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 field coaching.

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