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10 Cards in this Set

  • Front
  • Back
Which of the following prospecting methods allows a recruiter to contact the most propects in the least amount of time?
1.) Mail-outs
2.) Telephone
3.) Advertising
2.) Telephone
Random phone calls through stacks of prospect cards normally produces which of the following results?
1.) Quality prospects
2.) Frustration and failure
3.) Dedication and persistence
2.) Frustration and failure
Select the purpose of a phone contact?
1.) Sell yourself
2.) Sell the Navy
3.) Sell programs
1.) Sell yourself
Indentifying yourself as a Navy representative should be done at what point in your phone prospecting?
1.) After the courtesy statement
2.) When the caller asks
3.) At the beginning
3.) At the beginning
What is the purpose of the courtesy statement?
1.) To establish initial rapport with the prospect
2.) To remove one for phone rejection
3.) Both 1 and 2
3.) Both 1 and 2
To decrease no-show rates, recruiters should make appointments in which of the following locations?
1.) Applicants home
2.) A location centrally located for the recruiter and the prospect
3.) A location convenient for the prospect


If an applicant wants to make an appointment several days out the recruiter should make the appointment and send a brief reminder note or postcard
3.) A location convenient for the prospect
Which of the following methods should be used to evaluate a recruiters phone technique?
1.) Role play
2.) Listening when they are phone prospecting
3.) Asking some of their prospects how they thought the phone call sounded
2.) Listening when they are phone prospecting
When a prospect declines an appointment over the phone, which of the following techniques will leave the door open for future contacts?
1.) Let the prospect know that people's plans do change
2.) tell the prospect about Navy opportunities over the phone
3.) Ask for referrals
1.) Let the prospect know that people's plans do change
If a recruiter does not feel certain about an appointment, which of the following steps should be taken?
1.) Schedule another appointment in the area
2.) Ask a DEP member to talk to the prospect before the appointment and send or telephone a reminder
3.) All of the above
3.) All of the above
Which of the following factors is most important in referral prospecting?
1.) How you ask for referrals
2.) Who you ask
3.) The number you require DEP members to provide
1.) How you ask for referrals