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.

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.

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.

Covering the applied managerial perspective of the travel industry, this book looks at the core disciplines and the application of theory to practice. Considering individual and corporate social responsibility, it teaches effective managerial skills by reviewing legal frameworks, quality management and marketing, financial management, and the management of shareholders and stakeholders. It discusses current trends such as sustainability and governmental emission targets against a background of the needs of a commercial business to innovate and increase profits. A valuable tool for both students and those working in the travel industry, this new edition includes new content, a revised structure and all-new international case studies.