1、ASC Wine Training Program Level 1ASC 葡萄酒培訓 - 1 ASC FINE WINESChinas leading provider of quality imported wines 精心為您挑選優質進口葡萄酒Who am IASC Fine Wines北京圣皮爾金鷹葡萄酒銷售有限公X 131Michael Xu 許曉斌 Training guidelinesWho can deliver?Target audienceTime Material checklist:All Sales staff All restaurant

2、staffLecture 60 minutes Role play 30minutes Exam 10minutes CD-Rom, Lap-top, Projector, Wine opener, 1 bottle of wine, printed materials, exam sheets 培訓索引所有銷售人員所有餐廳員工講座 60 分鐘 葡萄酒侍酒實踐 30 分鐘 測試 10 分鐘CD-rom，筆記本電腦，投影儀，開酒器，一瓶酒，資料，試卷演講者：聽眾：時間:演講材料:The ASC Success StoryChairman: Don St Pierre Sr. (Beijing)主

3、席：圣皮爾（北京）President: Don St. Pierre Jr. (Shanghai)總裁：小圣皮爾（上海）Together more than 20 years experience and success in business in ChinaStarted in 1995Largest importer of quality wines in ChinaShareholder Mr. Gernot Langes-Swarovski from the Austrian crystal companyOur CustomersHigh-End Hotels and Restau

4、rants and Private Clubs高級酒店餐廳及私人俱樂部Retail Stores and Department Stores零售店Private Customer私人客戶ASC Off-TradeDepartmentASC Direct SalesDepartmentASC On-TradeDepartmentCommon element for all ASC customers:reliable and on-time payment a strong interest in quality wines provided with a high level of servi

5、ce.ASC Wine PortfolioThe “New World”ArgentinaAustraliaCanadaChileNew ZealandSouth AfricaUSAThe “Old World”FranceItalyPortugalSpainAustriaASC Wine Portfolio - The Hit-ListSanta RitaKendall JacksonBeringerWolf BlassPetalumaLouis JadotBollingerGajaCFGVRuffinoBrown BrothersTaylorsThe ASC Core Competenci

6、es -Our Key Success FactorsBest quality portfolioHighest level of serviceStrong understanding of the “real” marketStrong relationship to suppliersConsistency in service and communications with both customers and suppliersOur demands on customer quality Table of Contents目錄I Wine HistoryII Alcoholic B

7、everagesIII Definition of WineIV Components of wineV Types of wine I 葡萄酒歷史II 含酒精飲料III 什么是葡萄酒IV 葡萄酒的組成 V 葡萄酒種類Table of Contents目錄 VI 主要葡萄酒產國 VII 主要葡萄品種 VIII 酒標 IX 葡萄酒單 X 葡萄酒服務 XI 葡萄酒品嘗VI Main Wine CountriesVII Main Grape VarietiesVIII Wine Labels IX Wine list X Wine serviceXI Wine tasting I Wine Hist

8、oryI 葡萄酒歷史中東里海美索布達米亞葡萄酒歷史公元5000前古埃及公元2500前古希臘公元1600年前古羅馬帝國公元1000年前法國高盧西班牙德國奧地利公元400年前至公元100年公元1400-1600年南非墨西哥阿根廷1769加利福尼亞（美國）澳大利亞新西蘭1788-1819II Alcoholic BeveragesII 含酒精飲料Distilled Alcoholic Beverage蒸餾型酒精飲料History: Mesopotamia 3500BC - First Distillation used for perfume making 歷史: 美索布達米亞，公元前 3500年

9、第一次蒸餾用于香水的制造Distillation: Separation of liquids by evaporation 蒸餾: 利用蒸發原理將液體分開Spirits: Distilled drinks produced by concentrating the alcohol present in a fermented liquid. 烈酒: 利用蒸餾原理濃縮酒精度Liquors: Sweetened or flavored spirits 利口酒: 加香和增甜的烈酒A few distilled alcoholic beverages: Whisky Vodka Rum Tequil

10、a Brandy一些經過蒸餾得到的酒精性飲料: 威士忌 伏特加 朗姆酒 龍舌蘭酒 白蘭地Tips：Cognac is a brandy produced exclusively in the Cognac region in France小知識：干邑是法國干邑地區特產的白蘭地Distilled Alcoholic Beverage蒸餾型酒精飲料 Summary摘要Alcoholic Beverages含酒精飲料 1) Fermented Alcoholic Beverages發酵型酒精飲料 2) Distilled Alcoholic Beverages 蒸餾型酒精飲料 Wine belong

11、s to fermented alcoholic beverages葡萄酒屬于發酵型酒精飲料Ripe & Healthy Grapes 成熟健康的 葡萄Crush the berries, release the juice and add yeast to the must.壓榨漿果, 使果汁流出并把酵母加入混合物Fermentation converts sugar into alcohol發酵把糖份轉化為酒精WINE IS FERMENTED GRAPE JUICE 葡萄酒是經過發酵的葡萄汁III Definition of WineIII 葡萄酒的定義IV Components of

12、WineFlavor 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 weightIV 葡萄酒成分含香物質 (0.1%) 色素和丹寧 (紅葡萄酒) (0.3%) 酸 (1%)糖份 (0.1% 干 - 8% sweet甜)酒精 (餐酒10%, 加強葡萄酒20%) 水份 (

13、80%-90%) 注: 以上為重量的大約百分比Types of Wine （By wine making process） ChampagneCava Port, SherryRed WhiteRoseSPARKLING WINE STILL WINEFORTIFIED WINE Other Sparkling wines 葡萄酒種類 （按生產工藝分） 香檳酒 加瓦 缽酒,雪利酒紅葡萄酒 白葡萄酒玫瑰酒 汽泡酒普通葡萄酒加強葡萄酒其他汽泡酒 葡萄酒種類 （按用餐時上酒順序 分）餐前酒 (干雪利酒,香檳酒, 干白葡萄酒) 餐酒 ( 紅, 白, 玫瑰葡萄酒 ) 甜酒 ( 貴腐酒, 冰酒, 缽酒 ,

14、 晚豐收葡萄酒) 餐后消化酒 ( 利口酒, 果渣酒 ) 糖份酒精低高低高用餐開始用餐結束 Old World舊世界France法國 2*Italy意大利 1*Spain西班牙3*New World新世界USA美國 4*Australia澳大利亞6*Chile智利Argentina 阿根廷5*New Zealand新西蘭South Africa南非*Top six producers in volume產量前六名國家VI Main Wine Countries 主要葡萄酒產酒國 (Southern hemisphere + USA)南半球美國 (European Countries)歐洲國家Ol

15、d World VS New World舊世界VS新世界Integrate more the soil and climate factors. “Terroir”更能在酒中結合土壤氣候特征Long tradition and history悠久歷史和傳統 Good visibility to the consumers客人容易理解Main factor is the grape variety 主要根據葡萄品種Consistent weather 相應氣候Difficult visibility to the consumers客人不易理解 Lots of regulations很多規則To

16、o much standardization標準太多Not been produced for long ageing 儲存時間較短Old world 舊世界 New world 新世界Proscons( European Countries歐洲國家 ) ( Southern hemisphere + USA南半球美國 ) VII Grape Varieties葡萄品種Summary摘要8,000 grape varieties known in the world世界上目前已知的葡萄品種有8000種1,000 grape varieties used for wine around the

17、world世界上大約有1000種葡萄被制成葡萄酒200 traditionally used in Italy 意大利大約使用200種葡萄100 traditionally used in France 法國大約使用100種葡萄50 traditionally used in Spain 西班牙大約使用50種葡萄Grape variety, a major factor in the taste of a wine不同的葡萄品種，是影響葡萄酒品嘗的主要因素VII Main Grape Varieties VII 主要葡萄品種 Red varieties 紅葡萄品種Cabernet Sauvig

18、non / 加本力蘇維翁 Merlot / 梅洛 Shiraz (Syrah) / 設拉子 Pinot Noir / 黑皮諾 Sangiovese / 杉濟奧維瑟Nebbiolo / 內比奧Zinfandel / 仙芬黛 Tempranillo / 泰普妮洛Gamay /甘美Red Grape Varieties 紅葡萄品種 A classic Bordeaux grape 傳統波爾多葡萄品種 Full-bodied, tannic 酒體飽滿，丹寧較豐富 Very complex, long evolution 口味豐富， 陳年長 Blackcurrant, violet 黑加侖，紫羅蘭 Ca

19、bernet Sauvignon加本力蘇維翁 Red Grape Varieties 紅葡萄品種 A traditional Bordeaux grape 傳統波爾多葡萄品種 Supple and round 口感柔順，飽滿 Black and red cherry 黑色及紅色櫻桃 Chocolate 巧克力Merlot梅洛Red Grapes Varieties紅葡萄品種 King of Burgundy 勃根蒂之王 Cherry, raspberry 櫻桃、覆盆子 Spice notes 稍帶辛辣 Earthy complexities 泥土氣息 A silky texture, litt

20、le tannins 絲般柔滑，丹寧較淡Pinot Noir黑皮諾Red Grapes Varieties紅葡萄品種 Mostly grown in Rhne Region, France, Australia 主要種植于法國羅納谷地區, 澳大利亞 Rich black and red berry fruit, plum 豐富的黑色、紅色漿果及李子味 Game and spice complexity 豐富的野味及辛辣味 Rich and full-bodied 口感豐富，酒體飽滿 Shiraz 設拉子Red Grape Varieties紅葡萄品種 Italys most common gr

21、ape 意大利種植最廣泛的紅葡萄品種 Chianti 基昂蒂用此葡萄釀制 Brunello di Montalcino 蒙塔爾奇諾布魯諾 Lightly fragrant wines 酒香清淡 A distinct bitter cherry taste 獨特的苦莓味 Tight tannins 強烈的丹寧味Sangiovese杉濟奧維瑟Red Grape Varieties紅葡萄品種 Mostly grown in California 主要種植于美國加州地區 Deeply concentrated berry fruit 濃縮的漿果味 Jammy 果醬味 Intriguing spice

22、notes 獨特香辣 A big finish 回味極佳 Zinfandel仙芬黛Red Grape Varieties紅葡萄品種 Piemontese grape (Italy) 意大利皮特蒙地區的著名葡萄品種 Grape for Barolo & Barbaresco 釀制巴羅洛和芭芭羅斯克葡萄酒 Tannic, acidic and austere. 丹寧豐富、酸度適中、深沉Complex, full-bodied 酒體飽滿，口味豐富Better after more than 4 years aging 最好陳年4年以上Nebbiolo內畢羅Red Grape Varieties紅葡萄

23、品種 The fine Spanish variety 很好的西班牙葡萄品種Rioja, Valdepenas 里奧哈、瓦蒂盆娜地區，Elegant and aromatic 優雅，芬芳Tempranillo/泰普妮洛Red Grape Varieties紅葡萄品種 Grape used to make Beaujolais用來做寶祖利酒的葡萄Light purple in color酒體呈淺紫色Fruity and light in tannin果香濃郁, 口感柔和To be drunk young趁年輕時喝 GamayMain White Grape Varieties主要白葡萄品種Whi

24、te Grapes白葡萄品種Chardonnay/莎當妮 Sauvignon Blanc/白蘇維翁 Riesling/薏絲琳 Gewuztraminer /格烏茲萊妮 Pinot Grigio/灰皮諾Viognier/威格尼White Grape Varieties 白葡萄品種Native to Burgundy 源于法國的勃根第地區 Versatile and complex 復雜多變Good ageing potential 很好的儲藏潛力White fruits and nutty flavor白色水果及干果味Chardonnay莎當妮White Grape Varieties 白葡萄品

25、種Bordeaux, central Loire 波爾多，盧瓦爾河中部Crisp acidity 易碎，偏酸Dry and aromatic 干性，芬芳Citrus and Grassy 柑桔及青草味Sauvignon Blanc白蘇維翁White Grape Varieties 白葡萄品種Grown in Alsace, Germany, South Australia, Washington State, etc 種植于阿爾薩斯，德國，羅納谷地區, 南澳大利亞, 華盛頓Versatile (dry, tart wine to Sweet late-harvest wine) 變化多樣（可在

26、口感較干到晚收型甜酒間變化）Floral and mineral flavor花香及礦物味Naturally high acidity天然酸度高A tremendous capacity to age可陳年Riesling 薏絲琳White Grape Varieties 白葡萄品種Alsace, Germany, Austria 阿爾薩斯，德國，奧地利Structured, generous 層次分明，特征豐富鮮明Lychee, rose, spices, clove notes 荔枝，玫瑰、丁香的辛辣味Tropical Fruit & Cinnamon 熱帶水果味 & 肉桂味Gewurzt

27、raminer 格烏茲萊妮White Grape Varieties白葡萄品種 Popular in Northern Italy 盛產于意大利北部Fruili and Veneto 福茹利,威爾尼托Fresh and Aromatic 新鮮，芬芳Light color 顏色偏淡Pinot Grigio 灰皮諾White Grape Varieties白葡萄品種 Northern Rhne, Australia, California 北羅納谷, 奧大利亞, 美國加州Condrieu, Chateau Grillet 孔德里歐、歌瑞萊特古堡Peach flavor 桃子香Very low ac

28、idity 酸度極低Viognier威格尼VIII Wine Labels酒標 How to Read Wine Label怎樣解讀酒標? Winery 酒莊名Vintage年份Alcohol Level酒精含量Net Volume 凈含量(Name of Wine)酒名New World 新世界Grape Variety葡萄品種Old World 舊世界Appellation產地Classification等級Usual contents of a label 酒標里包含的內容 Sample from the New World來自新世界的樣標 S Sample from the Old W

29、orld 來自舊世界的樣標What is the grape variety?葡萄品種是什么？ IX Wine Lists酒單 IX Types of Wine list 酒單種類Wine list by region根據產區的分類Wine list by alphabetic order根據字母順序分類Wine list by varieties根據葡萄品種分類Wine list by intensity of wine根據葡萄的強度分類Others其他 X Wine Service葡萄酒服務 X Wine Service 葡萄酒服務 Presentation of the wine lis

30、t 介紹酒單 Take the order without hesitation 確認訂單 The client asks for recommendations客戶要求推薦 Recommendations offered 建議 The client may doubt reinforce 客戶也許置疑加強你的推薦 Presentation of the wine 展示葡萄酒 Open the wine bottle 葡萄酒開瓶 Client tastes the wine 客人品嘗葡萄酒 Wine rejections 拒絕葡萄酒 Pouring sequence 斟酒順序 Glass re

31、fill and reorder 葡萄酒續杯和加酒Simply ask who is going to order the wine 簡單詢問哪位客人會點酒The wine order is taken right after the order of the dishes 點餐完畢后點酒The client can : -either make his wine order without hesitation客人會：毫不猶豫的點自己喜歡的葡萄酒-or the client may ask for a recommendation或者會要求服務員給與一定推薦 Presentation of

32、the Wine List 介紹酒單 Take the Order Without Hesitations客人自主點酒 Listen to the client carefully 仔細聆聽客人的需求 Reformulate clearly his choice 再清楚無誤的重復他的選擇 You may congratulate him/her on the choice, especially in front of their guests 你可以贊賞他/她的選擇，特別是在他們的客人面前 Never contradict him, respect his tastes 不要試圖更改他的選擇

33、，尊重他的口味 Never criticize a wine 絕對不要質疑他點的葡萄酒Recommendations 客人要求被推薦葡萄酒Listen pro-actively and gather information 仔細聆聽客人的需要，收集信息Then give him a recommendation according to the dish and his budget. 根據他的菜肴和預算，推薦相應的葡萄酒 Pay attention to the circumstances & season 注意環境和季節的變化Offer one or two recommendations

34、, no more. Do not read the wine list！ 只提供一、兩個建議，絕對不要照讀酒單Justify your choice briefly with a few words 簡短的介紹一下你的推薦Recommendation tips 推薦小貼示 Traditional drinkers 經常飲用葡萄酒的客人Promote the characteristics of the region 強調葡萄酒的產地Promote the grape variety 強調葡萄品種的不同Region and appellation 產地 Vintage 年份Grape vari

35、ety 葡萄品種Origin 產地( European clients 歐洲客人 ) ( Southern hemisphere USA clients 南半球 美國客人 ) New drinkers 剛開始接觸葡萄酒的客人What if the Client is in Doubt?當客戶猶豫不決時該如何做Show him that you fully understood his request 說明你完全理解他的需要Perhaps recommend him another wine 或許可以向他推薦其他的葡萄酒 Most of the time, the client needs to

36、 be reassured 大多數時候，客人需要你進一步肯定他的選擇“To do so, tell him a few words about the vineyards, winemaker, recent wine tasting” 接下來，向他介紹葡萄酒的酒園，釀造商，品酒辭.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 站在點酒客人的右面，向他展示葡萄酒的瓶身和酒標Never hold the bottle

37、 by the neck 絕對不要握酒瓶的瓶頸Do not shake the bottle. Be gentle. 不要搖晃酒瓶，拿放輕柔。Red wine should be served at room temperature 紅葡萄酒可以在室溫品嘗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、汽泡酒飲用前都必須冷藏，余下的葡萄酒要連瓶放入冰桶保溫Open the Wine Bottle葡萄酒開瓶Always open

38、 in the presence of the guest and never hide the label 當著客人的面開啟葡萄酒，不要隱藏葡萄酒標Do not turn your back to your customer 不要背對你的客人Cut the foil below the neck with opener. Do not pierce the cork 用酒刀割開瓶封，不要刺穿軟木塞Bend the cork a little bit at the end to avoid making a noise拔出瓶塞底部時稍微彎曲一點，避免弄出噪音Present the cork u

39、pon successful removal from the bottle. Do not leave the Capsule on the table 順利開啟葡萄酒后，不要把鋁膜遺留在桌上 Give the Client a Taste of the Wine客人品酒Ask the guest who made the order to taste the wine 請點酒的那位客人先試酒Pour approximately one soup spoon worth of wine into the glass of the designated guest 倒大約一湯匙的葡萄酒給指定的

40、客人Ensure approval is given before you go on pouring 點酒客人首肯后才為其他客人們侍酒Wine Rejections拒絕Corkiness: If you smell mustiness or damp cardboard, then the wine is corked被橡木塞污染：如果有霉味或潮板紙的氣味， 說明酒已被污染Oxidation: Sometimes the wine can be oxidized, meaning it has been exposed to air過分氧化：葡萄酒和空氣過分接觸會被氧化 Wine Pouri

41、ng Sequence侍酒順序From the right hand side, pour the wine for ladies first, clockwise from the host, then for gentlemen in the same clockwise manner站在客人右邊，女士優先，由主人開始順時針方向，接下來再是男士，同樣順時針方向The person who tastes the wine should be the last person to be poured a glass最后才將主人的酒杯加滿Twist the neck a little bit a

42、t the end of the pour侍酒完畢后稍微扭轉一下酒瓶 Glass Refill and Reorder續杯和加酒 Glass refill 續杯 Make sure you refill the glass as often as possible and respond to any request to stop the refill你必須每次都盡可能的為客人續杯，除非得到停止續杯的指令Recommend 2nd bottle or a new wine 加點第二瓶酒或再訂其他新酒 Always ask the host whether a 2nd bottle of th

43、e same wine is required or different type of wine is preferred when there is less than 1/4 bottle of wine left當少于1/4瓶酒時，應該詢問主人是否還需要第二瓶或其他不同款的新酒At least two persons至少兩個人: - The trainer acts as a client 培訓師扮演客人 - The volunteer acts as the waiter 志愿者扮演侍者Follow the sequence of the wine service including

44、 bottle opening and wine pouring 演示侍酒服務的順序包括開瓶和侍酒Role Play 角色扮演XI Wine Tasting Techniques 品酒技巧1) Appearance: Clarity, Brightness, Color and intensity視覺：澄清度，亮度，顏色及深淺2) Nose: Intensity and Aromas嗅覺：香氣及濃郁程度3) Taste: Balance, flavors and length味覺：平衡口味及留香 BollingerSpecial Cuve Champagne(Champagne, France

45、)60% Pinot Noir25% Chardonnay15% Pinot Meunier 首席法蘭西香檳特釀NV（法國，香檳區）60%黑皮諾，25%莎當妮及15%莫尼野皮諾 首席法蘭西家族始終如一地維護著香檳酒的風格。此特釀呈柔和的金琥珀色澤。馥郁的桃子，蜂蜜及無花果的口味盡顯其成熟特質。酒質豐饒怡人，酒體平衡，回味持久綿長。葡萄酒鑒賞家95分 FreixenetCarta NevadaNV(Cataluna, Spain)Parellada 33%, Macabeo 33%, Xarello 33%菲斯奈特金牌起泡葡萄酒（西班牙，卡特盧那）清雅的稻黃色酒體，酒體晶瑩剔透，泡沫豐富持久，大

46、小適中。淡淡的花香味，適度的陳釀令其口味清爽怡人。后添加的酒液是同批酒液經過12個月在橡木桶中的陳釀精心制成。適宜在6至7攝氏度條件下飲用。葡萄酒熱心家“最暢銷葡萄酒”。 HENRI BOURGEOISLes BaronnesSancerre Blanc AOC2001(Loire Valley, France)100% Sauvignon Blanc 亨利博盧瓦莊園桑榭爾男爵白葡萄酒2001（法國，盧瓦爾山谷）100白蘇維翁 富含成熟的柑橘果香，細膩典雅馥郁迷人。其口味和諧持久，體現了當地優越的風土特質。非常適于作開胃酒，與魚肉搭配享用亦十分理想。 GajaCaMarcandaPromisT

47、oscana IGT2002(Tuscany, Italy)55% Merlot35% Syrah10% Sangiovese 嘉雅歌瑪達果園普羅米斯干紅葡萄酒2002（意大利，托斯卡納）55梅洛，35設拉子，10桑吉奧維斯 淡雅的石榴紅色澤。山莓、酸櫻桃、泥土、石頭的氣息與紅果、櫻桃的宜人口味交織融合，相得益彰?；匚度岷图毮?，丹寧穩固，果酸活躍?？芍^嘉雅新近產品中的佼佼者。Chateau Lynch BagesGrand Cru Class, 5th Cru1997(Pauillac, Bordeaux) 百鱗翅古堡（頭等苑5級）紅葡萄酒1997波爾多，普伊勒法定產區 濃重的深紅色澤。優雅的橡