SRJC Course Outlines

10/7/2022 9:27:06 AMWINE 102 Course Outline as of Fall 2004

Changed Course
CATALOG INFORMATION

Discipline and Nbr:  WINE 102Title:  WINES GLBL MRKT/RTL SALE  
Full Title:  Wines in the Global Marketplace - Retail Sales
Last Reviewed:9/11/2017

UnitsCourse Hours per Week Nbr of WeeksCourse Hours Total
Maximum1.50Lecture Scheduled3.008 max.Lecture Scheduled24.00
Minimum1.50Lab Scheduled08 min.Lab Scheduled0
 Contact DHR0 Contact DHR0
 Contact Total3.00 Contact Total24.00
 
 Non-contact DHR0 Non-contact DHR Total0

 Total Out of Class Hours:  48.00Total Student Learning Hours: 72.00 

Title 5 Category:  AA Degree Applicable
Grading:  Grade or P/NP
Repeatability:  00 - Two Repeats if Grade was D, F, NC, or NP
Also Listed As: 
Formerly:  AG 177

Catalog Description:
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Basic knowledge of global wine sales including product knowledge (tasting), consumer buying trends, and motivation of the consumer. Retailer/wholesaler relationships including what, how, and when to buy and pricing strategies in a global marketplace.

Prerequisites/Corequisites:
Minimum Age 21 or older


Recommended Preparation:

Limits on Enrollment:
Students may enroll only if they are 21 years or older.

Schedule of Classes Information
Description: Untitled document
Basic knowledge of global retail wine sales including product knowledge (tasting), consumer buying trends, and motivation of the consumer. Retailer/wholesaler relationships including what, how, and when to buy and pricing strategies in a global marketplace.
(Grade or P/NP)

Prerequisites:Minimum Age 21 or older
Recommended:
Limits on Enrollment:Students may enroll only if they are 21 years or older.
Transfer Credit:
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP

ARTICULATION, MAJOR, and CERTIFICATION INFORMATION

Associate Degree:Effective:Inactive:
 Area:
 
CSU GE:Transfer Area Effective:Inactive:
 
IGETC:Transfer Area Effective:Inactive:
 
CSU Transfer:Effective:Inactive:
 
UC Transfer:Effective:Inactive:
 
C-ID:

Certificate/Major Applicable: Certificate Applicable Course



COURSE CONTENT

Outcomes and Objectives:
Upon completion of the course, students will be able to:
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Upon completion of this course, students will be able to:
1.  Describe the nature of retailing in a global marketplace.
2.  Describe the responsibilities of a winery sales representative in
   marketing sales to a retailer.
3.  Develop an understanding of today's consumer.
4.  Explore the influence of the press and wine competitions on the
   consumer.
5.  Examine and critique major wine publications.
6.  Describe the use of point of sale material.
7.  Define the sources of the wholesale wine market (broker, wholesale
   distributor, and winery direct) and major imports.
8.  Describe effective buying techniques.
9.  Discuss pricing strategies.
10. Present effective sales techniques.
11. Discuss the global marketplace in relation to imports and exports of
   wine products.

Topics and Scope
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1.  Introduction
   a.  Types of Retailers:  Chain, independent, discounters, specialty
       stores, supermarkets, etc.
   b.  History of Wine Retailing
2.  Wine Evaluations
   a.  Understanding wines
   b.  Tasting and evaluating product
3.  Define and Describe the Customer
4.  Buying Habits of the Consumer
5.  Influences on Consumer Buying
   a.  Press
   b.  Wine competitions
   c.  Point of sale materials (shelf talkers, etc.)
6.  Wholesale/Retail Relationships
   a.  Define wholesale
   b.  Building relationships
7.  Buying Techniques
   a.  How to buy
   b.  When to buy
8.  Pricing Strategies
   a.  Mark-up
   b.  Discounting
9.  Sales Techniques
   a.  Salesman/customer relationship
   b.  Closing the sale
10. Global marketplace of wine imports and exports.

Assignments:
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1.  Assigned readings from instructor handouts and written homework
   assignments.
2.  Taste and evaluate flights of wine.
3.  Present an oral sales presentation to the class.
4.  Homework problems concerning mark-up and discounting strategies.
5.  Multiple choice, true/false, and completion exams.

Methods of Evaluation/Basis of Grade.
Writing: Assessment tools that demonstrate writing skill and/or require students to select, organize and explain ideas in writing.Writing
5 - 20%
Written homework
Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.Problem Solving
10 - 15%
Homework problems
Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.Skill Demonstrations
30 - 45%
Class performances, Sensory evaluation
Exams: All forms of formal testing, other than skill performance exams.Exams
35 - 45%
Multiple choice, True/false, Completion
Other: Includes any assessment tools that do not logically fit into the above categories.Other Category
0 - 0%
None


Representative Textbooks and Materials:
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THE WINE BIBLE: by Karen MacNeil, Workman Publishers, 2000

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