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Figure  6-1.—Appointment  power,  phone/PDC  technique–Continued
APPOINTMENT  POWER PHONE/PDC 1.  (PROSPECT’S  NAME).  THIS  IS  (YOUR  NAME) 2.  DO  YOU  HAVE  A  MINUTE? 3.  THE  REASON  I’M  CALLING  IS,  I’M  THE  NAVY  REPRESENTATIVE  HERE  IN AND A. B. C. D. E. F. G. REFERRAL:  I  WAS  TALKING  WITH  A  MUTUAL  FRIEND  OF  OURS AND HE/SHE  HAD  SOME  NICE  THINGS  TO  SAY  ABOUT  YOU;  HE/SHE  ALSO  FELT  THAT SOME OF THE IDEAS THAT WE DISCUSSED WOULD BE OF SOME VALUE TO YOU. ASVAB:  I  JUST  RECENTLY  RECEIVED  YOUR  ARMED  SERVICES  VOCATIONAL APTITUDE  BATTERY  SCORES  THAT  YOU  TOOK  AT H.S. I HAVE THOSE SCORES. RÉSUMÉ:  I  RECENTLY  RECEIVED/REVIEWED  YOUR  RÉSUMÉ  AT  THE  PLACEMENT OFFICE  (CAMPUS)  AND  FIND  YOUR  BACKGROUND  QUALIFICATIONS (IMPRESSIVE/INTERESTING). DIRECT  MAIL:  I  RECENTLY  RECEIVED  YOUR  REPLY  CARD  REQUESTING INFORMATION  ABOUT          .   DID  YOU  RECEIVE  IT  YET? WELL FINE. (PROSPECT’S  NAME),  I  HAVE  SOME  ADDITIONAL  INFORMATION  TO  SHARE  WITH YOU. COLD  CALL:  I’VE  BEEN  WORKING  WITH  OTHER GROUPS/ORGANIZATIONS/STUDENTS  HERE  (NAME  OF  CITY/SCHOOL/CAMPUS) AND SOME OF THE IDEAS WE’VE DISCUSSED I FEEL WILL BE OF SOME VALUE TO YOU. RZs-PRIOR  SERVICE:  EXPAND  ON  BENEFITS  DERIVED  FROM  BROKEN  SERVICE ENLISTMENTS. LEADS:  I  WAS  NOTIFIED  BY  MY  DISTRICT  PERSONNEL  OFFICE  THAT  YOU  WERE INTERESTED IN NAME OF FIELD/PROGRAM. 4.  AND BESIDES THAT I WOULD LIKE TO MEET  YOU/YOUR  SON/DAUGHTER PERSONALLY, 5.  AND  I  WAS  WONDERING A. PROSPECT IS AT HOME:  DO YOU NORMALLY HAVE A  DAY  OFF/FREE PERIOD DURING THE WEEK? (1) (2) (3) (4) WOULD  MORNING  OR  AFTERNOON  BE  BETTER? WOULD  TIME  OR  TIME  BE  BETTER  FOR  YOU? (PROSPECTS  NAME)  DO  YOU  HAVE  A  PEN  AND  PAPER? MY NAME IS (SPELL IT), MY PHONE NUMBER IS             . I’M  WRITING  DOWN  (DATE)  AND  (TIME)  AND  YOU  WRITE  DOWN (DATE) AND (TIME). VERIFY THE PLACE OF APPOINTMENT. Figure 6-1.—Appointment power, phone/PDC technique. 6-3

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