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ASSIGNMENT 4
Textbook Assignment:
Chapter 6, pages 6-1 through 6-30.
4-1.
Which of the following prospecting methods
allows a recuiter to contact the most prospects in
the least amount of time?
1.
Telephone
2.
Referral
3.
PDCing
4.
Advertising
4-2.
Random phone calls through stacks of prospect
cards normally produces which of the following
results?
1. Quality prospects
2.
Increased production
3.
Frustration and failure
4.
Dedication and persistence
4-3.
Select the purpose of a phone contact.
1.
Sell the Navy
2.
Sell programs
3.
Sell yourself
4.
Sell military training
4-4.
Identifying yourself as a Navy representative
should be done at what point in your phone
prospecting?
1.
After an appointment is made
2.
After the courtesy statement
3.
When the caller asks
4.
At the beginning
4-5.
What is the purpose of the courtesy statement?
1.
To remove one for phone rejection
2.
To establish initial rapport with the prospect
3.
Both 1 and 2 above
4.
Create interest in the Navy
4-6.
To decrease no-show rates, recruiters should make
appointments in which of the following locations?
1.
NRS only
2.
Applicant’s home only
3.
A location centrally located
for the
recruiter and the prospect
4.
A location convenient for the prospect
4-7.
If the prospect wants to make an appointment
several days away, which of the following actions
should a recruiter take?
1.
Make the appointment and send a brief
reminder note or postcard
2.
Make the appointment and call the prospect
daily until the appointment date
3.
Refuse to schedule the appointment more
than 2 days in advance
4.
Schedule another appointment for the same
time
4-8.
Receiving objections to phone prospecting requests
for appointments is a failure on the recruiter’s part.
1.
True
2.
False
4-9.
Which of the following methods should
evaluate a recruiter’s phone technique?
1.
Role playing
2.
Activity analysis
be used to
3.
Listening when they are phone prospecting
4.
Asking some of their prospects how they
thought the phone calls sounded
4-10.
When a prospect declines an appointment over the
telephone, which of the following techniques will
leave the door open for future contacts?
1.
Make the contact as brief as possible
2.
Tell the prospect about Navy opportunities
over the telephone
3.
Let the prospect know that people’s plans do
change
4.
Ask for referrals
4-11.
If a recruiter does not feel certain about an
appointment, which of the following steps should
be taken?
1.
Schedule another appointment in the area
2.
Ask a DEP member to talk to the prospect
before the appointment
3.
Send or telephone a reminder
4.
All of the above
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