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39 Cards in this Set

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identify in writing what determines which lists to schedule for canvassing
Mission determines which lists will be scheduled for canvassing
High School Seniors / High School Graduates
Data Analysis determines how much prospecting is required to meet monthly interview objectives and to make mission
identify in writing what tools are used to organize and schedule lists for prospecting
a. List Scheduling Cards.
b. List Folders containing List Contact Sheets
identify in writing the purpose of List Contact Sheets
The purpose of List Contact Sheets is to facilitate prospecting, follow-up, and the scrubbing of names by recording and tracking the recruiter's efforts. All names in List Folders are worked via the List Contact Sheets.
identify in writing the rules used in working List Contact Sheets
Entries always start with a date and time that the prospecting activity was made
-040601 / 1800 – NHCB mother said @ 1700
-040601 / 1815 – Plans college @ Florida State
identify in writing the purpose of the List Scheduling Card
The purpose of the List Scheduling Card is to systematically schedule each list for prospecting (TC, AC, and HV).
identify in writing how to work the List Scheduling Card
Set the action dates for planned prospecting (TC, AC, HV) and record the following information in the appropriate section of the List Scheduling Card
identify in writing the two types of cards used in the Working File in
Tracking and Action Cards
identify in writing the purpose of tracking cards used in the Working File
The purpose of Tracking Cards is to assist the recruiter in progressively working each prospect until they are enlisted, referred to OSO, or disqualified.
identify in writing the five sections of the Working File
Daily Indexes
FY Monthly Indexes
Outyear Indexes
Temporary Disqualified Section
Miscellaneous
identify in writing the rules for using the files
Action dates must be assigned before placing any card into the Working File
identify in writing the definition of a telephone call
A Telephone Call is defined as the act of calling a prospect on the phone to schedule an appointment.
identify in writing the purpose of telephone canvassing
The purpose of Telephone Canvassing is to make contact with the prospect and obtain an appointment.
identify in writing the four factors that effect the degree of effectiveness for telephone prospecting
a. Preparation
b. Planning
c. Scheduling (Timing)
d. Technique
identify in writing how to prepare for telephone canvassing
Do role-plays with the NCOIC.
identify in writing how to plan and schedule for telephone canvassing
Develop an effective TC prospecting plan by determining the market(s) that will be prospected.
identify in writing the definition of an area canvass contact
An Area Canvass Contact is defined as meeting likely prospects face-to-face, obtaining their names, and sufficient information for the purpose of gaining an appointment.
identify in writing how to prepare for area canvassing
Taking the initiative to recon the area to identify perspective AC locations
identify in writing how to plan and schedule for area canvassing
Schedule AC's to fill open time between appointments and telephone canvassing.
in writing the definition of a home visit
A Home Visit is defined as a visit to a house that you have never visited before to try to contact an individual that you have never talked to.
identify in writing how to prepare for a home visit
Ensure the proper procedures for making telephone contact are accomplished first.
identify in writing how to plan and schedule home visits
Location
Market
Time of day
Objective
identify in writing how to complete an Itinerant Recruiting Trip Card
SECTOR
FREQUENCY
RECRUITER ASSIGN
identify in writing the tenets of time management
Use the S&R Book
identify in writing the techniques of time management
Don’t Procrastinate
Schedule and Plan
Delegating supportive or unproductive tasks
identify in writing the activities that are considered productive
Productive Time
Telephone Call
Area Canvass
Home Visit
identify in writing the purpose of a recruiter setting objectives on a daily, weekly, and monthly basis
use the objectives as a gauge to determine if the amount of activities being conducted are enough to accomplish their mission for the week/month
identify in writing the purpose of the Objectives Sheet
set guidelines to accomplish objectives for the upcoming week/month for interviews, new working applicants, and activities.
identify in writing when to prepare the Data Analysis Sheet
The Data Analysis Sheet is prepared at the end of each month by every recruiter.
identify in writing when to prepare the Objectives Sheet
The Objectives Sheet is prepared by every recruiter upon completion of the Data Analysis Sheet, at the end of each month
identify in writing the definition of the term standard of effectiveness
The recruiter will compute a Standard of Effectiveness (SOE) for each of the four prospecting activities (TC, AC, HV, OT) for a given month by dividing the total number of the activity conducted, by the total number of Interviews held from that activity
identify in writing the definition of the term business percentage
The term Business Percentage (BP) means the percentage of interviews you achieved from each prospecting activity
identify in writing how to compute the business percentage
The recruiter will Compute the Business Percentage (BP) for each of the four prospecting activities (TC, AC, HV, OT) for a given month by dividing the total number of interviews from an activity for the month, by the total number of interviews from all activities for the month. When computing the business percentage always round up to the next or higher 100th. (Examples: .733 = .74 or .737 = ..74)
identify in writing the definition of the term closing ratio
is the number of interviews you have to conduct to get one new working applicant
identify in writing how to compute the closing ratio
The recruiter will Compute the Closing Ratio (CR) by dividing the number of interviews by the number of new working applicants.
identify in writing the definition of the term sales ratio
The Definition of the Term Sales Ratio (SR) is the number of interviews you have to conduct to get one contract
identify in writing how to compute the standard of effectiveness
dividing the total number of the activity conducted, by the total number of Interviews held from that activity.
identify in writing how to compute the sales ratio
The recruiter will Compute the Sales Ratio by dividing the number of interviews by the number of contracts
identify in writing the definition of the term interview objective
The Definition of the Term "Interview Objective" (IO) is the number of interviews you need to conduct in order to write the required number of contracts for the upcoming month
identify in writing how to compute the activities objectives
To Compute Activity Objectives for each of the four Prospecting Activities (TC, AC, HV, OT ) you will multiply the Interview Objective for the month times the SOE times the BP