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Wine Sales and Distribution
The Secrets to Building a Consultative Selling Approach
Authors:
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Publisher:
2024
Summary
Now in an expanded second edition to include new technologies, and incorporating post-pandemic developments, this is the first book to focus solely on developing the readers’ personal wine selling skills—for producers, distributors, and direct to the consumer. It comprehensively provides a practical approach to developing exceptional wine-selling skills. Drawing from their extensive experience in the field, the authors have crafted a clear and insightful framework based on the principles, strategies, and practices employed by top-notch wine professionals, including how to develop relationships, understand customer needs, and deliver both products and sales presentations in an efficient and effective way.
Based on the authors’ over six decades of combined research, consulting, and teaching in personal selling skills, the book draws on countless interviews and interactions with effective sales professionals in the wine and broader hospitality industries. The second edition also includes articles about the wine market and sales techniques from a dozen wine industry leaders. The strategies they outline are invaluable for all those seeking to start or enhance a career in wine sales. This book will be an invaluable launching point for anyone in the wine industry, whether their focus is distribution, retail sales, sommelier sales at a restaurant, or working in a winery tasting room.
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Bibliographic data
Copyright year
2024
ISBN-Print
978-1-5381-8514-8
ISBN-Online
978-1-5381-8516-2
Publisher
Rowman & Littlefield, Lanham
Language
English
Pages
298
Product type
Book Titles
Table of contents
ChapterPages
Contents No access
Figures and Tables No access
Preface No access
Acknowledgments No access
1 Wine Sales No access
2 Buyer–Supplier Relationships and Compliance Regulations in the Wine Industry No access
3 The US Market in 2022 No access
4 The Exchange of Value between Buyers and Sellers No access
5 The Organization of a Sales Force No access
6 Face-to-Face Sales No access
7 Direct-to-Consumer Wine Sales No access
8 Direct-to-Consumer Sales Channels No access
9 Buyer Motivations and Presales Call Planning No access
10 Precall Research No access
11 Call Opening No access
12 Probing the Customer’s Needs No access
13 Supportive Sales Approach No access
14 Negotiating Customer Concerns No access
15 Closing the Sale No access
16 Merchandizing Support No access
17 Strengthening the Relationship No access
18 The Fourth Tier No access
19 Sales Ethics No access
20 Professional Education Development and Career Ladder in Sales No access
