1. NRS Territorial Map

2. New Contract QNE Overlay

3. Goal Recap

4. DEP Status Board

5. High School & Community College Folders

6. SOAR Binder

SOAR

(School of Area Responsibility)

current

plus 2 years

What does this acronym from the DEP Status Board stand for:

SYTD WG

What does this acronym from the DEP Status Board stand for:

SYTD WG ATT

SYTD WG Target

(School Year-to-Date Will Grad Target)

This SMART System item is a spreadsheet or paper record of goals and attainments. It provides valuable "at-a-glance" evaluation of a station, zone, or district.

DOD ASAD

(Department of Defense All Service Accession Data)

What do the following represent on the QNE Overlay:

Full Circle Yellow Dot

Letters B, H, or A on a Yellow Dot

Full Circle Red Dot

Date on/near Red Dot

Yellow - New Contract

B - Black, H - Hispanic, A - Asian

Red - QNE

Date - date of QNE determination

Name the location the following legend item refers to:

Red Star

Name the location the following legend item refers to:

Blue Star

Name the location the following legend item refers to:

Green Star

Name the location the following legend item refers to:

Gold Star

Name the location the following legend item refers to:

Silver Star

STEAM

(Standardized Territory Evaluation and Analysis for Management)

What does this acronym stand for:

DOD ASAD

1. Goal Matrix

2. Leads Zip Code Report

3. Market Share Report

4. Station/Zone Summary

Which STEAM report shows:

Goals and sub goals by station.

Which STEAM report shows:

 Zip code alignment of Navy Recruiting Stations that is submitted to National Advertising Leads Tracking System (NALTS) to verify current zip codes of a NRS. 

Which STEAM report shows:

Zip code, NRS, Zone or entire NRD demographic and production totals.

Which STEAM report shows:

Summary of NRS and Zone demographic and production totals.

- Establishes NRS boundaries by zip code

- Assists in locating the recruitable population in quantity, quality, mental category, and ethnicity

- Determines Market Share

market

plan

Navy Recruiting Stations are combined to establish what?

Zones

1. Primary Market

2. Workforce Market

3. Secondary Market

The following describes which

Military Available (MA) market for (AC):

Males 17-21 years of age.

Applicant is in High School or has dropped out

and is attending an accredited post secondary school.

The following describes which

Military Available (MA) market for (AC):

Males 17-34 years of age.

Applicant is not attending school.

The following describes which

Military Available (MA) market for (AC):

22-34 years of age

with non-traditional education

NAVETS age 21-39

(because they're already trained and outfitted)

OSVETS age 21-39

Non-prior Service age 18-39

1. TSC I-A     93-99

2. TSC II-A     65-92

3. TSC III-A     50-64

1. Mental Groups (UMG 50% or higher AFQT)

2. Quality vs. Quantity

3. Nuclear and Priority Rating Recruiting

4. Gender Market (Female)

5. Diversity Markets

- Preparation

- Planning

- Technique

1. PSS Telephone Script

2. Contact Lists

3. Computers

4. Blueprinting Forms

There are 5 principles of phone prospecting.

What are they?

- Chain yourself to the desk

- Set a time limit and adhere to it

- Don't let anything or anyone disturb you

- Use the telephone because you believe the prospect will benefit from your call

- Stop on Success!

Identify the 10 steps of the PSS Phone Script.

1. Confirmation

2. Courtesy Statement

3. Identification

4. Create Interest

5. Ask for the Appointment

6. Ensure Appointment

7. Privacy Act/Blueprinting

8. Ask for Referrals

9. Confirm Commitment

10. Closing

Define the following PSS Phone Script step:

CONFIRMATION

Define the following PSS Phone Script step:

COURTESY STATEMENT

Establish rapport & to convey your understanding that a phone call is an interruption.

("This is Petty Officer X - Do you have a minute?")

Define the following PSS Phone Script step:

IDENTIFICATION

Identifies recruiter to the person.

(Avoid "recruiter" - better to use Petty Officer or US Navy Representative).

Define the following PSS Phone Script step:

CREATE INTEREST

Define the following PSS Phone Script step:

ASK FOR THE APPOINTMENT

This is the objective of the sales message.

Always use the alternate choice method.

("I just received your ASVAB scores and I think we should set a time to sit down and talk about your options. Is Wednesday or Thursday good for you?")

Define the following PSS Phone Script step:

ENSURE APPOINTMENT

Define the following PSS Phone Script step:

PRIVACY ACT/BLUEPRINTING

Privacy Act protects personal information of prospect.

Mental / Moral / Physical questions are asked to pre-qualify a prospect.

Define the following PSS Phone Script step:

ASK FOR REFERRALS

Define the following PSS Phone Script step:

CONFIRM COMMITMENT

Define the following PSS Phone Script step:

CLOSING

- Review/recap

- Suggest next steps

- Check for acceptance

- Psychological

- Environmental

- Internal

- External

- Psychological

- External

ACTIVE PROSPECTING

(Intentional)

- Identifying qualified prospects

-Targeting prospect issues

- Working with COI's (Centers of Influence)

Sources for identifying prospects include:

(was also referred to as 5 modes of prospecting)

- Phone lists & databases

- PDC's

- Referrals from Deppers/Drillers

- Leads: RTools & CIRIMS

- COI's

- CARIT leads

- High School student lists

- College Dropout lists

- Employment office lists

- ASVAB lists

- Lists created for school events & activities (ie., Jewelers & Photographers)

Be in a good mood, move around to maintain energy, maintain positive frame of mind, keep composure, stay positive & professional, use time efficiently, end on a good note. 

All of these are examples of what?

- School Canvassing

-Other PDC Opportunities

Money

Adventure

Travel

Training

Recreation

Education

Security

Success

- Classroom Presentations

- Lunchroom Tables

- Attendance at School Sporting Events

- Maintaining Visibility

Naval Operational Support Center

(Reserve Center)

- Faster Advancement

- Sweatshirts, PT Gear, & other merchandise

- Opportunity to win awards that further improve chances for advancement

Source Code:

RN

Source Code:

RL

Source Code:

PH

Source Code:

PD

Source Code:

RD

Source Code:

RA

Source Code:

PN

Source Code:

RC

Source Code:

RS

Source Code:

RI

Source Code:

WI