MHEDA Industrial Distribution Academy of Sales (MIDAS)

MHEDA Industrial Distribution Academy of Sales (MIDAS)

  • Registration Closed

This course is available only to university students and is designed to equip them with strategies, techniques, and industry insights specific to material handling sales, helping them build a strong foundation for their future career.

Topics covered:

  • Session 1 Introduction (9:27)
  • Session 2 The Sales Environment (8:14)
  • Session 3 Skills Material Handling Salespeople Must Master (13:48)
  • Session 4 Avoid Common Salesperson Mistakes (12:29)
  • Session 5 Functions of Material Handling Salespeople (8:23)
  • Session 6 Objective Based Selling (9:48)
  • Session 7 Prospecting (10:43)
  • Session 8 How to Sell with Questions (17:15)
  • Session 9 The 15 Most Powerful Open Ended Questions (2:40)
  • Session 10 Handling Questions about Budget and Delivery (6:12)
  • Session 11 Creating Sales Proposals that Sell Part I (10:51)
  • Session 12 Creating Sales Proposals that Sell Part II (17:52)
  • Session 13 Review Proposals with Customers including Scrum Meetings (16:59)
  • Session 14 Create Trust by Building Personal, Professional Relationships (11:45)
  • Session 15 Ten Tips to Build Personal, Professional Relationships (11:00)
  • Session 16 Dealing with Customer Objections (7:32)
  • Session 17 Follow Through back to Prospecting (2:36)
  • Session 18 Summing up Material Handling Sales (6:11)

Student Member Price: $49 (available to university students only)

Register Now

Gary Moore

Industry Veteran

Gary is a 45+ year veteran of the material handling industry. Gary’s material handling career began as a  manufacturer’s representative calling on distributors.  He moved to a major Denver based material handling distributor in 1976 as Sales Manager.  Products handled by this distributor included forklifts, storage products, conveyor, casters, loading dock equipment, automated systems and many other related products.  After becoming President of the firm, he purchased it from the founders in 1997; sold it to a neighboring distributor in 2006. Gary served as President of MHEDA in 1997.   A frequent speaker, consultant and author on material handling and distribution related topics, he has authored 3 books on sales and sales management.  His book  Objective Based Selling describes the sales model he created while in Denver, and which is  widely used in the material handling industry. Objective Based Selling is the basis of this set of presentations. Gary is a graduate of General Motors Institute (now Kettering University) and Purdue University.

Key:

Complete
Failed
Available
Locked
Introduction
Open to view video.
Open to view video.
You must register to access.
Quiz: Introduction
5 Questions  |  Unlimited attempts  |  5/6 points to pass
5 Questions  |  Unlimited attempts  |  5/6 points to pass
You must register to access.
The Sales Environment
Open to view video.
Open to view video.
You must register to access.
Quiz: The Sales Environment
5 Questions  |  Unlimited attempts  |  4/5 points to pass
5 Questions  |  Unlimited attempts  |  4/5 points to pass
You must register to access.
Skills Material Handling Salespeople Must Master
Open to view video.
Open to view video.
You must register to access.
Quiz: Skills Material Handling Salespeople Must Master
7 Questions  |  Unlimited attempts  |  13/16 points to pass
7 Questions  |  Unlimited attempts  |  13/16 points to pass
You must register to access.
Avoid Common Salesperson Mistakes
Open to view video.
Open to view video.
You must register to access.
Quiz: Avoid Common Salesperson Mistakes
6 Questions  |  Unlimited attempts  |  10/13 points to pass
6 Questions  |  Unlimited attempts  |  10/13 points to pass
You must register to access.
Functions of Material Handling Salespeople
Open to view video.
Open to view video.
You must register to access.
Quiz: Functions of Material Handling Salespeople
6 Questions  |  Unlimited attempts  |  10/13 points to pass
6 Questions  |  Unlimited attempts  |  10/13 points to pass
You must register to access.
Objective Based Selling
Open to view video.
Open to view video.
You must register to access.
Quiz: Objective Based Selling
5 Questions  |  Unlimited attempts  |  6/8 points to pass
5 Questions  |  Unlimited attempts  |  6/8 points to pass
You must register to access.
Prospecting
Open to view video.
Open to view video.
You must register to access.
Quiz: Prospecting
6 Questions  |  Unlimited attempts  |  10/13 points to pass
6 Questions  |  Unlimited attempts  |  10/13 points to pass
You must register to access.
How to Sell with Questions
Open to view video.
Open to view video.
You must register to access.
Quiz: How to Sell with Questions
8 Questions  |  Unlimited attempts  |  10/13 points to pass
8 Questions  |  Unlimited attempts  |  10/13 points to pass
You must register to access.
The 15 Most Powerful Open Ended Questions
Open to view video.
Open to view video.
You must register to access.
Quiz: The 15 Most Powerful Open Ended Questions
1 Question  |  Unlimited attempts  |  12/15 points to pass
1 Question  |  Unlimited attempts  |  12/15 points to pass
You must register to access.
Handling Questions about Budget and Delivery
Open to view video.
Open to view video.
You must register to access.
Quiz: Handling Questions about Budget and Delivery
4 Questions  |  Unlimited attempts  |  3/4 points to pass
4 Questions  |  Unlimited attempts  |  3/4 points to pass
You must register to access.
Creating Sales Proposals that Sell Part I
Open to view video.
Open to view video.
You must register to access.
Quiz: Creating Sales Proposals that Sell Part I
5 Questions  |  Unlimited attempts  |  4/5 points to pass
5 Questions  |  Unlimited attempts  |  4/5 points to pass
You must register to access.
Creating Sales Proposals that Sell Part II
Open to view video.
Open to view video.
You must register to access.
Quiz: Creating Sales Proposals that Sell Part II
5 Questions  |  Unlimited attempts  |  7/9 points to pass
5 Questions  |  Unlimited attempts  |  7/9 points to pass
You must register to access.
Review Proposals with Customers including Scrum Meetings
Open to view video.
Open to view video.
You must register to access.
Quiz: Review Proposals with Customers including Scrum Meetings
7 Questions  |  Unlimited attempts  |  9/11 points to pass
7 Questions  |  Unlimited attempts  |  9/11 points to pass
You must register to access.
Create Trust by Building Personal, Professional Relationships
Open to view video.
Open to view video.
You must register to access.
Quiz: Create Trust by Building Personal, Professional Relationships
5 Questions  |  Unlimited attempts  |  6/8 points to pass
5 Questions  |  Unlimited attempts  |  6/8 points to pass
You must register to access.
Ten Tips to Build Personal, Professional Relationships
Open to view video.
Open to view video.
You must register to access.
Quiz: Ten Tips to Build Personal, Professsional Relationships
4 Questions  |  Unlimited attempts  |  3/4 points to pass
4 Questions  |  Unlimited attempts  |  3/4 points to pass
You must register to access.
Dealing with Customer Objections
Open to view video.
Open to view video.
You must register to access.
Quiz: Dealing with Customer Objections
7 Questions  |  Unlimited attempts  |  6/8 points to pass
7 Questions  |  Unlimited attempts  |  6/8 points to pass
You must register to access.
Follow Through back to Prospecting
Open to view video.
Open to view video.
You must register to access.
Quiz: Follow Through back to Prospecting
5 Questions  |  Unlimited attempts  |  4/5 points to pass
5 Questions  |  Unlimited attempts  |  4/5 points to pass
You must register to access.
Summing up Material Handling Sales
Open to view video.
Open to view video.
You must register to access.
Quiz: Summing up Material Handling Sales
6 Questions  |  Unlimited attempts  |  7/9 points to pass
6 Questions  |  Unlimited attempts  |  7/9 points to pass
You must register to access.
Certificate of Completion
No credits available  |  Certificate available
No credits available  |  Certificate available
You must register to access.

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