Wine Sales and Distribution: The Secrets to Building a Consultative Selling Approach

Wagner, Paul/ Dematei, Susan/ Crotts, John C./ Marlowe, Byron

ISBN 10: 1538185148 / ISBN 13: 9781538185148

Published by Rowman & Littlefield Pub Inc, 2024

About this Item

2nd edition. 298 pages. 9.25x6.25x1.00 inches. In Stock.

Seller Inventory # x-1538185148

Bibliographic Details

• Title: Wine Sales and Distribution: The Secrets to Building a Consultative Selling Approach
• Publisher: Rowman & Littlefield Pub Inc
• Publication Date: 2024
• Language: English
• ISBN 10: 1538185148
• ISBN 13: 9781538185148
• Binding: Hardcover
• Edition: 2nd Edition
• Condition: Brand New
• Weight: 0.66 kilograms

About this title

Synopsis

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.

About the Author

Paul Wagner has had a life-long interest in Pictish and Caledonian culture, encompassing both social and military history. He has spent many years personally researching key aspects, from weaponry and tactics to art and social mores. He is from New South Wales, Australia.