Wine Sales and Distribution: The Secrets to Building a Consultative Selling Approach
Rowman & Littlefield, Jun 15, 2019 - Business & Economics - 208 pages
This definitive book offers the first focused guide for developing personal wine-selling skills. The authors’ approach is based on a clear understanding of the principles, strategies, and practices used by leading wine professionals. Step by step, the authors explain 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 their countless interviews and interactions with effective sales professionals in the wine and broader hospitality industries. Many of their ideas have been incorporated into the unique consultative selling skills framework they develop in this manual. The strategies they outline will be invaluable for all those seeking to start or enhance a career in wine sales. For anyone who wishes to pursue a career in the wine industry, whether their focus is distribution, retail sales, sommelier sales at a restaurant, or working in a winery tasting room, this book will be an invaluable launching point.
What people are saying - Write a review
Often when something excites me I start off with a WOW!
Let me tell you why...first of all...I'm a salesman, first most and forever...
Secondly I ran an a publishing/advertising business for over 20 years..hired, managed, and let go....more than my share....
My biggest thing is ...to understand the ethical calling of a sales professional...
Having to deal with the negative response many have with pushy salespeople... We are CAREGIVERS....who sell CONSULTATIVELY ..Need, desire and affordability are the key factors to NOT being "the" pushy saleseman..
This book is for the sales manager,...no wait...
It's for the OWNER of any business ..
NOT JUST WINE...any product or service...
This academic piece does not read like one...it reads like someone who knows what they are talking about and states in a manner that many can get through often anxious to turn the page....yes, . anyway...great book...salute,...to the authors...any other books coming?...you're onto something.. Tony Venuti
Ch02 BuyerSupplier Relationships and Compliance Regulations in the Wine Industry
Ch03 The Exchange of Value between Buyers and Sellers
Ch04 The Organization of a Sales Force
Ch05 DirecttoConsumer Sales
Section II THE CONSULTATIVE SALES PROCESS
Ch06 Buyer Motivations and Presales Call Planning
Ch11 Closing the Sale
Ch12 Negotiating Customer Concerns
Ch13 Selling to a Lack of Interest
Section III WINE TRADE
Ch15 Strengthening the Relationship
Ch16 Professional Education Development and Your Sales Career Ladder