
2. Supervizorul trebuie sa demonstreze abilitatea de a se impune verbal si fizic in fata vanzatorului. Printr-o
F
atitudine de genul „Suntem noi impotriva sistemului mangerial”, iti castigi adepti si prieteni.

3. Sa iei decizii imediate este cea mai buna abordare in ceea ce priveste factorul timp in luarea unei decizii. F

4. Cei mai buni supervizori sunt „maestri ai schimbarii”: se schimba in functie de cum bate vantul. F

5. Obiectivele pe care le da supervizorul vanzatorilor trebuie sa fie provocatoare, dar realizabile A

6. Cand esti anuntat de sedinta, intreaba conducatorul cat se estimeaza ca va dura. In cazul in care sedinta
tine mai mult decat era preconizat, vei avea o scuza sa pleci (pentru a onora o alta intalnire stabilita in A
baza limitei de timp care ti-a fost spusa) sau de a cere ca sedinta sa se termine.
7. Atunci cand administrezi un conflict, trebuie sa cedezi sau sa te acomodezi cu cealalta persoana atunci
cand esti sigur ca ai dreptate. F
8. Feedback-ul nu se da pentru ca sa te descarci. Nu da feedback cand esti nervos, stapanit de
A
emotii sau cand primitorul de feedback nu e inca pregatit pentru asa ceva.

Laurentiu Curca, Concept Marketing Vanzari


Test preliminar - Evaluare de cunostinte
9. Pentru vanzator, tu (supervizor) reprezinti compania. A
10. Cele sase Afirmatie pentru dezvoltarea planurilor: 1. Ce trebuie facut? 2. De ce trebuie facut? 3. Când
A
trebuie facut? 4. Cine trebuie sa faca? 5. Unde trebuie facut? 6. Cum trebuie facut?
Total pentru Sarcinile Supervizorilor

E. Dezvoltarea oamenilor
1. Supervizorii care le ofera rezultatele dorite in mod eficace au de castigat eforturi continue si
suplimentare din partea vanzatorilor. Supervizorii care admonsteaza vanzatorii sau administreaza A
recomplenele in mod necinstit vor demotiva oamenii.
2. Cand ti se da feed-back, primeste feedback-ul cu reticenta. Priveste feedback-ul ca pe o ocazie pe care
F
o are cel care vorbeste sa te admonesteze.
3. Vanzatorii bine instruiti, motivati nu sunt mai productivi si eficienti decât cei care nu sunt instruiti si
F
motivati. De regula, investitiile in instruire nu determina cresterea productivitatii.
4. Calificarea se face dupa modelul CCA: C – Cunostinte – fapte sau informatii necesare pentru a indeplini o
sarcina; C – Calificari – tehnici sau competente necesare pentru a indeplini o sarcina; A – Atitudini – A
Dorinta de a indeplini o sarcina (credinta, comportamentul in timp ce o indeplineste);
5. In cadrul unei sedinte, daca ai deja o parere formata asupra subiectului de discutat, lasa pe altcineva sa
prezidezi sedinta A

6. Ca si supervizor, sa cunosti care este cauza unui conflict dintre grupuri este primul pas in ameliorarea
F
acestuia, iar sa apelezi la sefi pentru rezolvarea lui e al doilea pas necesar
7.Pentru ca un grup de oameni sa atinga potentialul sau maxim ca si echipa, trebuie indeplinite urmatoarele
conditii: 1. Grupul trebuie sa aibe un obiectiv comun.2. Membrii trebuie sa aibe incredere mutuala unul fata
A
de celalalt.3. Fiecare membru trebuie sa aibe o intelegere completa si acceptul pentru sistemul de
recompensare, disciplina si munca impartit.
8. Obiectivele nu trebuie neaparat sa fie specifice si masurabile. De exemplu: „Sa marim vânzarile cu 15
F
procente pâna la 1 iunie”, nu e neaparat necesar fata de „Sa marim vânzarile”.
9. Cei care iti reclama diverse lucruri care nu merg in cadrul organizariei tale trebuie vazuti ca oameni care
F
iti vor raul, si trebuie evitati.
10. 8. Cand dai feed-back, vorbeste din ceea ce crezi, ai vazut sau ai auzit tu (cu urechile tale) nu din ceea
A
ce ai auzit de la altii, sau ce barfeste lumea.
Total pentru Dezvoltarea oamenilor

F. Organizarea vanzarii
11. Distributia inseamna 100 x 100 x 100 x 100: 100 % SKUurile de pe lista de pret, in 100 % dintre
magazine / locatii existente, in 100 % din timp (fara OOS), 100% bani incasati din piata A

12. Standardizarea distributiei are ca scop imbunatatirea urmatorilor factori de productivitate: 1.


Maximizarea # vizitelor productive / numarul de vizite soldate cu vanzare / factura (vizite productive) si 2. A
Maximizarea timpului efectiv de vanzare
13. Atunci cand constata nerespectarea unor reguli sau proceduri, ASM-ii vor intocmi o “Nota de incidenta”
A
pe care o vor comunica prin e-mail: supervizorului de vanzari, RSM-ului
14. 3.2. Informatiile din raportul care trebuie trimis sambata de catre ASMi sunt: - numar SKU si numar
clienti la nivel de organizatie - raport “KPI02 & KPI03 NUMAR CLIENTI SI PRODUSE MEDII” din
Receivable/View Requests; numar mediu SKU aferent clientilor KA stabilit – rapoartele mercantizorilor, -
A
vanzari valorice – raport “KPI01 VANZARI AGENT”, - bonus organizatie – in fuctie de respectarea
procedurilor si regulilor de vanzari

15. 3.4. Consolidarea rutelor presupune trierea clientilor de pe ruta astfel incat sa lucram direct cu acelasi
numar de clienti dar cu cei mai buni clienti din ruta, adica cu cei ce fac 80 – 90% din vanzarea rutei (clienti
A
care sunt si cei mai buni platnici); consolidarea rutelor se face ori de cate ori impune “piata” si interesele
echipei de vanzari
16. Toti oamenii de vanzare trebuie sa aibe zone similare ca si potential, cu exceptia vanzatorilor mai vechi,
F
care pot avea zone mai bune
17. Un sistem de distributie organizat ne ofera o prezenta mai buna in locatiile vizitate si sansa ca
Romdrinks sa fie numarul 1 intre toti producatorii de bunuri de larg consum ca vanzare si nr 2 sau 3 ca F
prezenta in locul de vanzare.
18. Procedura de dimineata se refera la actiunile de predarea comenzilor / descarcarea comenzilor din Palm
in baza de date, predarea rapoartelor zilei de lucru anterioare (raport de vanzari, raport de informatie F
concurentiala, raport de distributie,...);

Laurentiu Curca, Concept Marketing Vanzari


Test preliminar - Evaluare de cunostinte
19. In mod constant rutelor existente li se adauga clienti potentiali noi si clienti efectivi noi, fie de catre
F
vanzatori, fie de catre supervizori, pana la limita de 40 clienti / ruta / zi
20. Rezultatele record se obtin printr-un cumul al executiei corecte a fiecarui element in parte si nu prin
A
exacerbarea utilizarii si perfectionarii unui singur element
Total pentru Organizarea vanzarii
Scor Total

Laurentiu Curca, Concept Marketing Vanzari


Raspuns Raspuns Raspuns
Raspuns Corect Scor Scor Scor
dat dat dat
Cursant 1 Cursant 2 Cursant 3
Nume: Nume: Nume:

Laurentiu Razvan
SV - AG Radu Denis SV - DJ SV - TR
Ghita Rotaru

A. Distributia
Romdrinks
1 A A 1 A 1 A 1
2 A A 1 A 1 A 1
3 A F 0 F 0 F 0
4 F F 1 F 1 F 1
5 A F 0 F 0 F 0
6 F A 0 A 0 A 0
7 F A 0 A 0 A 0
8 F A 0 A 0 A 0
9 A A 1 A 1 A 1
10 A F 0 F 0 F 0
11 A A 1 A 1 A 1
12 F A 0 A 0 A 0
13 A F 0 A 1 F 0
14 F F 1 F 1 F 1
15 A A 1 A 1 A 1
16 F F 1 F 1 F 1
17 A A 1 A 1 A 1
18 F F 1 F 1 F 1
19 A A 1 A 1 A 1
20 A A 1 A 1 A 1
Total A 12 Total A 13 Total A 12

B. Organizarea
vanzarii
1 F A 0 A 0 A 0
2 A A 1 A 1 A 1
3 F F 1 F 1 F 1
4 F F 1 F 1 F 1
5 A A 1 A 1 A 1
6 A F 0 A 1 F 0
7 A A 1 A 1 A 1
8 A A 1 A 1 A 1
9 A F 0 A 1 F 1
10 A F 0 F 0 F 0
Total B 6 Total B 8 Total B 7

C. Cariera in
vanzari
1 F F 1 F 1 F 1
2 A F 0 F 0 F 0
3 A F 0 A 1 F 1
4 F F 1 F 1 F 1
5 F F 1 F 1 F 1
6 A A 1 F 0 A 1
7 F F 1 F 1 F 1
8 F F 1 F 1 F 1
9 A A 1 A 1 A 1
10 F F 1 F 1 F 1
Total C 8 Total C 8 Total C 9

D. Sarcinile
supervizorilor &
Organizarea echipei
1 A F 0 F 0 F 0
2 F F 1 F 1 F 1
3 F A 0 A 0 A 0
4 F F 1 F 1 F 1
5 A A 1 A 1 A 1
6 A F 0 A 1 F 0
7 F F 1 F 1 F 1
8 A A 1 A 1 A 1
9 A A 1 A 1 A 1
10 A A 1 A 1 A 1
Total D 7 Total D 8 Total D 7

E. Dezvoltarea
oamenilor
1 A A 1 A 1 A 1
2 F F 1 F 1 F 1
3 F F 1 F 1 F 1
4 A A 1 A 1 A 1
5 A F 0 F 0 F 0
6 F A 0 A 0 A 0
7 A A 1 A 1 A 1
8 F F 1 F 1 F 1
9 F F 1 F 1 F 1
10 A A 1 A 1 A 1
Total E 8 Total E 8 Total E 8

F. Organizarea
vanzarii
1 A A 1 A 1 A 1
2 A F 0 F 0 F 0
3 A A 1 F 0 A 0
4 A F 0 F 0 F 0
5 A A 1 A 1 A 1
6 F F 1 F 1 F 1
7 F F 1 F 1 F 1
8 F F 1 F 1 F 1
9 F A 0 A 0 A 0
10 A A 1 A 1 A 1
Total F 7 Total F 6 Total F 6
Total Gen. 48 Total Gen. 51 Total Gen. 49
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 4 Cursant 5 Cursant 6 Cursant 7
Nume: Nume: Nume: Nume:
RSM - Gelu
Marius Iulian Dragulin
ASM - OT PRODIS&D Alexandroa SV BC SV - NT
Toma Bacanu Ionut
MC e

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 F 0 A 1
F 1 F 1 F 1 F 1
F 0 A 1 A 1 F 0
A 0 A 0 F 1 A 0
A 0 F 1 A 0 F 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 A 1 A 1 F 0
A 1 A 1 A 1 A 1
A 0 A 0 F 1 A 0
A 0 A 0 A 0 A 0
F 1 A 0 A 0 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 F 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total A 13 Total A 14 Total A 15 Total A 13

A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 A 0 A 0 A 0
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 F 0 A 1
A 1 A 1 A 1 ? 0
A 0 A 0 A 0 A 0
F 0 A 1 F 0 A 1
Total B 6 Total B 6 Total B 4 Total B 5

F 1 A 0 F 1 F 1
F 0 A 1 A 1 A 1
F 1 A 0 A 0 A 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 F 0 F 0 A 1
A 0 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 0 A 0 F 1 F 1
Total C 7 Total C 6 Total C 8 Total C 9

A 1 A 1 F 0 F 0
F 1 A 0 F 1 F 1
A 0 F 1 F 1 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
F 1 A 0 F 1 ? 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 8 Total D 8 Total D 8 Total D 7

A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 0 A 1 A 1 F 0
A 0 A 1 A 0 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 8 Total E 7 Total E 9 Total E 9

A 1 A 1 F 0 A 1
F 0 A 1 A 1 A 1
A 0 A 0 A 0 A 0
A 1 A 1 ? 0 ? 0
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
F 1 A 0 F 1 F 1
F 1 A 0 F 1 F 1
A 0 A 0 F 1 F 1
A 1 A 1 A 1 A 1
Total F 7 Total F 5 Total F 7 Total F 8
Total Gen. 49 Total Gen. 46 Total Gen. 51 Total Gen. 51
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 8 Cursant 9 Cursant 10 Cursant 11
Nume: Nume: Nume: Nume:

Tasie Rugina ASM - VN - Dan DV Adina


SV - VS SV - TM
Cristian Marius NT - BC Amalinei WALCRIS Petrov

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 F 0
F 1 F 1 F 1 F 1
F 0 F 0 A 1 A 1
A 0 A 0 A 0 A 0
F 1 A 0 A 0 F 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
F 0 A 1 A 1 A 1
A 0 F 1 A 0 F 0
F 0 A 1 A 1 A 1
F 1 F 1 A 0 A 0
A 1 ? 0 A 1 A 1
F 1 F 1 F 1 F 1
F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
Total A 13 Total A 14 Total A 14 Total A 13

A 0 A 0 A 0 F 1
A 1 F 0 A 1 A 1
A 0 A 0 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 F 0
F 0 F 0 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 0 ? 0 A 0 A 0
A 1 A 1 A 1 F 0
Total B 6 Total B 5 Total B 6 Total B 5

F 1 F 1 A 0 F 1
A 1 A 1 F 0 F 0
A 0 A 0 A 0 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 F 0 F 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
A 1 ? 0 F 0 F 0
Total C 9 Total C 8 Total C 5 Total C 6

A 1 F 0 A 1 A 1
F 1 F 1 F 1 A 0
A 0 F 1 F 1 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 1 A 0 F 1
A 0 F 1 F 1 A 0
F 0 A 1 A 1 A 1
A 1 A 1 A 1 F 0
A 1 A 1 A 1 A 1
Total D 7 Total D 9 Total D 9 Total D 6

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 A 1 F 0
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 9 Total E 9 Total E 10 Total E 8

F 0 A 1 A 1 F 0
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
A 1 F 0 ? 0 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 A 0
F 1 F 1 F 1 F 1
F 1 F 1 A 0 F 1
F 0 A 1 A 1 A 1
Total F 7 Total F 8 Total F 7 Total F 7
Total Gen. 51 Total Gen. 53 Total Gen. 51 Total Gen. 45
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 12 Cursant 13 Cursant 14 Cursant 15
Nume: Nume: Nume: Nume:

Doru Valentin Streche ASM - TM - Deak


SV - TM SV CS SV HG
Semenea Vecsei Iancu CS - AR Csaba

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
F 1 A 0 F 1 F 1
A 1 F 0 A 1 A 1
A 0 A 0 A 1 A 1
F 1 A 1 ? 0 A 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
A 1 A 1 A 1 A 1
A 0 F 1 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 F 0 A 1 A 1
F 1 F 1 F 1 F 1
A 0 A 0 A 0 F 1
A 1 A 1 A 1 A 1
Total A 13 Total A 14 Total A 13 Total A 17

F 1 A 0 F 1 A 0
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
F 1 F 1 F 1 F 1
F 0 A 1 F 0 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
F 0 A 1 A 1 F 0
Total B 5 Total B 7 Total B 6 Total B 5

F 1 F 1 F 1 F 1
F 0 F 0 F 0 F 0
F 1 A 0 F 0 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
A 0 F 1 A 0 F 1
A 1 F 0 A 1 A 1
F 0 F 0 F 0 F 0
Total C 6 Total C 5 Total C 5 Total C 7

A 1 F 1 A 0 A 0
A 0 F 1 A 0 F 1
A 0 A 0 A 0 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 A 0
A 0 F 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
A 1 A 1 A 1 A 1
Total D 6 Total D 8 Total D 6 Total D 8

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 A 1
A 0 A 0 A 0 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 8 Total E 8 Total E 8 Total E 10

F 0 A 1 F 0 A 1
A 1 F 0 A 1 A 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 ? 0
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 0 A 0 A 0 F 1
F 1 F 1 F 1 F 1
F 1 A 0 F 1 A 0
A 1 A 1 A 1 A 1
Total F 7 Total F 5 Total F 7 Total F 7
Total Gen. 45 Total Gen. 47 Total Gen. #REF! Total Gen. 54
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 16 Cursant 17 Cursant 18 Cursant 19
Nume: Nume: Nume: Nume:

Zeces Simedrea ASM - MS - Viorel


Mitea Sorin SV HD SV MR SV BH
Costel Nicoleta HG - CV Hercut

A 1 A 1 A 1 F 0
A 1 A 1 A 1 A 1
A 1 F 1 A 0 F 0
F 1 F 1 F 1 F 1
A 1 A 1 F 0 A 1
A 1 F 0 A 1 F 1
A 1 A 1 A 1 F 1
A 0 F 1 F 1 A 0
A 1 A 1 A 1 F 0
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 F 0 A 0
A 1 A 1 F 0 F 0
A 0 A 0 A 0 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total A 17 Total A 17 Total A 14 Total A 13

A 0 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 0 F 1 F 1 F 1
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 A 1
A 1 F 0 A 1 A 1
A 1 A 1 A 1 F 0
A 0 A 0 F 1 A 1
F 1 A 0 A 0 F 0
Total B 6 Total B 6 Total B 8 Total B 7

F 1 F 1 F 1 F 1
F 0 F 0 F 0 A 1
A 1 A 1 F 0 F 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 F 0 A 1 F 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 A 0
Total C 7 Total C 7 Total C 7 Total C 7

A 0 A 0 F 1 A 1
F 1 F 1 F 1 A 0
F 1 A 0 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 0 F 0 F 0 F 0
A 1 A 1 A 1 F 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 8 Total D 7 Total D 8 Total D 7

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 10 Total E 9 Total E 9 Total E 8

A 1 F 0 A 1 A 1
A 1 F 0 A 1 A 1
A 0 A 0 A 0 F 0
A 1 F 0 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 A 0
F 1 F 1 F 1 F 1
A 0 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total F 8 Total F 6 Total F 8 Total F 7
Total Gen. 56 Total Gen. 52 Total Gen. 54 Total Gen. 49
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 20 Cursant 21 Cursant 22 Cursant 23
Nume: Nume: Nume: Nume:

Nojea Mircea Gheorghe SV


Dan Barbur SV SJ SV SM SV Cluj
Cristian Moga Bosa INTERPAUL

F 0 A 1 A 1 F 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 0 F 1 F 1 F 1
F 1 A 0 A 0 F 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 F 0
A 1 A 1 A 1 F 0
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
F 0 A 1 A 1 F 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 A 0 A 0 F 1
F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 A 0 A 0 F 1
A 1 A 1 A 1 A 1
Total A 13 Total A 14 Total A 14 Total A 13

A 0 A 0 A 0 F 1
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
F 1 F 1 F 1 A 0
F 0 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 A 1 A 1
F 0 A 1 A 1 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 F 0
Total B 5 Total B 8 Total B 8 Total B 6

F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 F 0
A 0 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 A 1 A 1 F 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
Total C 7 Total C 9 Total C 9 Total C 7

F 0 F 0 F 0 A 1
F 1 F 1 F 1 A 0
A 0 A 0 A 0 A 0
F 1 F 1 F 1 F 1
F 0 A 1 A 1 A 1
A 1 A 1 A 1 F 0
A 0 F 1 F 1 F 1
F 0 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 5 Total D 8 Total D 8 Total D 7

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 A 1 A 1 F 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 8 Total E 9 Total E 9 Total E 8

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 A 1 F 0
F 0 A 1 A 1 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 0 F 1 F 1 A 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total F 7 Total F 10 Total F 10 Total F 7
Total Gen. 45 Total Gen. 58 Total Gen. 58 Total Gen. 48
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 24 Cursant 25 Cursant 26 Cursant 27
Nume: Nume: Nume: Nume:

Teaciu Catalin Ovidiu Cristi


SV MM SV BT SV - SV SV - IS
Adrian Ciobanu Ostafe Fuioaga

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
F 1 F 1 F 1 F 1
A 1 F 0 A 1 A 1
F 1 A 0 F 1 A 0
A 0 A 0 A 0 A 0
A 0 A 0 F 1 A 0
A 1 A 1 A 1 A 1
A 1 F 0 A 1 F 0
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 A 0 A 0
A 1 A 1 A 1 A 1
A 1 F 1 A 0 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 A 1 F 0 F 0
A 1 A 1 A 1 A 1
Total A 16 Total A 14 Total A 14 Total A 13

A 0 A 0 F 1 A 0
A 1 A 1 A 1 A 1
A 0 F 1 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
A 1 F 0 A 1 A 1
A 1 A 1 A 1 A 1
A 1 F 0 A 1 A 1
A 1 F 0 A 1 F 0
Total B 8 Total B 5 Total B 8 Total B 6

F 1 F 1 F 1 F 1
A 1 F 0 F 0 F 0
A 1 ? 0 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 F 0 F 0 F 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 0 A 0 F 1 F 1
Total C 9 Total C 6 Total C 8 Total C 8

F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 0 A 0 A 0 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 A 1
F 1 F 1 A 0 A 0
A 1 F 0 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 8 Total D 7 Total D 7 Total D 9

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 A 1
A 0 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 9 Total E 9 Total E 9 Total E 10

A 1 F 0 F 0 A 1
A 1 A 1 F 0 A 1
A 1 A 1 A 1 A 1
A 1 A 1 F 0 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
Total F 10 Total F 9 Total F 7 Total F 9
Total Gen. 60 Total Gen. 50 Total Gen. 53 Total Gen. 55
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 28 Cursant 29 Cursant 30 Cursant 31
Nume: Nume: Nume: Nume:

Popovici ASM BT Sofeiga Florin


DV Walcris Aurel Ilie SV BUC SV BUC
Razvan -SV Iulian Rinasu

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 A 1
F 1 F 1 A 0 F 1
F 0 A 1 F 0 A 1
A 0 A 0 A 0 ? 0
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 A 0 F 1
A 1 A 1 F 0 F 0
F 1 A 0 A 0 A 0
? 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 A 1 F 0 A 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total A 14 Total A 15 Total A 9 Total A 14

A 0 A 0 A 0 A 0
F 0 A 1 A 1 A 1
A 0 A 0 F 1 A 0
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 A 1
A 1 F 0 A 1 F 0
A 1 A 1 A 1 A 1
? 0 A 1 F 0 F 0
A 1 A 1 F 0 F 0
Total B 5 Total B 6 Total B 6 Total B 4

F 1 F 1 F 1 F 1
A 1 A 1 A 1 F 0
A 1 F 0 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 F 0 F 0 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 A 0
Total C 10 Total C 8 Total C 9 Total C 8

F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
F 1 F 1 A 0 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 A 1
? 0 F 1 A 0 F 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 8 Total D 8 Total D 6 Total D 9

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 9 Total E 9 Total E 9 Total E 9

A 1 F 0 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 ? 0 A 1 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 A 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total F 9 Total F 8 Total F 9 Total F 7
Total Gen. 55 Total Gen. 54 Total Gen. 48 Total Gen. 51
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 32 Cursant 33 Cursant 34 Cursant 35
Nume: Nume: Nume: Nume:

Petroae Bajdechi Iamandi


ASM BUC Gh. Bratu RSM - BUC SV CL SV DB
Alexandru Ion Ilie

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 A 1 F 0 F 0
F 1 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
? 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 F 0 F 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 F 0 F 0
A 1 A 1 A 1 A 1
Total A 16 Total A 13 Total A 12 Total A 12

A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
? 0 A 0 F 1 F 1
A 0 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 0 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 F 0 A 1 A 1
Total B 4 Total B 5 Total B 8 Total B 8

F 1 F 1 F 1 F 1
A 1 F 0 A 1 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 A 0 F 1 F 1
F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
Total C 9 Total C 6 Total C 10 Total C 10

A 1 F 0 F 0 F 0
F 1 A 0 F 1 F 1
A 0 A 0 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 1 A 0 A 0 A 0
A 1 F 0 A 1 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 8 Total D 4 Total D 6 Total D 5

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 8 Total E 9 Total E 9 Total E 9

F 0 F 0 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 A 0 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total F 8 Total F 8 Total F 9 Total F 10
Total Gen. 53 Total Gen. 45 Total Gen. 54 Total Gen. 54
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 36 Cursant 37 Cursant 38 Cursant 39
Nume: Nume: Nume: Nume:

Dumitru Petrescu Gabriel DV - DMC - Sarbu


SV IL SV PH SV MH
Fanel Silviu Negoita Oltenia Valentin

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 0 A 1 F 0 F 0
A 0 A 0 A 0 A 0
A 0 A 0 ? 0 A 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 A 0 A 0
A 0 A 1 A 1 A 1
A 0 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 0 A 1 A 1 F 1
A 1 A 1 A 1 A 1
Total A 12 Total A 15 Total A 14 Total A 14

A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 1 F 0 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 F 1 A 0
A 1 A 1 F 1 F 1
Total B 8 Total B 7 Total B 8 Total B 6

f 1 F 1 F 1 F 1
a 1 F 0 F 0 F 0
a 1 A 1 F 0 F 0
f 1 A 0 F 1 F 1
f 1 F 1 A 0 F 1
a 1 A 1 A 1 A 1
f 1 A 0 F 1 A 0
f 1 F 1 F 1 F 1
a 1 A 1 A 1 A 1
f 1 F 1 F 1 A 0
Total C 10 Total C 7 Total C 7 Total C 6

f 0 F 0 F 0 A 1
f 1 F 1 F 1 F 1
a 0 A 0 A 0 A 0
f 1 F 1 F 1 F 1
a 1 A 1 A 1 A 1
f 0 F 0 F 0 F 0
a 0 F 0 F 0 F 0
a 0 A 1 A 1 A 1
a 1 A 1 A 1 A 1
a 1 A 1 A 1 A 1
Total D 5 Total D 6 Total D 6 Total D 7

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 1 F 1 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total e 9 Total E 9 Total E 8 Total E 8

A 1 A 1 A 1 A 1
A 1 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 A 0 A 0
A 1 A 1 A 1 A 1
Total F 9 Total F 10 Total F 7 Total F 8
tAtOTAL
53 Total Gen. 54 Total Gen. 50 Total Gen. 49
GENERAL
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 40 Cursant 41 Cursant 42 Cursant 43
Nume: Nume: Nume: Nume:
SV
Hotatiu Spiridon ASM IS VS Istrate SV
SV DMC Laura Belu HORECA
Troaca Ionut GL BR Viorel WALCRIS
DMC

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 A 1 F 0
F 1 F 1 F 1 F 1
F 0 F 0 F 0 A 1
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 A 1
A 1 A 1 A 1 A 1
A 0 F 1 A 0 A 0
A 1 A 1 A 1 F 0
F 1 F 1 F 1 F 1
A 1 ? 0 A 1 A 1
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 0 A 0 F 1 A 0
A 1 A 1 A 1 A 1
Total A 12 Total A 13 Total A 14 Total A 12

A 0 A 0 A 0 A 0
A 1 F 0 A 1 A 1
F 1 A 0 F 1 F 1
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 1 ? 0 F 1 A 0
F 1 A 0 F 1 F 1
Total B 7 Total B 4 Total B 7 Total B 5

F 1 F 1 F 1 A 0
F 0 F 0 F 0 F 0
A 1 A 1 F 0 A 1
F 1 F 1 F 1 F 1
F 1 F 1 A 0 F 1
A 1 A 1 A 1 F 0
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 ? 0 F 1 A 0
Total C 9 Total C 8 Total C 7 Total C 6

F 0 F 0 F O F 0
F 1 F 1 F 1 F 1
A 0 F 1 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 0 ? 0 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 6 Total D 7 Total D 6 Total D 6

A 1 A 1 A 1 A 1
F 1 F 1 F 1 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 0 F 1 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 8 Total E 9 Total E 8 Total E 7

A 1 A 1 A 1 F 0
F 0 A 1 F 0 A 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 A 0
F 1 F 1 F 1 F 1
A 0 F 1 A 0 F 1
A 1 A 1 A 1 A 1
Total F 8 Total F 9 Total F 5 Total F 7
Total Gen. 50 Total Gen. 50 Total Gen. 47 Total Gen. 43
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 44 Cursant 45 Cursant 46 Cursant 47
Nume: Nume: Nume: Nume:
Tiberiu
Grigore SV Panait Adrian
SV UNIC Amarazean SV UNIC SV UNIC
Florin WALCRIS Cristian Bundoiau
u

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 F 1 F 1 F 1
F 1 A 0 A 0 F 1
A 1 A 1 F 0 A 1
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
A 1 A 1 F 0 A 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 F 0 A 1
F 1 A 0 F 1 F 1
F 1 F 1 A 0 A 0
A 1 A 1 A 1 A 1
Total A 14 Total A 12 Total A 9 Total A 13

A 0 A 0 A 0 F 1
A 1 A 1 A 1 A 1
A 0 A 0 F 1 A 0
F 1 A 0 F 1 A 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 F 0
A 0 F 1 F 1 A 0
F 1 F 1 F 1 A 0
Total B 6 Total B 7 Total B 8 Total B 4

F 1 A 0 F 1 F 1
F 0 F 0 A 1 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 F 0 F 0 F 0
F 1 A 0 F 1 F 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
Total C 8 Total C 5 Total C 9 Total C 8

A 1 F 0 F 0 F 0
F 1 F 1 F 1 F 1
F 1 F 1 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
A 1 F 0 A 1 F 0
A 1 F 0 A 1 F 0
A 1 A 1 F 0 A 1
A 1 A 1 A 1 A 1
Total D 10 Total D 6 Total D 6 Total D 5

A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 A 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 10 Total E 7 Total E 9 Total E 10

A 1 A 1 F 0 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 ? 0
A 1 F 0 A 1 A 1
F 1 A 0 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 0 A 0 F 1 A 0
A 1 A 1 A 1 A 1
Total F 9 Total F 7 Total F 9 Total F 8
Total Gen. 57 Total Gen. 44 Total Gen. 50 Total Gen. 48
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 48 Cursant 49 Cursant 50 Cursant 51
Nume: Nume: Nume: Nume:
RSM
WALCRIS Bors Bogdan Tiberiu ASM
Gina Mihai ASM BUC SV TC
&INTERPA Stefan Baboschi Buleandra MUNTENIA
UL

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 0 F 1 A 0 A 0
F 1 F 1 F 1 F 1
F 0 F 0 F 0 F 0
F 1 A 0 A 0 A 0
A 0 F 1 A 0 A 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 A 0
A 1 F 0 A 1 A 1
F 1 F 1 A 0 A 0
? 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
Total A 14 Total A 15 Total A 13 Total A 12

A 0 A 0 F 1 A 0
F 0 A 1 A 1 A 1
A 0 F 1 F 1 F 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
? 0 A 0 F 1 ? 0
A 0 F 1 A 1 A 1
Total B 4 Total B 6 Total B 9 Total B 7

F 1 F 1 F 1 F 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
Total C 9 Total C 10 Total C 9 Total C 8

F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
F 1 A 0 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
? 0 F 0 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 7 Total D 7 Total D 7 Total D 7

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 F 0 A 1 A 1
F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 9 Total E 8 Total E 9 Total E 9

A 1 F 0 A 1 A 1
? 0 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total F 8 Total F 9 Total F 9 Total F 9
Total Gen. 51 Total Gen. 55 Total Gen. 56 Total Gen. 52
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 52 Cursant 53 Cursant 54 Cursant 55
Nume: Nume: Nume: Nume:

Cristina Liviu Dan Dumitru


As DNV DV Unic Dina Dan SV - BZ SV GJ
Mitrescu Olaru Mihai

F 0 a 1 A 1 A 1
A 1 a 1 A 1 A 1
A 0 f 1 A 1 A 1
A 0 f 1 F 1 F 1
F 0 A 1 A 1 F 0
A 0 A 0 A 0 A 0
A 0 A 0 A 0 A 0
A 0 A 0 F 1 A 0
F 0 A 1 A 1 A 1
F 0 F 0 F 0 A 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
A 0 F 1 A 0 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 0 A 0 F 0 A 1
A 1 A 1 A 1 A 1
Total A 9 Total A 13 Total A 15 Total A 16

A 0 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 A 0
A 0 A 0 F 1 F 1
A 0 A 0 A 1 A 1
F 0 A 1 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 1 F 1 A 1 A 1
F 0 F 0 F 0 A 1
Total B 5 Total B 5 Total B 8 Total B 8

A 0 A 0 A 0 A 0
F 0 A 1 F 0 F 0
F 0 A 1 A 1 F 0
A 1 F 0 F 1 F 1
F 1 F 1 F 1 A 0
F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
Total C 6 Total C 6 Total C 8 Total C 6

F 0 F 0 F 0 A 1
F 1 A 0 F 1 F 1
F 1 A 0 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
F 0 F 0 A 0 F 1
F 0 F 0 A 1 A 1
A 1 A 1 A 1 A 1
F 1 A 0 A 1 A 1
Total D 7 Total D 3 Total D 6 Total D 8

F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 A 0 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 7 Total E 7 Total E 8 Total E 8

A 1 A 1 F 0 A 1
A 1 A 1 A 1 F 0
A 1 F 0 A 1 F 0
A 1 F 0 A 1 A 1
A 1 A 1 A 1 F 0
F 1 F 1 F 1 A 0
A 0 A 0 F 1 A 0
F 1 F 1 F 1 F 1
A 0 A 0 F 1 F 1
A 1 A 1 A 1 A 1
Total F 8 Total F 6 Total F 9 Total F 5
Total Gen. 42 Total Gen. 40 Total Gen. 54 Total Gen. 51
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 56 Cursant 57 Cursant 58 Cursant 59
Nume: Nume: Nume: Nume:

Stanciu ASM VL GJ Viorel DV TOP Cristian RSM TOP


SV - VL Nae Florin
Nicolae AG Potecu VEST Andreescu VEST ADS

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 A 1
F 1 F 1 F 1 F 1
F 0 F 0 F 0 A 1
A 0 A 0 F 0 F 0
A 0 A 0 F 0 A 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 1 A 1 F 0 A 1
A 0 A 0 A 0 F 1
F 0 F 0 F 0 A 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 ? 0
F 1 F 1 F 1 ? 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 F 1
A 1 A 1 A 1 A 1
Total A 13 Total A 12 Total A 11 Total A 15

F 1 A 0 A 0 A 0
A 1 A 1 A 1 F 0
A 0 F 1 F 1 A 0
F 1 F 1 A 0 F 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
F 0 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 F 0 A 1 ? 0
A 1 F 0 A 1 A 1
Total B 8 Total B 6 Total B 7 Total B 5

F 1 F 1 F 1 F 1
F 0 F 0 A 1 F 0
A 1 F 0 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
Total C 8 Total C 8 Total C 10 Total C 9

F 0 F 0 F 0 F 0
F 1 F 1 F 1 F 1
A 0 A 0 A 0 F 1
F 1 F 1 A 0 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
F 1 F 1 A 0 ? 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total D 7 Total D 7 Total D 5 Total D 7

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 F 0 F 0
A 0 A 0 F 1 F 1
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
Total E 8 Total E 8 Total E 9 Total E 9

F 0 A 1 A 1 A 1
A 1 F 0 A 1 A 1
A 1 A 1 A 1 A 1
A 1 F 0 F 0 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 0 F 1 A 0 F 1
F 1 F 1 F 1 F 1
F 1 A 0 A 0 F 1
A 1 A 1 A 1 A 1
Total F 8 Total F 7 Total F 7 Total F 9
Total Gen. 52 Total Gen. 48 Total Gen. 49 Total Gen. 54
Raspuns Raspuns Raspuns Raspuns
Scor Scor Scor Scor
dat dat dat dat
Cursant 60 Cursant 61 Cursant 62 Cursant 63
Nume: Nume: Nume: Nume:

Dan Cosmin
SV CT Raul Pinta DV ADS Dan Felea SV SB SV BV
Sterian Lorenc

A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 1 A 1 F 0 ? 0
A 0 F 1 F 1 F 1
F 0 A 1 A 1 ? 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 0 F 0 A 1 F 0
A 1 A 1 A 1 A 1
F 1 F 1 A 0 F 1
F 0 A 1 A 1 ? 0
A 0 A 0 A 0 ? 0
A 0 A 0 A 0 A 0
F 0 F 0 A 1 F 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 A 0 A 0 A 0
A 1 A 1 A 1 A 1
Total A 12 Total A 14 Total A 14 Total A 11

A 0 A 0 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 A 0 A 0
F 1 F 1 A 0 A 0
A 1 A 1 F 0 A 1
F 0 F 0 A 1 F 1
A 1 F 0 F 0 A 1
A 1 A 1 F 0 A 1
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
Total B 8 Total B 7 Total B 4 Total B 7

F 1 F 1 A 0 F 1
A 1 F 1 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 A 0 F 1
F 0 A 1 A 1 A 1
F 1 F 1 A 0 A 0
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
? 0 F 1 F 1 F 1
Total C 8 Total C 10 Total C 6 Total C 7

F 0 F 0 F 0 A 1
F 1 F 1 F 1 F 1
A 0 A 0 A 0 A 0
F 1 F 1 F 1 F 1
A 1 A 1 A 1 A 1
F 0 F 0 A 1 F 0
A 0 F 1 A 0 A 0
A 1 A 1 F 0 A 1
A 1 A 1 A 1 A 1
A 1 A 1 F 0 A 1
Total D 6 Total D 7 Total D 5 Total D 7

A 1 A 1 A 1 A 1
F 1 F 1 F 1 F 1
F 1 F 1 A 1 F 0
A 1 A 1 A 1 F 0
F 0 F 0 F 0 F 0
F 1 F 1 A 0 A 0
A 1 A 1 A 1 A 1
F 1 F 1 A 0 F 1
F 1 F 1 F 1 A 0
A 1 A 1 A 1 A 1
Total E 9 Total E 9 Total E 7 Total E 5

A 1 A 1 F 0 F 0
A 1 A 1 A 1 A 1
A 1 A 1 A 1 A 1
F 0 A 1 F 0 A 1
F 0 A 1 A 1 A 1
F 1 F 1 F 1 F 1
A 0 F 1 A 0 F 1
F 1 F 1 F 1 F 1
F 1 F 1 F 1 F 1
F 0 A 1 F 0 A 1
Total F 6 Total F 10 Total F 6 Total F 9
Total Gen. 49 Total Gen. 57 Total Gen. 42 Total Gen. 46
Raspuns Raspuns
Scor Scor
dat dat
Cursant 64 Cursant 65
Nume: Nume:

Liliana ASM BV SB Cosmin


SV ALBA
Tokes AB HD Hategan

A 1 A 1
A 1 A 1
A 1 A 1
F 1 F 1
A 1 A 1
A 1 A 1
A 1 A 1
A 0 A 0
A 1 A 1
F 0 F 0
A 1 A 1
F 1 A 0
A 1 A 1
A 0 A 0
A 1 A 1
F 0 F 0
A 1 A 1
F 1 F 1
F 1 F 1
A 1 A 1
Total A 16 Total A 15

F 1 A 0
A 1 A 1
F 1 A 0
F 1 F 1
A 1 A 1
F 1 F 1
A 1 A 1
A 1 A 1
A 1 A 1
F 0 A 1
Total B 9 Total B 8

F 1 F 1
F 1 F 1
F 0 F 0
F 1 F 1
A 0 F 1
A 1 F 0
F 1 F 1
F 1 F 1
A 1 A 1
F 1 F 1
Total C 8 Total C 8

F 0 A 1
F 1 F 1
A 0 A 0
F 1 F 1
A 1 A 1
A 1 A 1
A 0 A 0
A 1 A 1
A 1 A 1
A 1 A 1
Total D 7 Total D 8

A 1 A 1
F 1 F 1
F 0 F 0
A 1 A 1
F 0 A 1
F 1 F 1
A 1 A 1
F 1 F 1
F 1 F 1
A 1 A 1
Total E 8 Total E 9

A 1 A 1
A 1 A 1
A 1 A 1
F 0 ? 0
A 1 A 1
A 0 F 1
A 0 F 1
F 1 F 1
F 1 A 0
F 1 A 0
Total F 7 Total F 7
Total Gen. 55 Total Gen. 55
EVALUARE PE ZONE

A B C D E F
DMC Oltenia 12 6 8 7 8 7
13 8 8 8 8 6
12 7 9 7 8 6
13 6 7 8 8 7
14 6 6 8 7 5
14 8 7 6 8 7
14 6 6 7 8 8
12 7 9 6 8 8
HO-RE-CA 14 7 7 6 8 5
Medie A Medie B Medie C Medie D Medie E Medie F
13 7 7 7 8 7
CENTRU 17 5 7 8 10 7
17 6 7 8 10 8
17 6 7 7 9 6
14 8 7 8 9 8
14 4 6 5 7 6
11 7 7 7 5 9
16 9 8 7 8 7
15 8 8 8 9 7
Medie A Medie B Medie C Medie D Medie E Medie F
15 7 7 7 8 7
MOLDOVA 14 5 6 7 9 9
14 8 8 7 9 7
13 6 8 9 10 9
14 5 10 8 9 9
15 6 8 8 9 8
12 5 6 6 7 7
14 6 8 10 10 9
13 4 8 7 9 9
14 4 9 7 9 8
15 4 8 8 9 7
13 5 9 7 9 8
13 6 9 7 9 7
14 5 8 9 9 8
14 6 5 9 10 7
Medie A Medie B Medie C Medie D Medie E Medie F
14 5 8 8 9 8
BANAT 13 5 6 6 8 7
13 5 6 6 8 7
14 7 5 8 8 5
13 6 5 6 8 7
16 8 6 8 8 5
13 8 8 7 8 8
12 6 8 7 8 7
11 7 10 5 9 7
15 5 9 7 9 9
Medie A Medie B Medie C Medie D Medie E Medie F
13 6 7 7 8 7
MUNTENIA 15 8 8 6 8 9
12 8 8 6 9 6
14 7 10 7 9 10
12 7 8 7 9 9
13 9 9 7 9 9
15 7 7 6 9 10
12 8 10 5 9 9
12 8 10 5 9 10
12 8 10 6 9 9
Medie A Medie B Medie C Medie D Medie E Medie F
13 8 9 6 9 9
BUCURESTI 9 6 9 6 9 9
14 4 8 9 9 7
16 4 9 8 8 8
13 5 6 4 9 8
12 7 5 6 7 7
9 8 9 6 9 9
13 4 8 5 10 8
15 6 10 7 8 9
13 5 6 3 7 6
Medie A Medie B Medie C Medie D Medie E Medie F
13 5 8 6 8 8
ARDEAL 13 7 7 7 8 7
13 5 7 5 8 7
14 8 9 8 9 10
14 8 9 8 9 10
13 6 7 7 8 7
16 8 9 8 9 10
Medie A Medie B Medie C Medie D Medie E Medie F
14 7 8 7 9 9
Medie A Medie B Medie C Medie D Medie E
Total DMC Oltenia 66% 68% 74% 70% 79%
48 13.11 6.78 7.44 7.00 7.89
51 CENTRU 76% 66% 71% 73% 84%
49 15.13 6.63 7.13 7.25 8.38
49 MOLDOVA 69% 54% 79% 78% 91%
46 13.71 5.36 7.86 7.79 9.07
50 BANAT 66.7% 63.3% 70.0% 66.7% 82.2%
49 13.33 6.33 7.00 6.67 8.22
50 MUNTENIA 65% 78% 89% 61% 89%
47 13.00 7.78 8.89 6.11 8.89
Total mediu BUCURESTI 63% 54% 78% 60% 84%
49 12.67 5.44 7.78 6.00 8.44
54 ARDEAL 69% 70% 80% 72% 85%
56 13.83 7.00 8.00 7.17 8.50
52
54
42
46
55
55
Total mediu
52
50
53
55
55
54
43
57
50
51
51
51
51
53
51
Total mediu
52
45
45
47
45
51
52
48
49
54
Total mediu
48
54
49
57
52
56
54
53
54
54
Total mediu
54
48
51
53
45
44
50
48
55
40
Total mediu
48
49
45
58
58
48
60
Total mediu
53
Medie F Total mediu
66% 70%
6.56 48.78
73% 74%
7.25 51.75
80% 74%
8.00 51.79
68.9% 69.2%
6.89 48.44
90% 77%
9.00 53.67
79% 69%
7.89 48.22
85% 76%
8.50 53.00

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