Term
| NRC Mission is to recruit the best quality men and women to resource the world's greatest Navy by: |
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Definition
a. Maintaining an effective, motivated recruiting force,
b. Developing a consolidated, strategic organization,
and
c. Executing best business practices. |
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Term
Has overall responsibility for their command.
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Definition
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Term
The principal enlisted advisor to the CO.
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Definition
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Term
Is assigned as the Training Officer.
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Definition
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Term
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Definition
| Enlisted Programs Officer |
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Term
Who is directly responsible to the CO for all functions assigned to the Enlisted Programs Department?
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Definition
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Term
Who works directly for the EPO?
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Definition
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Term
| Who works directly for the CR for effective operation of the division? |
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Definition
| ACR (Assistant Chief Recruiter) |
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Term
| Who works directly for the CR and is responsible for overall production of the zone's recruiters? |
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Definition
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Term
| Whose job is equivalent to that of an LCPO? |
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Definition
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Term
| Who works directly for the zone supe and is directly responsible for each recruiter assigned to the station? |
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Definition
| RinC (Recruiter in Charge) |
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Term
| Who works directly for the RinC and is responsible for recruitment of all potentially qualified personnel within an assigned territory? |
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Definition
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Term
| State the NRD chain of command from CO down. |
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Definition
CO
CMC
XO
EPO
CR
ACR
ZS
RinC
Recruiter |
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Term
| Name NRD Chain of Command from Recruiter up. |
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Definition
Recruiter
RinC
ZS
ACR
CR
EPO
XO
CMC
CO |
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Term
| In addition to lack of basic consumer skills and training, what are some other factors that contribute to financial difficulties? |
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Definition
a. High cost of living in certain areas at home & overseas
b. Prevalence of Easy Credit and Predatory lenders
c. High pressure sales tactics
d. Clever advertising techniques including internet ads
e. Undisciplined buying
f. Consumer rip-offs |
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Term
Hearing is ________________.
Listening is _______________. |
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Definition
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Term
| Name 3 elements of active listening. |
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Definition
a. In order to become a good listener, you must develop self-discipline.
b. Build your awareness of when you are listening and when you are not.
c. Develop the skills you need to be a more effective listener. |
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Term
| What are the 7 rules for effective listening? |
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Definition
1. Show in a physical way that you are listening.
2. Have an open mind. Give feedback.
3. Be genuinely interested.
4. Do not pre-judge.
5. Listen for what is not being said
6. Use silence as a creative tool.
7. Take smart simple notes. |
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Term
| "The 1st one to talk loses" refers to what rule for effective listening? |
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Definition
| Using silence as a creative tool. |
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Term
| Name 6 barriers to effective listening. |
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Definition
1. External Distractions
2. Hard to listen to speakers
3. The unfamiliar or unexpected
4. Putting one's own point of view first
5. Lack of readiness to listen
6. Selective listening |
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Term
| Going to another room, holding all telephone calls, or refocusing your attention to "rev-up" concentration are all examples of what? |
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Definition
| Overcoming barriers to listening. |
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Term
| Describe 4 ways to maintain levels of listening. |
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Definition
1. Use verbal behavior to "rev-up" attention & concentration.
2. Use non-verbal behavior to your advantage (Lean forward, assume positive posture, nod head, etc.).
3. Use mental exercise of invisioning or imagining (imagine you have to report back to your boss exactly what's being said).
4. Try talking to yourself ("Come on, pay attention. This is important."). |
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Term
| What is the purpose of rapport? |
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Definition
| To get the customer listening to and liking you. |
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Term
| The primary rule in making a favorable impression is to completely forget about who? |
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Definition
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Term
| Asking open ended questions is the number one tool for establishing & maintaining what? |
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Definition
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Term
| How long does it usually take for someone to form a 1st impression of you? |
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Definition
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Term
| What does the acronym FORM stand for? |
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Definition
F - Family
O - Occupational Organization
R - Recreational Activities
M - Mutual Aquiantance |
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Term
| Name 6 basic rules of conversation. |
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Definition
1. Listen carefully providing verbal & physical feedback.
2. Smile - be relaxed and pleasant.
3. Do NOT smoke.
4. Don't "handle" your prospect (no touching).
5. Watch your prospect's body language (be aware of yours).
6. Don't challenge your prospect's beliefs. |
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Term
| The "need behind the need" is usually what? |
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Definition
| A larger goal the customer wants to accomplish. |
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Term
| A customer's larger goal or "need behind the need" is often related to what 4 things? |
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Definition
1. Finance
2. Life performance or quality
3. Image
4. Personal Productivity |
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Term
| What are the 4 basic human wants? |
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Definition
1. Feel Important
2. Love & be loved
3. Live & be healthy
4. A little variety |
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Term
The Law of Psychological Reciprocity says:
1. If we give our prospect credit for his/her intelligence, the he/she is __________ & __________ bound to give us credit for ours.
2. We must not __________ our prospect's beliefs. We tailor presentations to our prospect's beliefs and desires. |
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Definition
mentally
morally
challenge |
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Term
| What are 2 qualities of a Professional Navy Recruiter? |
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Definition
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Term
| This quality of a professional navy recruiter bears directly on a salesperson's ability to identify the customer's interests and needs, and to be sensitive to their reactions. |
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Definition
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Term
| This quality of a professional navy recruiter is a motivational force that makes goal attainment important. Recruiters with this quality like to win for the sake of winning. |
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Definition
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Term
| If a recruiter has both empathy & drive, then they obviously have an interest in people and a genuine __________ to help them, thinking of them as more than a number. |
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Definition
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Term
| If a recruiter has both empathy & drive, then they obviously can relate to the prospect's __________ of reference and therefore tailor the presentations to reflect the prospect's needs and interests. |
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Definition
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Term
| If a recruiter has both empathy & drive, then they are motivated to be a good prospector and makes the __________ __________ necessary to bring in the contract. |
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Definition
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Term
| Name the 2 main negative traits to avoid. |
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Definition
1. Disbelief (selling someone, the Navy, policy, supervisors or Chain of Command, yourself)
2. Not Caring |
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Term
| When do recruiters think of their prospects? |
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Definition
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Term
Outstanding recruiters are willing to be __________
a) 12 hour recruiters
b) 9 to 5 recruiters
c) 24 hour recruiters
d) day by day recruiters |
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Definition
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Term
| What's the definition of NEED? |
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Definition
| A need is a desire to improve or accomplish something. |
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Term
| When can you be sure a prospect has a need? |
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Definition
| When he/she uses the language of needs (ie., I want, I need, I'd like, My goal, etc.). |
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Term
| What can happen if you don't listen for or recognize the language of needs? |
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Definition
| You might make unwarranted assumptions about what a prospect is looking for and waste time talking about things he/she isn't interested in. |
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Term
| What is the goal of the Need Satisfaction Selling Process? |
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Definition
| To make informed, mutually beneficial decisions. |
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Term
| How do you reach mutually beneficial decisions? |
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Definition
| Through an open exchange of information that focuses on the prospect's needs. |
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Term
| What is it called when you're gathering information about a prospect's needs? |
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Definition
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Term
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Definition
| Providing information about how you can satisfy a prospect's needs. |
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Term
| When is an "Opening" appropriate? |
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Definition
| When you and the prospect are ready to conduct business. |
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Term
| How do you Open an interview? |
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Definition
Propose an agenda
State the value to the prospect
Check for acceptance
(pvc) |
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Term
| What is the goal of OPENING? |
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Definition
| To agree on what will be covered or accomplished. |
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Term
| What is the goal of PROBING? |
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Definition
| To build a clear, complete, mutual understanding of a prospect's needs. |
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Term
| What is the goal of SUPPORTING? |
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Definition
| To help a prospect understand specifically how you can satisfy a need. |
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Term
What is the goal of CLOSING?
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Definition
| To agree on appropriate next steps. |
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Term
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Definition
| When you want to elicit information from a prospect. |
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Term
What can you use to find out about a prospect's circumstances & needs?
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Definition
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Term
What should you do when:
-the prospect has expressed a need
-you clearly understand the need
-you know how the Navy can address the need |
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Definition
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Term
| How do you support a need? |
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Definition
-Acknowledge the need
-Describe relevant features & benefits
-Check for acceptance
(A - B - C's) |
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Term
| The prospect has accepted the benefits you've described. What's the next step? |
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Definition
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Term
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Definition
-Review previously accepted benefits
-Propose next steps for you & prospect
-Check for acceptance
(B - P - C.....blood pressure check 'cause this is for the money!!!!!) |
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Term
| What is the first step in resolving Skepticism, Misunderstanding, & Drawback? |
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Definition
| PROBE (to understand the concern). |
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Term
| Among Skepticism, Misunderstanding, & Drawback, which one deals with a concern you cannot satisfy? |
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Definition
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Term
| How many Navy Key Features are there? |
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Definition
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Term
| Using the Key Features allows Navy Recruiters to __________ product information more efficiently and present it more effectively. |
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Definition
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Term
| Utilization of the __________ during a sales presentation will help Recruiters quickly pinpoint what prospects are looking for. |
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Definition
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Term
| __________ are used to help the recruiter start the process of uncovering a need. |
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Definition
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Term
| __________ are characteristics of the key feature that support it by being more specific in explaining how it works & describing relevant benefits. |
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Definition
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Term
Are the following Key Features tangible or intagible?
Pride of Belonging
Leadership Development
Personal Independence & Development
Self Discipline & Structure
Challenge |
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Definition
Intangible
(it exists, but you can't see or touch it, etc.) |
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Term
Are the following Key Features tangible or intagible?
Technical Training
Financial Stability, Advancement & Benefits
Travel & Adventure
Physical Fitness
Educational Opportunities |
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Definition
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Term
| Checking for acceptance ensures what? |
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Definition
| That you & the prospect move forward together. |
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