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Promoting and Working the Exhibit
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Navy Counselor 1 & C (Recruiter) - Military manual for recruiting
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Purposes of Public Speaking
l  Curator  of  the  Navy’s  loan  of  collectibles and artifacts THE USE OF RECRUITING MATERIALS A wide assortment of Navy recruiting materials is available to help you get the Navy message to the public. Business   cards   and   collateral   and promotional  materials  are  provided  to  assist  your awareness  campaign.  Use  these  items  to  the  full extent  of  their  intended  purposes.  The  only  way they can help is to get them into the hands of those they  were  designed  to  reach. BUSINESS CARDS The Business  Cards  for  Department  of  the  Navy Recruiters,   COMNAVCRUITCOMINST   5604.1, prescribes   eligibility,   form,   and   style   of   those business cards authorized to be printed in the NRC with   appropriated   funds. Figure  7-3  shows  an example  of  an  authorized  business  card.  These should  be  ordered  through  the  supply  department before   each   recruiter   reports   on   board.   Reorders are  authorized,  so  don’t  be  afraid  to  be  generous with your cards.   DEP  personnel  should  all  have  a supply of their recruiter’s cards to pass out. Enclose them with individual mailouts and leave them with COIs.  Some  recruiters  even  leave  a  business  card routinely  each  time  they  dine  out. COLLATERAL  MATERIALS Collateral   materials   include   brochures, pamphlets, calendars, posters, booklets, and the like. Because  of  the  critical  nature  of  the  collateral materials  program  in  supporting  the  recruiting Figure 7-3.–Authorized Navy recruiter business card. mission and its relatively high annual cost, effective management  of  the  program  is  essential. The SOPMAN,    COMNAVCRUITCOMINST    5400.2, provides  guidance  for  management  of  the  program. Collateral  Material  Classifications Each  collateral  item  is  designed  for  a  specific purpose  and  can  be  classified  into  one  of  five  steps in  the  recruiting  process: 1.   Lead   generation–Recruiters   should distribute  these  items  wherever  large  numbers  of recruitable  young  people  are  gathered,  such  as county   fairs,   job   fairs,   school   assemblies,   and sporting events. All items have the toll-free number and  a  business  reply  mail  card  to  allow  a  recipient to  request  additional  information. 2.  Fulfillment–Individuals  who  respond  to advertising  by  calling  the  800  number  or  returning a  business  reply  card  are  sent materials.  Leads  generated  by are   fulfilled   through   the Information  Center  (NOIC). fulfilled  through  the  NRDs. these  informational national advertising Navy   Opportunity Local   leads   are 3.   Sales   closing–Items   used   by   recruiters   or classifiers  (Classifier’s  Rating  Factsheet  Kit)  in face-to-face discussions with prospective recruits are considered  to  be  sales  closing  items.  These  items help the recruiter to motivate the prospect to go to the military entrance and processing station (MEPS) or take the next step in the enlistment or selection process.  The  pamphlet,  How   You   Can   Join   the Navy,  is  one  of  the  most  effective  closing  tools  you can use. 4.  Transition–Individuals  who  have  joined  the Navy  and  are  in  the  DEP  awaiting  recruit  training or an officer school class receive transition collateral materials  designed  to  help  them  ease  their  transition from   civilian   life   into   the   Navy.   The   pamphlet, Recruit Training Command,  lets each DEP member know what to expect during the first 8 weeks in the Navy. 5.  Awareness–These  materials  are  used  to  help gain  access  to  high  school  counselors,  to  use  as display  items  in  area  businesses,  or  to  announce recruiter visits. These can be used anywhere and in any way the recruiter desires to make people aware of  the  Navy  presence. 7-14

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