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Assignment Questions - 14172_294
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Navy Counselor 1 & C (Recruiter) - Military manual for recruiting
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Assignment Questions - 14172_296
ASSIGNMENT  5 Textbook Assignment. Chapter  6,  pages  6-30  through  6-45  and  chapter  7,  pages  7-1  through  7-18. 5-1. To  help  the  prospect  through  the  mental  turmoil  of a close, the recruiter should display which of the following    characteristics? 1. Alert  and  aggressive 2. Relaxed  and  assumptive 3.    Assertive and direct 4. Calm  and  carefree 5-1. All closes should ask for which of the following decisions or actions? 1. Direct action 2. Immediate  action 3. Minor  decision 4. Major  decision Q In answering questions 3 through 6, select the type of close you would be using in each of the questions. 5-3. My  folks  take  their  physical  and  process  on Monday. I will pick you up at 5:00 in the morning. 1. Minor  point 2. Alternate  proposal 3. Impending  doom 4. Action 5-4. I’d like to give you this pamphlet to take home with  you.  I’ll  write  the  time  I’ll  be  picking  you  up for the ASVAB in the front. 1. Action 2. Minor  point 3. Gift 4. Alternate  proposal 5-5. Here’s your first Navy assignment; just pass that envelope over there to me and we’ll get started on your  paperwork. 1. Minor  point 2. Action 3. Alternate  proposal 4. Impending  doom 5-6. 5-7. 5-8. 5-9. 5-10. 5-11. It’s now or never. 1. Action 2. Alternate  proposal 3. impending  doom 4. Minor  point Our prospects say no for which of the following reasons? 1. They  are  trying  to  avoid  making  a  decision 2. They  are  testing  your  conviction 3. They have real concerns 4. All of the above To stop the motion of the sale from being sidetracked, which of the following objection handling techniques should you use? 1. Obviously  you... 2. Just suppose for a moment . . . 3. Empathy 4. Treated   question Of  the  following  techniques,  which  should  you  use to  relax  the  prospect? 1. Obviously  you... 2. Just suppose for a moment . . . 3. Empathy 4. Treated   question To verify, smoke out, or bury the objection you should  use  which  of  the  following  techniques? 1. Obviously  you... 2. Just suppose for a moment . . . 3. Empathy 4. Treated   question Turning the objection into a question in the prospect’s mind so you can answer it is the purpose  of  which  of  the  following  techniques? 1. Blueprinting 2. Weighing   close 3. Empathy 4. Treated   question 27

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