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4-47.
The law of psychological reciprocity can best be
described by which of the following statements?
1.
All people have four basic wants and needs
in life
2.
A basic understanding of the psychological
aspects of behavior is important to recruiting
success
3.
If we give our prospects credit for their
intelligence, they are mentally and morally
bound to give us credit for ours
4.
If we give our prospects credit for what they
already know about the Navy, we can
shorten the interview time
4-48.
Which of the following wants are basic to all
people?
1.
Live and be healthy, love and be loved, feel
important, and a little variety
2.
Live and love, feel rewarded, be challenged,
and a little variety
3.
Love and be loved, be needed, have food and
shelter
4.
Food, shelter, happiness, and security
4-49.
When a person’s survival and security needs are
met, which of the following needs emerge?
1.
Growth
2.
Ego
3.
Social
4.
Professional
4-50.
Each person has a different measure of his or her
own growth needs.
1.
True
2.
False
4-51.
Which of the following qualities must the
professional Navy recruiter balance for success?
1.
Assertiveness and care
2.
Drive and empathy
3.
Motivation and drive
4.
PMA and confidence
4-52.
Professional recruiters build their circle of success
from which of the following ingredients?
1.
Product knowledge, selling skills, and selling
attitude
2.
Selling skills, PMA, and DBMs
3.
The sales script, enthusiasm, and confidence
4.
Drive, empathy, and enthusiasm
4-53.
A selling attitude includes the recruiter’s attitude
about which of the following aspects?
1.
Themselves
2.
Other people
3.
The job
4.
All of the above
4-54.
PMA is the result of which of the following
characteristics?
1.
Confidence and enthusiasm
2.
Confidence and drive
3.
Attitude and skills
4.
Attitude and enthusiasm
4-55.
What two factors contribute to a recruiter’s
confidence?
1.
Knowing Navy programs and benefits
2.
Selling skills and attitudes
3.
Knowing their product and believing their
product will benefit the applicant
4.
Knowing how to use sales skills and
analyzing successes and failures
4-56.
Selling is a step-by-step mechanical procedure.
1.
True
2.
False
4-57.
Select the best definition for blueprinting.
1.
Fact-finding, before and during your
interview
2.
Finding the applicant’s want, need, and DBM
3.
Reviewing the applicant’s enlistment
eligibility
4.
Asking open-ended questions during the
interview process
4-58.
Select the best definition for DBM.
1.
The logical reason that will cause your
prospect to buy
2.
The fulfillment of career goals
3.
The number one emotional impulse that will
cause your prospect to buy
4.
The logic behind the want and need
4-59.
Of the following goals, which could be considered
as a DBM?
1.
A new car
2.
A job in electronics
3.
Financial security
4.
A college degree
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