Business and Sales Skills

FPDA partners with the Association Education Alliance (AEA) to bring it's members valuable educational programs throughout the year. Review details below about the University of Innovative Distribution and The Four Pillars of the Sales Profession

Full Stacked Color JpegUniversity of Innovative Distribution 


March 10-13, 2019
JW Marriott Indianapolis Hotel
Indianapolis, IN

The University of Innovative Distribution is presented by FPDA and the leading industry trade associations. Sessions are delivered by content experts and nationally recognized university faculty members, the UID program is recognized as "the source for distribution management."

For the fifth year in a row, UID saw record-breaking attendance, with 617 attendees participating in the 2018 program. 

Participants select their own courses for each day of the four-day program, including such topics as: Distribution Marketing;  Branch Management; Sales & Sales Management; Value-Added  Selling; Business Leadership; Distribution and Profitability.

For more information or questions regarding the March 2018 UID Program, please call the UID Office (410) 940-6348 or email 

Click here for full details.

Are you a member of FPDA's Young Executives (YES) Program? Click here to learn about the Tom D. Ralls Memorial Scholarship and how you can go to UID tuition free!  

The Four Pillars of the Sales Profession

Sales Professional Training Camps

March 5-7, May 21-23, August 13-15, or November 12-14, 2019 in Dayton, Ohio

2-1/2 days of practical skills, tools and fundamental disciplines that are essential for sales professionals and a productive sales team.

Included in this course:

  1. Pillar I - Personal Disciplines
    Learn the 24 disciplines needed as a professional sales person. Taking personal ownership of these will assure consistent actions and maximized results in your territory or area of sales responsibility. Sales is an individual sport where you must employ your own workout regimen and have a personal work ethic for brilliant performance and continuous improvement! These sessions will inspire personal change and improved time management.
  2. Pillar II - Relationship Skills
    People buy from people that they like and trust. This course will sharpen core communication skills and drive home the importance of active listening! Highly engaging sessions will help you build relationships and skillfully adapt to all types and styles of customers.
  3. Pillar III - Strategic Selling
    Attendees will gain a clear understanding of the big picture and the full range of responsibilities expected of sales professionals. Prospecting, account penetration, follow-up, service, and CRM will all be addressed. We will focus on territory management and implement formal strategic planning for key, major accounts.
  4. Pillar IIII - Tactical Selling
    Includes a full day, target account workshop where each person selects an actual customer and will pre-plan for the next call with that customer. Using the workbinder, discussion, and help from peers, managers and the trainer; each will complete a written pre-call plan. Includes a high impact role-play session - recorded digitally and professionally critiqued! We will also work on skillfully responding to objections and negotiation ploys.

Seminar includes 2-1/2 days of training materials, a complete workbinder, electronic course tools, all breaks and lunches during the seminar. Travel and lodging not included, but a special hotel rate ($144.99) has been negotiated for you! All hotel and travel directions are included in the e-mail and attachment you will receive after you register. Space is limited to 50 attendees so register early!