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

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 w