John C Crotts

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 wine market and sales techniques from a dozen wine industry leaders. The strategies they outline are invaluable for all those seeking to start or enhance a career in wine sales. This book will be an invaluable launching point for anyone in the wine industry, whether their focus is distribution, retail sales, sommelier sales at a restaurant, or working in a winery tasting room.

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 wine market and sales techniques from a dozen wine industry leaders. The strategies they outline are invaluable for all those seeking to start or enhance a career in wine sales. This book will be an invaluable launching point for anyone in the wine industry, whether their focus is distribution, retail sales, sommelier sales at a restaurant, or working in a winery tasting room.

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.

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.

Target your business strategies to fit specific tourist cultures! Since Thomas Cook packaged the first tour in 1841, hospitality and tourism enterprises have forged long-term alliances with one another. Yet research suggests that most such alliances will fail. What goes wrong? How can tourism professionals take advantage of all the benefits of international cooperation while minimizing the potentially disastrous risks of failure? Global Alliances in Tourism and Hospitality Management provides empirical research, case studies, and theory to help you make the right decisions about this potentially high-profit strategy. To compete in the world travel market, a firm must increase its ability to reach, serve, and satisfy its target markets, while lowering costs. Making an alliance is often the most efficient and effective way to reach these twin goals. However, many firms make alliances without sufficient planning and end up paying the price in failed tours, dissatisfied customers, and damaged reputation. The five critical questions that must be answered before creating a partnership include:Do we want to partner? Do we have an ability to partner? With whom do we partner? How do we partner? How do we sustain and renew a partnership over time? Global Alliances in Tourism and Hospitality Management offers specific, detailed ideas and research on vital topics, including: deciding how and when to form alliances handling multicultural management issues identifying the basic elements of successful--and not so successful--partnerships discovering the effects of culture on purchasing decisions dealing with conflicts within alliances ensuring cross-agency cooperationThe development and management of alliances is a critical skill. Global Alliances in Tourism and Hospitality Management provides you with the strategies you need to build successful alliances. International in scope, this informative guide will help marketers, managers, and other professionals in the hospitality industry to lower company costs, raise profits, and gain strategic advantages in diversified markets.

Target your business strategies to fit specific tourist cultures! Since Thomas Cook packaged the first tour in 1841, hospitality and tourism enterprises have forged long-term alliances with one another. Yet research suggests that most such alliances will fail. What goes wrong? How can tourism professionals take advantage of all the benefits of international cooperation while minimizing the potentially disastrous risks of failure? Global Alliances in Tourism and Hospitality Management provides empirical research, case studies, and theory to help you make the right decisions about this potentially high-profit strategy. To compete in the world travel market, a firm must increase its ability to reach, serve, and satisfy its target markets, while lowering costs. Making an alliance is often the most efficient and effective way to reach these twin goals. However, many firms make alliances without sufficient planning and end up paying the price in failed tours, dissatisfied customers, and damaged reputation. The five critical questions that must be answered before creating a partnership include:Do we want to partner? Do we have an ability to partner? With whom do we partner? How do we partner? How do we sustain and renew a partnership over time? Global Alliances in Tourism and Hospitality Management offers specific, detailed ideas and research on vital topics, including: deciding how and when to form alliances handling multicultural management issues identifying the basic elements of successful--and not so successful--partnerships discovering the effects of culture on purchasing decisions dealing with conflicts within alliances ensuring cross-agency cooperationThe development and management of alliances is a critical skill. Global Alliances in Tourism and Hospitality Management provides you with the strategies you need to build successful alliances. International in scope, this informative guide will help marketers, managers, and other professionals in the hospitality industry to lower company costs, raise profits, and gain strategic advantages in diversified markets.

Marketing Issues in Pacific Area Tourism exposes researchers, tourism professionals, and students to the complexities of marketing issues in the most dynamic region in world tourism today. Dispelling commonly held Western assumptions, inviting new research, and stressing the importance of tourism development in this area to the economics of world tourism, this book shows you how and why this region has experienced such tremendous growth. Some of the larger countries you learn about include China, Hong Kong, Japan, Korea, Malaysia, Singapore, Taiwan, and Thailand. Since many of these countries are becoming not only generators of tourist demand but also new tourist receiving areas, this book covers both inbound and outbound markets. By discussing the opportunities and challenges facing tourism marketing professionals and researchers in the Pacific area, Marketing Issues in Pacific Area Tourism helps improve your effectiveness and understanding of conducting business in the Pacific region. Some of the factors you read about include:the increasing wealth and consumerism of a rapidly growing middle class in the Pacific area the relaxation of international travel restrictions how formerly insular governments of the region are awakening to the possibility of tourism. the potential impediments to sustainable tourism development in the regionMarketing Issues in Pacific Area Tourism also helps you improve survey design and interpretation by stressing the importance of understanding the heterogenous nature of Asian culture when analyzing tourist behavior and motivation. It provides a different perspective of Pacific Region tourism, concentrating on the clash of culture between those of the region and a dominant Western way of doing business. Another valuable feature of this book is the presentation of a continuing and improving database from which to assess destination performance and visitor characteristics--thus allowing researchers to further identify important marketing opportunities and issues.

Marketing Issues in Pacific Area Tourism exposes researchers, tourism professionals, and students to the complexities of marketing issues in the most dynamic region in world tourism today. Dispelling commonly held Western assumptions, inviting new research, and stressing the importance of tourism development in this area to the economics of world tourism, this book shows you how and why this region has experienced such tremendous growth. Some of the larger countries you learn about include China, Hong Kong, Japan, Korea, Malaysia, Singapore, Taiwan, and Thailand. Since many of these countries are becoming not only generators of tourist demand but also new tourist receiving areas, this book covers both inbound and outbound markets. By discussing the opportunities and challenges facing tourism marketing professionals and researchers in the Pacific area, Marketing Issues in Pacific Area Tourism helps improve your effectiveness and understanding of conducting business in the Pacific region. Some of the factors you read about include:the increasing wealth and consumerism of a rapidly growing middle class in the Pacific area the relaxation of international travel restrictions how formerly insular governments of the region are awakening to the possibility of tourism. the potential impediments to sustainable tourism development in the regionMarketing Issues in Pacific Area Tourism also helps you improve survey design and interpretation by stressing the importance of understanding the heterogenous nature of Asian culture when analyzing tourist behavior and motivation. It provides a different perspective of Pacific Region tourism, concentrating on the clash of culture between those of the region and a dominant Western way of doing business. Another valuable feature of this book is the presentation of a continuing and improving database from which to assess destination performance and visitor characteristics--thus allowing researchers to further identify important marketing opportunities and issues.