Essentials Courses

Essentials Courses

Essentials, ASA University’s flagship brand, is comprised of separate and distinct courses, each targeting specific areas of a typical wholesale distribution business. By focusing on the ultimate goal of improving profitability, these courses provide a critical message on the value of each member of the wholesaler distributor’s team.

Essentials of Profitable Inside Sales in Distribution©

Student Name/

Need to buy this for another person? Login here first to allow selecting a different shipping address.




Quantity: 1
Total: $170.00

Member Fee:$85.00
Non-Member Fee:$170.00 

Course Description: Essentials of Profitable Inside Sales in Distribution© provides critical knowledge and skills training for inside sales professionals who want to improve their performance and profitability.  It provides a real-world, in-depth, but highly understandable explanation of the expanded role of inside sales. In this expanded role, the inside sales professional takes more responsibility for generating sales and making sure that sales are profitable. The course provides a solid grounding in the basics of profitable sales, exceptional customer service, effective communication, and key business values and skills. 

Runtime: 3.0 Hours

After completing this course, participants will be able to:

  • Identify the traditional roles played by outside and inside sales in a distribution business and explain why the inside sales role is expanding
  • Explain why customer services is defined by the customer
  • Demonstrate knowledge of the eight steps for handling problem customers effectively
  • Explain the connection between gross margin dollars and profitability
  • List several ways to turn an unprofitable sale into a profitable one
  • Discuss the five steps in a sales call and explain the importance of each
  • Explain why communication is the key to effective selling
  • Describe the process of prospecting for new customers

Online System Requirements:

For the best experience, we recommend using Google Chrome. Adobe Flash recommended. Supported browsers and operating systems:

  • Windows 7+:Firefox 11+ / Chrome 18+ / Microsoft Edge (not Internet Explorer)
  • Mac OS X+:Safari 5+ / Firefox 11+ / Chrome 18+


Eligible for the Karl E. Neupert Endowment donor discount.

Availability: In stock
ASA Headquarters and Education Foundation
1200 N. Arlington Heights Road, #150
Itasca, IL 60143
P: 630.467.0000
F: 630.467.0001