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

by Paul Wagner , John C. Crotts , Byron Marlowe
Save 17% Save 17%
Current price ₹7,620.00
Original price ₹9,144.00
Original price ₹9,144.00
Original price ₹9,144.00
(-17%)
₹7,620.00
Current price ₹7,620.00

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Book cover type: Paperback
  • ISBN13: 9781538117316
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Rowman & Littlefield Publishers
  • Publisher Imprint: Rowman & Littlefield Publishers
  • Publication Date:
  • Pages: 208
  • Original Price: GBP 59.99
  • Language: English
  • Edition: N/A
  • Item Weight: 318 grams
  • BISAC Subject(s): Sales & Selling / General

Focusing on personal wine-selling skills, this practical guide explains every element of consultative wine sales, from understanding the market and the customer to providing excellent customer service. Based on six decades of combined experience, this manual will be invaluable for all those seeking to start or enhance a career in wine sales.

Paul Wagner is founder of Balzac Communications & Marketing. He has been an instructor for Napa Valley College's viticulture and enology department for the past twenty-five years. In addition he teaches at the Culinary Institute of America at Greystone, is a guest lecturer at many universities, and speaks regularly at international wine conferences. He is the coauthor of Wine Marketing & Sales: Success Strategies for a Saturated Market, which won the 2008 Gourmand International Award for the best wine book of the year for professionals.

John C. Crotts is professor of hospitality and tourism management in the School of Business at the College of Charleston. He is coauthor of Selling Hospitality: A Situational Approach.

Byron Marlowe is clinical assistant professor of hospitality and wine business management in the Carson College of Business at Washington State University, where he coordinates the wine and business management program.

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