Essentials

This companion course expands on the knowledge presented in ASA-U's "Essentials of Leadership for Wholesaler-Distributors". In this course, the student is asked to evaluate a series of scenarios and choose the best path forward based on what they have learned about best practice leadership skills. Run time: 45 minutes

Essentials of Profitable Outside Sales in Distribution explains the role of outside sales in wholesale distribution. For many companies, outside salespeople often serve as the company’s face to the customer, and generating income and revenue is their primary role. Today, outside sales professionals are taking on greater responsibility for their company’s profitability. This course provides an in-depth understanding of the requirements for and the role of the modern outside sales professional.

Essentials of Profitable Warehouse Operations helps all employees learn about warehouse functions, safety, and issues that impact profitability in a modern wholesale distribution warehouse. Beginning with an explanation of how the wholesale-distribution business works, the course introduces key members of the warehouse team and explains how they contribute to the operation. An in-depth treatment of the orderly and safe flow of materials from receiving through stocking, picking, packaging, and delivery follows. The course wraps up with examples of how the warehouse employee can grow as a professional.

The Art of Supervising and Motivating People©, written by Edward J. Felten, former Chairman of First Supply in the upper Midwest and former President of the American Supply Association, distills the wisdom of his decades of management and leadership experience in a down-to-earth, readable style. Many ASA members remember Felten as the energetic and humorous instructor of ASA's favorite supervision seminar. The Art of Supervising and Motivating People© addresses four main topics: The characteristics of a good supervisor and the increased skill requirements of the twenty-first century. Keys to listening, time management, coaching, counseling, communications, discipline and several others. The human resource challenge of recruiting, interviewing, performance appraisals and terminations. The critical aspects of motivation and the skills of the supervisor as a motivator.