Sales/Sales Management

Top 10 Ranked Sales Training Acronyms

by Caug124

July 12th, 2010

Sales training acronyms, whether true acronyms or not, introduce fun, color and interest to any sales individual or team. Acronyms act as a mnemonic device to greatly assist in memory retention and learning. Listed below are the current top 10 Ranked Sales Training Acronyms:

AIDA: comes from the 50’s sales training, but because of its discipline and eye for what’s important; AIDA is still relevant in the 21st century and stands for: Attention, Interest, Desire and Action. This sales training acronym is considered the ‘Hierarchy of Effects’, which basically describes the process of how people become motivated to act on external stimulus, for example – when we buy something we buy it according to the AIDA process. The same holds true for selling something.

SPIN: stands for – Situation, Problem, Implication and Need. This is one of the more enduring selling acronyms from the 70′ and 80’s. SPIN is a selling process that remains an extremely useful method for sales with potential customers.

DIPADA: stands for – Define, Identify, Proof, Agreement, Desire and Action. This sells acronym is commonly used in the media sales circuit, but it’s also worth knowing in case this sales technique comes up in conversation with another sales person or a sales persons immediate supervisor or manager. DIPADA came around the 90’s and early 00’s and was the predominant structure taught to all media sales people.

ABC: Always Be Closing. Self explanatory.

AFTO: Ask For The Order; follows along the line of ABC, but a more imperative process and one of the more important rules of selling, which a majority of sales people have a tendency to forget.

SMART: Stands for – Specific, Measurable, Achievable, Realistic and Time framed. The clearer one can define the goal the easier it becomes to achieve those goals. A salesperson should not only be setting goals for the number of sales needed, but should be thinking of the number of prospects, meetings, etc., that will help create the sale.

ALF: stands for – Always Listen First. This is a crucial part in any sales training sessions.

ASK: stands for – Activity, Skills, Knowledge. A great acronym for sales training and development. These 3 components are essential for a successful sales individual or team.

DMAIC: stands for – Define, Measure, Analyze, Improve and Control, which is mostly used by companies that follow the Six Sigma philosophy to achieve their goals short and long term goals. The Six Sigma process, which is a management philosophy that is based on the theory that reduces its defects.

PRIDE: is a acronym for five characteristics that will help to ensure all sales individuals will get the job done and make the revenue results desired become a reality. PRIDE stands for: Proven, Respectful, Innovative, Decisive and Enthusiastic.

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  1. Pingback: No Trust, No Sale

  2. Jakob Thusgaard /

    Actually “ABC” could do with a little explanation. People always equate it to always be closing the deal – now.

    Yet the meaning of “ABC” is much broader and relates to making sure to gain commitment every step of the way.

  3. insidesepa /

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