PACO has developed an impressive library of checklists and acronyms.
These are supportive tools to help people practice skills acquired.
On completion of a sales-skills training and on return to daily
life, a sales rep is now able to go through his checklist to find
out whether he applies the skills learned during the training. The
same checklist can be used as a debriefing tool during individual
A few examples of acronyms are:
- SCOTSMAN: checklist of the domains a sales
person should talk about during his first face-to-face contact
with a potential customer
- SMART : checklist for effective goal setting
- IAGSIE : checklist for complaint management
- AIDRA : checklist for telesales