Course: Understanding Professional Wine Sales and Service

Class 10: Wine at Work


review for class 10

...

 
SALES AND SERVICE

Successful Service
Using the five keys to successful service can help you make each customer interaction a positive one. The A G I O S keys are:

1. Assume the wine sale
2. Greet your customer
3. Speak to your customers' interests
4. Sell for the occasion
5. Sell the second bottle

 
A good retailer can offer helpful service, such as:

  • Recommendations
  • Wine tastings
  • Case discounts
  • Bottle returns

 
Customer Knowledge and Interest Level
Identify and sell to each type of customer:

  • Whatever / Complacent
  • Beginner
  • Involved
  • Die-Hard Cork-Dork

 

 
PURCHASE OCCASIONS

Sell wine for the occasion.

In a Restaurant
  • Celebration / Frequent Diners
  • Romantic
  • Business
  • Occasional Diners
  • Family
  • Regulars

 
In a Wine Store

  • Everyday Drinking
  • Entertaining (Business/Pleasure)
  • Celebration/Special Occasion
  • Collecting

 

 

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