Chapter 6, pages 6-1 through 6-30.
Which of the following prospecting methods
allows a recuiter to contact the most prospects in
the least amount of time?
Random phone calls through stacks of prospect
cards normally produces which of the following
1. Quality prospects
Frustration and failure
Dedication and persistence
Select the purpose of a phone contact.
Sell the Navy
Sell military training
Identifying yourself as a Navy representative
should be done at what point in your phone
After an appointment is made
After the courtesy statement
When the caller asks
At the beginning
What is the purpose of the courtesy statement?
To remove one for phone rejection
To establish initial rapport with the prospect
Both 1 and 2 above
Create interest in the Navy
To decrease no-show rates, recruiters should make
appointments in which of the following locations?
Applicants home only
A location centrally located
recruiter and the prospect
A location convenient for the prospect
If the prospect wants to make an appointment
several days away, which of the following actions
should a recruiter take?
Make the appointment and send a brief
reminder note or postcard
Make the appointment and call the prospect
daily until the appointment date
Refuse to schedule the appointment more
than 2 days in advance
Schedule another appointment for the same
Receiving objections to phone prospecting requests
for appointments is a failure on the recruiters part.
Which of the following methods should
evaluate a recruiters phone technique?
be used to
Listening when they are phone prospecting
Asking some of their prospects how they
thought the phone calls sounded
When a prospect declines an appointment over the
telephone, which of the following techniques will
leave the door open for future contacts?
Make the contact as brief as possible
Tell the prospect about Navy opportunities
over the telephone
Let the prospect know that peoples plans do
Ask for referrals
If a recruiter does not feel certain about an
appointment, which of the following steps should
Schedule another appointment in the area
Ask a DEP member to talk to the prospect
before the appointment
Send or telephone a reminder
All of the above