Navy Recruiting Command

Chapter 1 - The Career Recruiter Force

• CRF Converts to Navy Counselor
• Recruiters-In-Charge of Large Stations
• Knowledge Skills Required by CRF Personnel
• You Will Set the Tone
• Motivating the Personnel at a New Zone or Station
• Ingredients for a Successful Team
• Pay Attention to Your People to Pump Up Morale
• Provide Opportunities for People to Ventilate
• Identify the Underlying Causes of the Problem
• Figure 1-3.Navy Recruiting Command staff organizational chart
• Recruiting and Advertising Department (Code 40)
• Figure 1-4.-Navy Recruiting Area Organizational Chart
• Navy Recruiting District Organization
• Figure 1-5.-Navy Recruiting District Organizational Chart
• Enlisted Programs Officer
• Logistics Support Officer

Chapter 2 - Training

• Training Records
• Figure 2-1A.Navy Recruiting Personnel Record, NAVCRUIT Form 1500/1 (front)
• Figure 2-1B.Navy Recruiting Personnel Record, NAVCRUIT Form 1500/1 (back)
• Figure 2-2.Training Syllabus, NAVCRUIT Form 1500/2
• Recruiter Qualification Standards
• Figure 2-3.RQS Tracking Report, NAVCRUIT Form 1136/2
• RQS Training
• Figure 2-4.The RQS tracking system
• Based on Individual Needs
• Organize Your Subject Matter
• Lesson Plan Format
• Figure 2-5.Lesson plan format
• Figure 2-5.Lesson plan formatContinued
• Figure 2-5.Lesson plan formatContinued
• Figure 2-5.Lesson plan formatContinued
• Effective Questioning Techniques
• Types of Questions
• Questions to Avoid
• Advancement Preparation
• Temporary Additional Duty for Advancement Preparation

Chapter 3 - Recruiting Personnel Management

• Recruiter Excellence Incentive Program
• Gold Wreath Award for Excellence in Recruiting and Recruiting Support
• Figure 3-1.Gold/Silver Wreath Award for excellence in recruiting and recruiting support-sequence of awards
• Figure 3-1.Gold/Silver Wreath Award for excellence in recruiting and recruiting support-sequence of awards Continued
• General Criteria
• Support Personnel
• Awards Recognition for Outstanding Production Recruiters
• Perscrived Tour of Duty
• Three Questions of Goal Setting
• Putting it all Together
• Stress Management
• Three Basic Premises of Stress
• Premise Number Two
• Hans Selye
• Ineffective Stress Response
• Type A Behavior
• Figure 3-8.Behavior Questionnaire
• Analyze the Demands
• Cognitive Restructuring
• Breathing Exercises
• Support Network
• Health Benefits Advisor
• Navy Legal Service Office
• Recruiting Irregularities
• Investigation Procedures
• CRF Assignment and Management
• Administrative Actions for CRF Deficiencies/Infractions
• Recruiter Suitability Boards
• No-Fault Transfers
• No-Cost Moves

Chapter 4 - Navy Recruiting Stations Operations and Administration

• Facilities Management
• Figure 4-1A.Facilities information sheet (front)
• Figure 4-1B.Facilities information sheet (back)
• Vehicle Use Notification Letter
• Domicile-To-Duty
• Parking In High Crime Areas
• Scheduled Preventive Maintenance
• Driver Education and Training Program
• Motor Vehicle Mishap/Incident Reporting and Investigations
• JAG Manual Investigations
• Maintenance of Displays
• Figure 4-4.Effective use of office space
• Budget Input
• Figure 4-5.Budget input worksheet for Navy recruiting stations
• Figure 4-6.Budget input worksheet for zone supervisor
• Privacy Act
• Freedom of Information Act
• Nuclear Field Qualification Test
• Travel Requests, Bulk Tickets, and Meal Tickets
• Figure 4-7.Sample letter to police or fire department
• Figure 4-8.Standard subject identification codes (SSICs)
• Standard Naval Letter
• Figure 4-9.Standard naval letter
• Claims and Request Processing
• Reimbursable Expense Limitations
• Recruiting Recognition Requests
• Figure 4-11.Claim for Reimbursement for Expenditures on Official Business, Standard Form 1164
• Nuclear Power Officer Candidate Award
• Market Segments
• Prior Service
• Figure 5-2 - ZIP Code Market Analysis Report
• Figure 5-3.Department of Defense all service accession data report
• Figure 5-4.Station level market share report
• Verification of Market Reports
• Propensity to Enlist
• Using your Territory Analysis Information
• Figure 5-5.Pie slice territory distribution
• Goaling
• Goaling Worksheet
• Figure 5-6.Goaling worksheet
• Station Markets Analysis and Review Techniques
• Station and Zone Competition
• Figure  5-8.Station  recap  sheet
• Figure 5-9.District recap sheet
• Evaluating the New Itinerary
• Evaluating  Existing  Itineraries
• Materials to Take on an Itinerary
• School Folders
• DEP Status Board
• Figure 5-10A - Prospect Card Documentation Requirements (front)
• Figure 5-10B - Prospect Card Documentation Requirements (Back)
• Working Tickler
• Check Steam Data and Smart System
• Other Cards to Load in the Working Tickler
• Purging the Prospect Card System
• Marketing Operation Plan
• Figure 5-12. Plan of action and milestones
• Zone Situation Analysis
• Past Productivity and Activity
• Telephone Prospecting
• Phone Power Principles
• Figure 6-1.Appointment power, phone/PDC technique
• Figure  6-1.Appointment  power,  phone/PDC  techniqueContinued
• Create Interest
• Analyzing Phone Power
• Figure 6-2.Who do you know?  - referral sheet
• Prospects and Applicants
• Senior Minority Assistance to Recruiting Program
• Local Leads
• Figure 6-3.-Leads feedback sheet
• National Leads
• Personally Developed Contacts
• Team PDCing
• Education
• Prior Service
• Sales Psychology
• Figure 6-4.Basic human wants and needs
• Figure 6-5.The professional Navy recruiter balances empathy and drive
• A Healthy Attitude Toward Failure
• The Science of Selling
• Figure 6-7.Navy benefits reminder sheet
• Steps of the Sale
• Dominant Buying Motive
• Establishing and Maintaining Rapport
• Conversation Summary
• Figure 6-9.-Verbal bridges in the sales process
• Unit of Conviction
• The Subtle Signals
• The Trial Close
• Objection Handling
• Knowing When to Create Desire
• Weighing Close
• Evaluating Recruiters Sales Presentations
• Figure  6-11.Contracts evaluation worksheet
• Figure 6-11.-Contracts evaluation worksheetContinued
• Using the Sales Script
• Armed Services Vocational Aptitude Battery
• Marking the ASVAB
• Figure 6-12.-ASVAB print materials
• Supplemental Testing
• PreEnlistment Kits
• Physical Examinations
• Conditions of Navy Life
• Nonmedical Rejections

Chapter 7 - Public Affairs

• Public Affairs Objectives
• National Advertising
• Newspapers
• Fairs, Carnivals, and Local Celebrations
• Parades
• Demonstration Teams
• Navy Parachute Team
• Special Navy Recruiting Events
• Local NRS-Sponsored Events
• Navy Recruiting Exhibit Center
• Americas Sea Power Exhibit Van
• Promoting and Working the Exhibit
• The Use of Recruiting Materials
• Purposes of Public Speaking
• Factors to Consider Preparation
• Delivery Techniques
• Public-Speaking General Guidelines

Chapter 8 - Recruiting Management and Analysis Systems

• Blindness to Customer Concerns
• Figure 8-1.Sample planner excerpt
• Planner Retention Requirements
• Using the Applicant Log to Evaluate Applicant Quality
• Using the Applicant Log to Evaluate Sales
• Production Analysis/Training Evaluation Sheet
• Figure 8-3. Sample PATE sheet
• Zone Supervisor Monthly Planner/Itinerary
• Check Status of Prospect/Applicants Scheduled for Further Processing
• Document New Interviews
• Personalized Recruiting for Immediate and Delayed Enlistment
• Unsold Program
• Accession Quality Program
• DEP Quality Program
• Potential Problem Identification
• Using Your Analysis Factor Information
• Positive Reinforcement
• Interviewing Potential Attrites
• Time Management
• Avoid Super-Rincing
• Don't Let Fire Fighting Become a Full-Time Occupation
• Helpful Hints for Improved Time Management

Chapter 9 - Visits, Inspections, and Meetings

• Conducting Your Station Visits
• Figure 9-1.-Sample station visit sheet
• Recordkeeping and Follow-Up
• Your Role as the Inspector
• Considerations
• Your Role as a Facilitator
• Situational Meetings

Appendix I

• Appendix I
• Appendix I
• Appendix I
• Appendix I
• Appendix I
• Appendix I
• Appendix I

Appendix II - References

• Appendix II - References
• Appendix II - References
• Appendix II - References
• Appendix II - References

Index

• Index
• Index
• Index
• Index
• Index
• Index
• Index
• Index

Assignment Questions

• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions]
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions]
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions
• Assignment Questions

Privacy Statement - Press Release - Copyright Information. - Contact Us - Support Integrated Publishing