Wine Sales and Distribution: The Secrets to Building a Consultative Selling Approach
Language: English
Published by Rowman & Littlefield, 2019
- Softcover
- New
Seller: Basi6 International, Irving, TX, U.S.A.Basi6 International
AbeBooks seller since June 24, 2016
Condition: New
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- Title
- Wine Sales and Distribution: The Secrets to Building a Consultative Selling Approach
- Author
- 0
- Publisher
- Rowman & Littlefield
- Publication year
- 2019
- Condition
- Brand New
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 1538117312
- ISBN 13
- 9781538117316
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.
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About the Author
John C. Crotts, Ph. D., is the Director of the School of Travel Industry Management in the Shidler College of Business at the University of Hawaii at Manoa. Prior to this he was a Professor and Founding Chair of the Department of Hospitality and Tourism Management in the School of Business at the College of Charleston located in Charleston, South Carolina; a Senior Lecturer in the Advanced Business Programme on tourism subjects at Otago University, New Zealand; and the Director of the Center for Tourism Research and Development of the Department of Parks, Recreation and Tourism at the University of Florida, Gainesville Florida. His research encompasses the areas of economic psychology, sales and negotiation strategy, and the management of cooperative alliances. He also serves as the North American Editor of Tourism Management and as a Research Fellow at the Institute for Services Research at Virginia Tech.
Byron Marlowe, tragically passed away in December of 2022. His work on the first edition of this book is notable, and we want to express our appreciation and gratitude to his memory. It was a pleasure to work with him and learn from him. Byron was well known for his knowledge of the wine and beer industries. Just recently, he earned a Fulbright scholar award, which took him to Austria to extend and deepen his work. He was known for his research impact and in 2020 led WSU hospitality clinical professors in research productivity with 10 refereed journal articles since 2016 (including three in one of the top hospitality publications) and five book chapters. He held several international visiting lecturer/ professor positions at University of Applied Sciences, Hochschule Harz, Germany, Institut Paul Bocuse, France & China, and Castello Sonnino Field Study, Italy for his expertise in wine tourism as well as food and beverage management.
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Basi6 International
Irving, TX, U.S.A.
AbeBooks seller since June 24, 2016
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