Paul Wagner, Susan DeMatei, John C. Crotts

Wine Sales and Distribution

The Secrets to Building a Consultative Selling Approach

• Broschiertes Buch

Produktbeschreibung

This expanded second edition includes new technologies and market changes post-COVID, this comprehensive book covers every element of consultative wine sales, from understanding the market and the customer to providing excellent customer service. It covers the principles, strategies, and practices employed by top-notch wine professionals.

Produktdetails

• Verlag: Bloomsbury Publishing Plc
• Second Edition
• Seitenzahl: 316
• Erscheinungstermin: 28. Februar 2024
• Englisch
• Abmessung: 229mm x 152mm x 19mm
• Gewicht: 478g
• ISBN-13: 9781538185155
• ISBN-10: 1538185156
• Artikelnr.: 68982059

Autorenporträt

Paul Wagner, Susan DeMatei, John C. Crotts, Byron Marlowe

Inhaltsangabe

List of Figures
List of Tables
Preface
Acknowledgments
SECTION I: PROFESSIONAL FOUNDATIONS
1 Wine Sales: Foundations for Success
2 Buyer-Supplier Relationships and Compliance Regulations in the Wine
Industry
3 The Exchange of Value between Buyers and Sellers
4 The Organization of a Sales Force
5 Direct-to-Consumer Sales
SECTION II: THE CONSULTATIVE SALES PROCESS
6 Buyer Motivations and Presales Call Planning
7 Precall Research
8 Call Opening
9 Probing the Customer's Needs
10 Supporting the Needs of Your Customers
11 Closing the Sale
12 Negotiating Customer Concerns
13 Selling to a Lack of Interest
SECTION III: WINE TRADE
14 Merchandising
15 Strengthening the Relationship
16 Professional Education Development and Your Career Ladder in Sales
References
Index
About the Authors