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15 Cards in this Set

  • Front
  • Back
The law of psychological reciprocity can best be described by which of the following statements?

1.) All people have four basic wants and needs in life
2.) A basic understanding of the psychological aspects of behavior is important to recruiting success
3.) If we give our prospects credit for their intelligence, they are mentally and morally bound to give us credit for ours
3.) If we give our prospects credit for their intelligence, they are mentally and morally bound to give us credit for ours
Which of the following wants are basic to all people?

1.) Live and be healthy, love and be loved, feel important, and a little variety
2.) Live and love, feel rewarded, be challenged, and a little variety
3.) Food, shelter, happiness, and security
1.) Live and be healthy, love and be loved, feel important, and a little variety
When a person's survival and security needs are met, which of the following needs emerge?

1.) Professional
2.) Ego
3.) Social
3.) Social
Each person has a different measure of his or her own growth needs?

1.) True
2.) False

Which of the following qualities must the professional Navy recruiter balance for success?

1.) Assertiveness and care
2.) Drive and empathy
3.) Motivation and drive
1.) True


2.) Drive and empathy
Professional recruiters build their circle of success from which of the following ingredients?

1.) Product knowledge, selling skills, and selling attitude
2.) Selling skills, PMA, and DBM's
3.)Drive, empathy, and enthusiasm
1.) Product knowledge, selling skills, and selling attitude
A selling attitude includes the recruiter's attitude about which of the following aspects?
1.) Themselves and Other people
2.) The Job
3.) All of the above
3.) All of the above
PMA(positive mental attitude) is the result of which of the following characteristics?
1.) Confidence and enthusiasm
2.) Confidence and drive
3.) Attitude and skills
1.) Confidence and enthusiasm
What two factors contribute to a recruiters confidence?
1.) Knowing Navy programs and benefits
2.) Selling skills and attitude
3.) Knowing how to use sales skills and analyzing successes and failures
3.) Knowing how to use sales skills and analyzing successes and failures
Selling is a step by step mechanical procedure?
1.) True
2.) False


Select the best definition for blueprinting?

1.) Fact-finding, before and during your interview
2.) Finding the applicant's want, need, and DBM
3.) Reviewing the applicants enlistment eligibility
2.) False


1.) Fact-finding, before and during your interview
Select the best definition for DBM?


1.) The logical reason that will cause your prospect to buy
2.) The fulfillment of career goals
3.) The number one emotional impulse that will cause your prospect to buy


DBM= Financial security
3.) The number one emotional impulse that will cause your prospect to buy
What percentage of a buying decision is based on a logical reason?

1.) 10%
2.) 15%
3.) 25%


You ask a prospect what he wants in life. He tells you he wants a secure future. Which of the following conclusions should you make?

1.) Tell him that is not quite what you're looking for
2.) Ask what he feels would give him a secure future
3.) Accept that response as the prospects want and go on to find his need
1.) 10%



2.) Ask what he feels would give him a secure future
What is the purpose of the conversation step of the sale?

1.) Get the prospect liking the Navy
2.) To get the prospect listening and liking you
3.) To alleviate any concerns the prospect may have


Goal in the conversation step is to set rapport
2.) To get the prospect listening and liking you
Which of the following steps is missed by more sales people than any other?

1.) Curiosity
2.) Conviction
3.) Desire
1.) Curiosity
Which of the following purposes is filled by a verbal bridge?

1.) To provide a smooth flow of conversation from one step to another
2.) To make a clear separation of the steps of the sale
3.) To make the prospect hungry to hear more


Examples of verbal bridges:
Based on what you told me
For Example....
You mentioned earlier
1.) To provide a smooth flow of conversation from one step to another
Which of the following statements represents the best technique for building a benefits package?

1.) Only tell the prospect enough to raise his or her curiosity
2.) Tell the prospect every benefit that you can think of relating to his or her DBM
3.) Give enough information to prove your supportive claim
3.) Give enough information to prove your supportive claim