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5-12.
5-13.
5-14.
5-15.
5-1.
5-17.
When a prospect responds with a no to your
treated question, which of the following steps
should you take?
1.
Close
2.
Trial close
3.
Ask what the question is
4.
IRON out the objection you have treated
The desire step of the sale is designed to fulfill
which of the following purposes?
1.
Let prospects see themselves in the Navy
2.
Let prospects feel more comfortable in
making a decision
3.
Remind prospects of their problems and help
them see the advantages our proposal will
provide
4.
Remind prospects of the objections that have
been overcome with evidence
If your proposal is correct, which of the following
reasons may cause prospects not to buy?
1.
They are not aware of their problems
2.
They are not sufficiently disturbed by their
5-18.
Of the following problems, which is most often
responsible for making a recruiter uncomfortable
with closing?
1.
It is apparent that the sales presentation has
not succeeded
2.
They are unfamiliar with the five types of
closes
3.
They are not sure which type of close to use
4. They cannot appear calm and assumptive
5-19.
Any compromise of an EST should be reported
through the chain of command to which of the
following officials?
1.
EPO
2. XO
3.
TCO
4. CO
5-20.
Used EST answer sheets are maintained on file for
what specific period of time?
1.
1 month
2.
2 months
3.
3 months
problems
3.
Both 1 and 2 above
4.
They need more information
Language that appeals to a prospect’s
emotions is called
language.
1.
sensual
2.
emotional
3.
concrete
4.
clear cut
4.
4 months
5-21.
The ASVAB is a battery of what specific number
of subtests?
senses and
1.
5
2.
10
3.
15
4.
20
5-22.
The Interservice Recruitment Committee (IRC)
made of which of the following individuals?
is
Which of the following sales techniques should be
used when procrastination becomes the dominant
block to our prospect’s decision making ability?
1.
Close
2.
Trial close
3.
Weighing close
4.
Alternate proposal
Which of the following items should be listed last
on the “reasons for enlisting now” side of the
weighing close?
1.
Want
2.
Need
3.
Desire
1.
MEPS personnel
2.
Local recruiting COs
3.
RDAC members
4.
Test administrators
5-23.
Which of the following goals should we strive for
in ASVAB testing?
1.
Test seniors only
2.
Test juniors and seniors
3.
Mandatory testing of grades 9 through 12
4.
Test as many students as possible in grades
10 through 12
4.
DBM
28
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