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1、,www.asc-,ASC Wine Training Program Level 1 ASC 葡萄酒培训 - 1,ASC FINE WINES Chinas leading provider of quality imported wines 精心为您挑选优质进口葡萄酒,Who am I,ASC Fine Wines 北京圣皮尔金鹰葡萄酒销售有限公司 010-64181598 X 131 Michael Xu 许晓斌 13801000949 ,Training guidelines,Who can deliver? Target audience Time Material checklis
2、t:,All Sales staff All restaurant staff Lecture 60 minutes Role play 30minutes Exam 10minutes CD-Rom, Lap-top, Projector, Wine opener, 1 bottle of wine, printed materials, exam sheets,培训索引,所有销售人员 所有餐厅员工 讲座 60 分钟 葡萄酒侍酒实践 30 分钟 测试 10 分钟 CD-rom，笔记本电脑，投影仪，开酒器，一瓶酒，资料，试卷,演讲者： 听众： 时间: 演讲材料:,The World of Wi
3、ne in China 世界葡萄酒中国荟萃,The ASC Success Story,Chairman: Don St Pierre Sr. (Beijing) 主席：圣皮尔（北京） President: Don St. Pierre Jr. (Shanghai) 总裁：小圣皮尔（上海） Together more than 20 years experience and success in business in China,Started in 1995 Largest importer of quality wines in China Shareholder Mr. Gernot
4、Langes-Swarovski from the Austrian crystal company,Our Customers,High-End Hotels and Restaurants and Private Clubs 高级酒店餐厅及私人俱乐部 Retail Stores and Department Stores 零售店 Private Customer 私人客户,ASC Off-Trade Department,ASC Direct Sales Department,ASC On-Trade Department,Common element for all ASC custom
5、ers: reliable and on-time payment a strong interest in quality wines provided with a high level of service.,1. The Wine Portfolio,Exclusive Agency for 44 wine companies from 12 different countries More than 750 wines Best collection of world famous wine companies and brands in China, because of: mos
6、t important (for the chines market) wine producing countries are included wines within all quality and price levels usually the top 1 or 2 brands from each major wine region good alternatives to each important brand within the assortment of our competitors,ASC Wine Portfolio,The “New World” Argentin
7、a Australia Canada Chile New Zealand South Africa USA,The “Old World” France Italy Portugal Spain Austria,ASC Wine Portfolio - The Hit-List,Santa Rita Kendall Jackson Beringer Wolf Blass Petaluma Louis Jadot Bollinger Gaja CFGV Ruffino Brown Brothers Taylors,The ASC Core Competencies - Our Key Succe
8、ss Factors,Best quality portfolio Highest level of service Strong understanding of the “real” market Strong relationship to suppliers Consistency in service and communications with both customers and suppliers Our demands on customer quality,Table of Contents 目录,I Wine History II Alcoholic Beverages
9、 III Definition of Wine IV Components of wine V Types of wine,I 葡萄酒历史 II 含酒精饮料 III 什么是葡萄酒 IV 葡萄酒的组成 V 葡萄酒种类,Table of Contents 目录,VI 主要葡萄酒产国 VII 主要葡萄品种 VIII 酒标 IX 葡萄酒单 X 葡萄酒服务 XI 葡萄酒品尝,VI Main Wine Countries VII Main Grape Varieties VIII Wine Labels IX Wine list X Wine service XI Wine tasting,I Wine
10、History I 葡萄酒历史,Middle Asia Caspian Sea Mesopotamia,Wine History,5000 BC,Ancient Egypt,2500 BC,Ancient Greece,1600 BC,Roman Empire,1000 BC,Gaul (France) Spain Germany Austria,400 BC-100 AD,1400-1600,South Africa Mexico Argentina,1769,California (USA),Australia New Zealand,1788-1819,中东里海 美索布达米亚,葡萄酒历史
11、,公元5000前,古埃及,公元2500前,古希腊,公元1600年前,古罗马帝国,公元1000年前,法国高卢 西班牙 德国 奥地利,公元400年前至公元100年,公元1400-1600年,南非 墨西哥 阿根廷,1769,加利福尼亚（美国）,澳大利亚 新西兰,1788-1819,II Alcoholic Beverages II 含酒精饮料,Fruit-based alcoholic beverages Eg: Wine 水果酿制的含酒精饮料 例如: 葡萄酒 Grain or vegetable based alcoholic beverages Eg: Beer, Chinese rice wi
12、ne, Sake 谷类和蔬菜酿制的酒精性饮料 例如：啤酒，中国黄酒，日本清酒,Fermented Alcoholic Beverage 发酵型酒精饮料,During the fermentation process, yeast converts sugar into alcohol and Co2 在发酵期间，酵母把糖份转化为酒精和二氧化碳,Distilled Alcoholic Beverage 蒸馏型酒精饮料,History: Mesopotamia 3500BC - First Distillation used for perfume making 历史: 美索布达米亚，公元前 35
13、00年 第一次蒸馏用于香水的制造 Distillation: Separation of liquids by evaporation 蒸馏: 利用蒸发原理将液体分开 Spirits: Distilled drinks produced by concentrating the alcohol present in a fermented liquid. 烈酒: 利用蒸馏原理浓缩酒精度 Liquors: Sweetened or flavored spirits 利口酒: 加香和增甜的烈酒,A few distilled alcoholic beverages: Whisky Vodka Ru
14、m Tequila Brandy 一些经过蒸馏得到的酒精性饮料: 威士忌 伏特加 朗姆酒 龙舌兰酒 白兰地 Tips： Cognac is a brandy produced exclusively in the Cognac region in France 小知识： 干邑是法国干邑地区特产的白兰地,Distilled Alcoholic Beverage 蒸馏型酒精饮料,Summary摘要,Alcoholic Beverages 含酒精饮料 1) Fermented Alcoholic Beverages发酵型酒精饮料 2) Distilled Alcoholic Beverages 蒸馏
15、型酒精饮料 Wine belongs to fermented alcoholic beverages 葡萄酒属于发酵型酒精饮料,Ripe & Healthy Grapes 成熟健康的 葡萄 Crush the berries, release the juice and add yeast to the must. 压榨浆果, 使果汁流出并把酵母加入混合物 Fermentation converts sugar into alcohol 发酵把糖份转化为酒精 WINE IS FERMENTED GRAPE JUICE 葡萄酒是经过发酵的葡萄汁,III Definition of Wine I
16、II 葡萄酒的定义,IV Components of Wine,Flavor Compounds (0.1%) Color & Tannins (in red wines) (0.3%) Acids (1%) Sugar (0.1% dry - 8% sweet) Alcohol (10% table wines, 20% fortified wines) Water (80%-90%),Notes: Approximate percentages by weight,IV 葡萄酒成分,含香物质 (0.1%) 色素和丹宁 (红葡萄酒) (0.3%) 酸 (1%) 糖份 (0.1% 干 - 8%
17、 sweet甜) 酒精 (餐酒10%, 加强葡萄酒20%) 水份 (80%-90%),注: 以上为重量的大约百分比,V Types of wine V 葡萄酒种类,Types of Wine （By wine making process）,Champagne,Cava,Port, Sherry,Red,White,Rose,SPARKLING WINE,STILL WINE,FORTIFIED WINE,Other Sparkling wines,葡萄酒种类 （按生产工艺分）,香槟酒,加瓦,钵酒,雪利酒,红葡萄酒,白葡萄酒,玫瑰酒,汽泡酒,普通葡萄酒,加强葡萄酒,其他汽泡酒,Types of
18、 Wine （By service sequence during a meal）,Aperitif （Dry sherry， Champagne, Dry white） Table Wine ( Red, White, Rose ) Dessert Wine ( Botrytis, Ice wine, Port， Late Harvest) Digestive ( Liquors, Grappa ),Sugar,alcohol,low,high,low,high,Beginning of the meal,End of the meal,葡萄酒种类 （按用餐时上酒顺序 分）,餐前酒 (干雪利
19、酒,香槟酒, 干白葡萄酒) 餐酒 ( 红, 白, 玫瑰葡萄酒 ) 甜酒 ( 贵腐酒, 冰酒, 钵酒 , 晚丰收葡萄酒) 餐后消化酒 ( 利口酒, 果渣酒 ),糖份,酒精,低,高,低,高,用餐开始,用餐结束,Old World旧世界 France法国 2* Italy意大利 1* Spain西班牙3*,New World新世界 USA美国 4* Australia澳大利亚6* Chile智利 Argentina 阿根廷5* New Zealand新西兰 South Africa南非,*Top six producers in volume 产量前六名国家,VI Main Wine Countri
20、es 主要葡萄酒产酒国,(Southern hemisphere + USA) 南半球美国,(European Countries) 欧洲国家,Old World VS New World 旧世界VS新世界,Integrate more the soil and climate factors. “Terroir” 更能在酒中结合土壤气候特征 Long tradition and history 悠久历史和传统,Good visibility to the consumers 客人容易理解 Main factor is the grape variety 主要根据葡萄品种 Consistent
21、 weather 相应气候,Difficult visibility to the consumers 客人不易理解 Lots of regulations 很多规则,Too much standardization 标准太多 Not been produced for long ageing 储存时间较短,Old world 旧世界,New world 新世界,Pros,cons,( European Countries欧洲国家 ),( Southern hemisphere + USA 南半球美国 ),VII Grape Varieties 葡萄品种,Summary 摘要,8,000 gr
22、ape varieties known in the world 世界上目前已知的葡萄品种有8000种 1,000 grape varieties used for wine around the world 世界上大约有1000种葡萄被制成葡萄酒 200 traditionally used in Italy 意大利大约使用200种葡萄 100 traditionally used in France 法国大约使用100种葡萄 50 traditionally used in Spain 西班牙大约使用50种葡萄 Grape variety, a major factor in the ta
23、ste of a wine 不同的葡萄品种，是影响葡萄酒品尝的主要因素,VII Main Grape Varieties VII 主要葡萄品种,Red varieties 红葡萄品种 Cabernet Sauvignon / 加本力苏维翁 Merlot / 梅洛 Shiraz (Syrah) / 设拉子 Pinot Noir / 黑皮诺 Sangiovese / 杉济奥维瑟 Nebbiolo / 内比奥 Zinfandel / 仙芬黛 Tempranillo / 泰普妮洛 Gamay /甘美,Red Grape Varieties 红葡萄品种,A classic Bordeaux grape
24、传统波尔多葡萄品种 Full-bodied, tannic 酒体饱满，丹宁较丰富 Very complex, long evolution 口味丰富， 陈年长 Blackcurrant, violet 黑加仑，紫罗兰,Cabernet Sauvignon 加本力苏维翁,Red Grape Varieties 红葡萄品种,A traditional Bordeaux grape 传统波尔多葡萄品种 Supple and round 口感柔顺，饱满 Black and red cherry 黑色及红色樱桃 Chocolate 巧克力,Merlot梅洛,Red Grapes Varieties 红葡
25、萄品种,King of Burgundy 勃根蒂之王 Cherry, raspberry 樱桃、覆盆子 Spice notes 稍带辛辣 Earthy complexities 泥土气息 A silky texture, little tannins 丝般柔滑，丹宁较淡,Pinot Noir黑皮诺,Red Grapes Varieties 红葡萄品种,Mostly grown in Rhne Region, France, Australia 主要种植于法国罗纳谷地区, 澳大利亚 Rich black and red berry fruit, plum 丰富的黑色、红色浆果及李子味 Game
26、and spice complexity 丰富的野味及辛辣味 Rich and full-bodied 口感丰富，酒体饱满,Shiraz 设拉子,Red Grape Varieties 红葡萄品种,Italys most common grape 意大利种植最广泛的红葡萄品种 Chianti 基昂蒂用此葡萄酿制 Brunello di Montalcino 蒙塔尔奇诺布鲁诺 Lightly fragrant wines 酒香清淡 A distinct bitter cherry taste 独特的苦莓味 Tight tannins 强烈的丹宁味,Sangiovese杉济奥维瑟,Red Grap
27、e Varieties 红葡萄品种,Mostly grown in California 主要种植于美国加州地区 Deeply concentrated berry fruit 浓缩的浆果味 Jammy 果酱味 Intriguing spice notes 独特香辣 A big finish 回味极佳,Zinfandel仙芬黛,Red Grape Varieties 红葡萄品种,Piemontese grape (Italy) 意大利皮特蒙地区的著名葡萄品种 Grape for Barolo & Barbaresco 酿制巴罗洛和芭芭罗斯克葡萄酒 Tannic, acidic and aust
28、ere. 丹宁丰富、酸度适中、深沉 Complex, full-bodied 酒体饱满，口味丰富 Better after more than 4 years aging 最好陈年4年以上,Nebbiolo内毕罗,Red Grape Varieties 红葡萄品种,The fine Spanish variety 很好的西班牙葡萄品种 Rioja, Valdepenas 里奥哈、瓦蒂盆娜地区， Elegant and aromatic 优雅，芬芳,Tempranillo/泰普妮洛,Red Grape Varieties 红葡萄品种,Grape used to make Beaujolais 用
29、来做宝祖利酒的葡萄 Light purple in color 酒体呈浅紫色 Fruity and light in tannin 果香浓郁, 口感柔和 To be drunk young 趁年轻时喝,Gamay,Main White Grape Varieties 主要白葡萄品种,White Grapes白葡萄品种 Chardonnay/莎当妮 Sauvignon Blanc/白苏维翁 Riesling/薏丝琳 Gewuztraminer /格乌兹莱妮 Pinot Grigio/灰皮诺 Viognier/威格尼,White Grape Varieties 白葡萄品种,Native to Bu
30、rgundy 源于法国的勃根第地区 Versatile and complex 复杂多变 Good ageing potential 很好的储藏潜力 White fruits and nutty flavor 白色水果及干果味,Chardonnay莎当妮,White Grape Varieties 白葡萄品种,Bordeaux, central Loire 波尔多，卢瓦尔河中部 Crisp acidity 易碎，偏酸 Dry and aromatic 干性，芬芳 Citrus and Grassy 柑桔及青草味,Sauvignon Blanc白苏维翁,White Grape Varieties
31、 白葡萄品种,Grown in Alsace, Germany, South Australia, Washington State, etc 种植于阿尔萨斯，德国，罗纳谷地区, 南澳大利亚, 华盛顿 Versatile (dry, tart wine to Sweet late-harvest wine) 变化多样（可在口感较干到晚收型甜酒间变化） Floral and mineral flavor 花香及矿物味 Naturally high acidity 天然酸度高 A tremendous capacity to age 可陈年,Riesling 薏丝琳,White Grape Var
32、ieties 白葡萄品种,Alsace, Germany, Austria 阿尔萨斯，德国，奥地利 Structured, generous 层次分明，特征丰富鲜明 Lychee, rose, spices, clove notes 荔枝，玫瑰、丁香的辛辣味 Tropical Fruit & Cinnamon 热带水果味 & 肉桂味,Gewurztraminer 格乌兹莱妮,White Grape Varieties 白葡萄品种,Popular in Northern Italy 盛产于意大利北部 Fruili and Veneto 福茹利,威尔尼托 Fresh and Aromatic 新鲜
33、，芬芳 Light color 颜色偏淡,Pinot Grigio 灰皮诺,White Grape Varieties 白葡萄品种,Northern Rhne, Australia, California 北罗纳谷, 奥大利亚, 美国加州 Condrieu, Chateau Grillet 孔德里欧、歌瑞莱特古堡 Peach flavor 桃子香 Very low acidity 酸度极低,Viognier威格尼,VIII Wine Labels 酒标,How to Read Wine Label 怎样解读酒标?,Winery 酒庄名 Vintage年份 Alcohol Level酒精含量 N
34、et Volume 净含量 (Name of Wine)酒名,New World 新世界 Grape Variety 葡萄品种 Old World 旧世界 Appellation产地 Classification等级,Usual contents of a label 酒标里包含的内容,Sample from the New World 来自新世界的样标,S,Sample from the Old World 来自旧世界的样标,What is the grape variety?葡萄品种是什么？,IX Wine Lists 酒单,IX Types of Wine list 酒单种类,Wine
35、list by region 根据产区的分类 Wine list by alphabetic order 根据字母顺序分类 Wine list by varieties 根据葡萄品种分类 Wine list by intensity of wine 根据葡萄的强度分类 Others 其他,X Wine Service 葡萄酒服务,X Wine Service 葡萄酒服务,Presentation of the wine list 介绍酒单 Take the order without hesitation 确认订单 The client asks for recommendations客户要求
36、推荐 Recommendations offered 建议 The client may doubt reinforce 客户也许置疑加强你的推荐 Presentation of the wine 展示葡萄酒 Open the wine bottle 葡萄酒开瓶 Client tastes the wine 客人品尝葡萄酒 Wine rejections 拒绝葡萄酒 Pouring sequence 斟酒顺序 Glass refill and reorder 葡萄酒续杯和加酒,Simply ask who is going to order the wine 简单询问哪位客人会点酒 The w
37、ine order is taken right after the order of the dishes 点餐完毕后点酒 The client can : -either make his wine order without hesitation 客人会：毫不犹豫的点自己喜欢的葡萄酒 -or the client may ask for a recommendation 或者会要求服务员给与一定推荐,Presentation of the Wine List 介绍酒单,Take the Order Without Hesitations 客人自主点酒,Listen to the clie
38、nt carefully 仔细聆听客人的需求 Reformulate clearly his choice 再清楚无误的重复他的选择 You may congratulate him/her on the choice, especially in front of their guests 你可以赞赏他/她的选择，特别是在他们的客人面前 Never contradict him, respect his tastes 不要试图更改他的选择，尊重他的口味 Never criticize a wine 绝对不要质疑他点的葡萄酒,Recommendations 客人要求被推荐葡萄酒,Listen
39、pro-actively and gather information 仔细聆听客人的需要，收集信息 Then give him a recommendation according to the dish and his budget. 根据他的菜肴和预算，推荐相应的葡萄酒 Pay attention to the circumstances & season 注意环境和季节的变化 Offer one or two recommendations, no more. Do not read the wine list！ 只提供一、两个建议，绝对不要照读酒单 Justify your choi
40、ce briefly with a few words 简短的介绍一下你的推荐,Recommendation tips 推荐小贴示,Traditional drinkers 经常饮用葡萄酒的客人 Promote the characteristics of the region 强调葡萄酒的产地,Promote the grape variety 强调葡萄品种的不同,Region and appellation 产地 Vintage 年份,Grape variety 葡萄品种 Origin 产地,( European clients 欧洲客人 ),( Southern hemisphere U
41、SA clients 南半球 美国客人 ),New drinkers 刚开始接触葡萄酒的客人,What if the Client is in Doubt? 当客户犹豫不决时该如何做,Show him that you fully understood his request 说明你完全理解他的需要 Perhaps recommend him another wine 或许可以向他推荐其他的葡萄酒 Most of the time, the client needs to be reassured 大多数时候，客人需要你进一步肯定他的选择 “To do so, tell him a few w
42、ords about the vineyards, winemaker, recent wine tasting” 接下来，向他介绍葡萄酒的酒园，酿造商，品酒辞.,Presentation of the Wine 出示葡萄酒,Show the bottle and label standing on the right hand side of the person who ordered 站在点酒客人的右面，向他展示葡萄酒的瓶身和酒标 Never hold the bottle by the neck 绝对不要握酒瓶的瓶颈 Do not shake the bottle. Be gentle
43、. 不要摇晃酒瓶，拿放轻柔。 Red wine should be served at room temperature 红葡萄酒可以在室温品尝 White, rose and sparkling wines should be served chilled and put in an ice bucket between pouring 白葡萄酒、玫瑰葡萄酒、汽泡酒饮用前都必须冷藏，余下的葡萄酒要连瓶放入冰桶保温,Open the Wine Bottle 葡萄酒开瓶,Always open in the presence of the guest and never hide the lab
44、el 当着客人的面开启葡萄酒，不要隐藏葡萄酒标 Do not turn your back to your customer 不要背对你的客人 Cut the foil below the neck with opener. Do not pierce the cork 用酒刀割开瓶封，不要刺穿软木塞 Bend the cork a little bit at the end to avoid making a noise 拔出瓶塞底部时稍微弯曲一点，避免弄出噪音 Present the cork upon successful removal from the bottle. Do not
45、leave the Capsule on the table 顺利开启葡萄酒后，不要把铝膜遗留在桌上,Give the Client a Taste of the Wine 客人品酒,Ask the guest who made the order to taste the wine 请点酒的那位客人先试酒 Pour approximately one soup spoon worth of wine into the glass of the designated guest 倒大约一汤匙的葡萄酒给指定的客人 Ensure approval is given before you go on
46、 pouring 点酒客人首肯后才为其他客人们侍酒,Wine Rejections 拒绝,Corkiness: If you smell mustiness or damp cardboard, then the wine is corked 被橡木塞污染：如果有霉味或潮板纸的气味， 说明酒已被污染 Oxidation: Sometimes the wine can be oxidized, meaning it has been exposed to air 过分氧化：葡萄酒和空气过分接触会被氧化,Wine Pouring Sequence 侍酒顺序,From the right hand
47、side, pour the wine for ladies first, clockwise from the host, then for gentlemen in the same clockwise manner 站在客人右边，女士优先，由主人开始顺时针方向，接下来再是男士，同样顺时针方向 The person who tastes the wine should be the last person to be poured a glass 最后才将主人的酒杯加满 Twist the neck a little bit at the end of the pour 侍酒完毕后稍微扭转一下酒瓶,Glass Refill and Reorder 续杯和加酒,Glass refill 续杯 Make sure you refill the glass as often as possible and respond to any request to stop the refill 你必须每次都尽可能的为客人续杯，除非得到停止续杯