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21 Cards in this Set

  • Front
  • Back
STEAM
Standardized Territory Evaluation for Analysis and For Management
STEAM REPORTS
Population, History, Quality Totals
PATE
Production Analysis for training and evaluation
ITRAMP
Internet, Phones, Referrals, Advertising, Mail-Outs, PDC
ERPMS
Enlisted Recruiting Production Management System
INSTRUCTION FOR NAVY RECRUITING
1130.8J
VOL 1
RECRUITING OPS
VOL 2
BEERS
VOL 3
FORMS AND DOCS
VOL 4
Programs
VOL 5
DEP
PARTS OF SMART
ASAD, DEP STATUS BOARD, SOAR, MAP, GOAL RECAPS
ERPMS
Enlisted Recruiting Production Management System
Purpose of ERPMS
Gives us the tools to to find out the required activity to make goal
Parts of ERPMS
Pates, Planners, App Log
Prospect Engagment Skills
Discovery, Alignment, Positioning, Disctintion, Collaboration
6 PHASES OF THE ROADMAP
ENGAGE, ASSESs, CONNECT, REVEAL, WIN, MENTOR
PSVP
Prospect Specific Value Propostion
HANDLING OBJECTION
Open Ended, Closed ended, thorugh provoking, value focused
OBJECTIONS
APATHY - I DONT CARE
DOUBT - I DONT BELIVE
CONFUSIOIN - I DONT UNDERSTAND
OBSTACLE - I DONT LIKE
OVERCOMING OBJECTION
RECONGINZE, RELATE, REALIZE, RESPOND, REINFORCE