|10/7/2022 9:27:06 AM||
|Discipline and Nbr:
WINES GLBL MRKT/RTL SALE||
Wines in the Global Marketplace - Retail Sales
|Units||Course Hours per Week|| ||Nbr of Weeks||Course Hours Total
|Maximum||1.50||Lecture Scheduled||3.00||8 max.||Lecture Scheduled||24.00
|Minimum||1.50||Lab Scheduled||0||8 min.||Lab Scheduled||0
| ||Contact DHR||0|| ||Contact DHR||0
| ||Contact Total||3.00|| ||Contact Total||24.00
| ||Non-contact DHR||0|| ||Non-contact DHR Total||0
Title 5 Category:
AA Degree Applicable
Grade or P/NP
00 - Two Repeats if Grade was D, F, NC, or NP
Also Listed As:
| ||Total Out of Class Hours: 48.00||Total Student Learning Hours: 72.00||
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.
Minimum Age 21 or older
Limits on Enrollment:
Students may enroll only if they are 21 years or older.
Schedule of Classes Information
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
Limits on Enrollment:Students may enroll only if they are 21 years or older.
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP
ARTICULATION, MAJOR, and CERTIFICATION INFORMATION
Certificate Applicable Course
Outcomes and Objectives:
Upon completion of the course, students will be able to:
|CSU GE:||Transfer Area|| ||Effective:||Inactive:
|IGETC:||Transfer Area|| ||Effective:||Inactive:
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
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
Topics and Scope
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
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
9. Sales Techniques
a. Salesman/customer relationship
b. Closing the sale
10. Global marketplace of wine imports and exports.
1. Assigned readings from instructor handouts and written homework
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.
Representative Textbooks and Materials:
|Writing: Assessment tools that demonstrate writing skill and/or require students to select, organize and explain ideas in writing.||Writing
5 - 20%
|Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.||Problem Solving
10 - 15%
|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%
THE WINE BIBLE: by Karen MacNeil, Workman Publishers, 2000