Shared Flashcard Set

Details

ENRO 10-450
MOD 2
125
Other
Professional
06/02/2010

Additional Other Flashcards

 


 

Cards

Term
The SMART system contains what 6 things?
Definition

1. NRS Territorial Map

2. New Contract QNE Overlay

3. Goal Recap

4. DEP Status Board

5. High School & Community College Folders

6. SOAR Binder

Term
What does SOAR stand for?
Definition
School of Area Responsibility
Term
The combination of zip codes and high schools comprise what?
Definition

SOAR

(School of Area Responsibility)

Term
Every High School & Community College will be placed in this.
Definition
SOAR Binder
Term
What is the primary purpose of the high school/community college folder?
Definition
To track information received throughout the school year.
Term
School folders shall be kept for __________, __________.
Definition

current

 

plus 2 years

Term
This is utilized to maintain a 12-month rolling picture of the delayed entry pool.
Definition
DEP Status Board
Term
The accession block on the DEP Status Board tracks this for incentive purposes.
Definition
DEP referrals
Term

What does this acronym from the DEP Status Board stand for:

 

SYTD WG

Definition
School Year-to-Date Will Grad
Term

What does this acronym from the DEP Status Board stand for:

 

SYTD WG ATT

Definition
School Year-to-Date Will Grad Attained
Term
Who assigns the "Will Grad" market for the station?
Definition
CR
Term
This is the total number of grads assigned as a target within the NRS and can be found on the DEP Status Board.
Definition

SYTD WG Target

 

(School Year-to-Date Will Grad Target)

Term
This is the total number of individuals in the DEP pool and can be found on the DEP Status Board.
Definition
TOTAL DEP
Term
Define the Status Board block "DEP accessions"
Definition
Number of new contracts to date for the current month
Term

This SMART System item is a spreadsheet or paper record of goals and attainments. It provides valuable "at-a-glance" evaluation of a station, zone, or district.

 

Definition
Goal Recap Sheet
Term
How often is the Goal Recap Sheet updated?
Definition
monthly
Term
The current copy of the NRS Goal Recap sheet is posted on the SMART board and the __________ will be retained on file.
Definition
2 previous years
Term
This is used to record the location and quality of actual enlistments and those applicants qualified but not enlisted.
Definition
New Contract QNE Overlay
Term
What does QNE stand for?
Definition
Qualified Not Enlisted
Term
The crosshairs on the QNE Overlay represent data from what?
Definition

DOD ASAD

 

(Department of Defense All Service Accession Data)

Term

What do the following represent on the QNE Overlay:

 

Full Circle Yellow Dot

 

Letters B, H, or A on a Yellow Dot

 

Full Circle Red Dot

 

Date on/near Red Dot

 

 

 

 

Definition

Yellow - New Contract

 

B - Black, H - Hispanic, A - Asian

 

Red - QNE

 

Date - date of QNE determination

Term
How long does a Red Dot remain on the QNE Overlay?
Definition
6 months
Term
How often is contact with a QNE maintained and documented?
Definition
at least monthly
Term
How long is the overlay retained?
Definition
Current plus 2 years.
Term
What is the NRS Territorial Map?
Definition
A map of the stations' area of responsibility
Term
How is a recruiter's territory distributed?
Definition
by zip codes
Term

Name the location the following legend item refers to:

 

Red Star

Definition
NRS
Term

Name the location the following legend item refers to:

 

Blue Star

 

Definition
High School
Term

Name the location the following legend item refers to:

 

Green Star

Definition
2-Year College
Term

Name the location the following legend item refers to:

 

Gold Star

Definition
4-Year College
Term

Name the location the following legend item refers to:

 

Silver Star

Definition
Trade School/Vo-Tech
Term
What does DPR stand for?
Definition
Daily Production Review
Term
What does SMART stand for?
Definition
Station Market Analysis and Review Technique
Term
The __________ system was designed to identify where the quality market can be found and where target market center locations are.
Definition
SMART
Term
What does the SMART system show?
Definition
Where recruiting resources are and where emphasis should be placed to achieve the best results.
Term
The data created by this process provides the majority of the information needed for the SMART system.
Definition

STEAM

 

(Standardized Territory Evaluation and Analysis for Management)

Term

What does this acronym stand for:

 

DOD ASAD

Definition
Department of Defense All Service Accession Data
Term
The ASAD report is issued __________ by DOD from info received from MEPCOM.
Definition
Quarterly
Term
All Service Accession Data shall be retained __________, __________.
Definition
current (fiscal year), plus 2 years.
Term
What info does the ASAD report include?
Definition
enlistment and accession data by zip code, including quality & quantity info.
Term
The ASAD report allows you to _______________ with the other services.
Definition
Compare your success
Term
The current version of STEAM is known as __________.
Definition
Websteam
Term
Simply described, STEAM is a systematic analysis of what?
Definition
the district
Term
This is a web based tool allowing users to quickly access/assess market research data in making resource decisions. It provides a visual/graphic map-based interface of that data, and has an extensive reporting feature.
Definition
Websteam
Term
These reports provide the user with many levels of output on demographic and production related data.
Definition
STEAM Reports
Term
What are the 4 standard STEAM reports?
Definition

1. Goal Matrix

 

2. Leads Zip Code Report

 

3. Market Share Report

 

4. Station/Zone Summary

Term

Which STEAM report shows:

 

Goals and sub goals by station.

Definition
Goal Matrix
Term

Which STEAM report shows:

 

 Zip code alignment of Navy Recruiting Stations that is submitted to National Advertising Leads Tracking System (NALTS) to verify current zip codes of a NRS. 

Definition
Leads Zip Code Report
Term

Which STEAM report shows:

 

Zip code, NRS, Zone or entire NRD demographic and production totals.

Definition
Market Share Report
Term

Which STEAM report shows:

 

Summary of NRS and Zone demographic and production totals.

Definition
Station/Zone Summary
Term
What are the 3 things STEAM does?
Definition

- Establishes NRS boundaries by zip code

 

- Assists in locating the recruitable population in quantity, quality, mental category, and ethnicity

 

- Determines Market Share

Term
Marketing in the Navy recruiting environment consists of identification and analyzation processes to help recruit the local population with available resources. The basic idea is to find out where our __________ is and develop a __________ to reach it.
Definition

market

 

plan

Term
__________ is a term used to cover statistics related to a human population including size, density, distribution, economy, employment, and other statistics.
Definition
Demographics
Term
How is demographic data in Navy recruiting organized?
Definition
by zip codes
Term
Zip codes are combined to create what?
Definition
Navy Recruiting Stations
Term

Navy Recruiting Stations are combined to establish what?

Definition

Zones

Term
Zones are combined to establish what?
Definition
Navy Recruiting Districts
Term
What is the key purpose of STEAM?
Definition
To assist the NRD in assigning recruiting assets to the right recruiting markets.
Term
Define Diversity Markets.
Definition
A Navy priority to recruit a diverse workforce as mandated by congress. Considerable emphasis is placed on locating the diverse quality markets.
Term
Name the 3 categories of the Military Available Market for (AC).
Definition

1. Primary Market

 

2. Workforce Market

 

3. Secondary Market

Term

The following describes which

Military Available (MA) market for (AC):

 

Males 17-21 years of age.

Applicant is in High School or has dropped out

and is attending an accredited post secondary school.

Definition
Primary Market
Term

The following describes which

Military Available (MA) market for (AC):

 

Males 17-34 years of age.

Applicant is not attending school.

Definition
Workforce Market
Term

The following describes which

Military Available (MA) market for (AC):

 

22-34 years of age

with non-traditional education

Definition
Secondary Market
Term
What Reserve Component programs are High School Seniors eligible for?
Definition
NAT, NCS and FTS.
Term
The One Navy market population consists of individuals of recruitment ages 17-34 years for Active Component (AC) and __________ for Reserve Component (RC).
Definition
18-39
Term
17 year old applicants may enlist with what?
Definition
Parental consent
Term
What is the primary category for the Military Available Market for (RC)?
Definition

NAVETS age 21-39

 

(because they're already trained and outfitted)

Term
What are the 2 secondary categories for the Military Available Market for (RC)?
Definition

OSVETS age 21-39

 

Non-prior Service age 18-39

Term
New Contract Objective (NCO). The Navy requires the majority of accessions be __________ (UMG).
Definition
Upper Mental Group
Term
A 50 percentile or above AFQT is required to be in this group.
Definition
UMG - Upper Mental Group
Term
What is an HSDG?
Definition
High School Diploma Graduate
Term
Lower Mental Group enlistments must be what?
Definition
High School Diploma Graduates (HSDG's)
Term
What are the Test Score Categories (TSC) included in UMG?
Definition

1. TSC I-A     93-99

 

2. TSC II-A     65-92

 

3. TSC III-A     50-64

Term
What are the Test Score Categories (TSC) included in the lower mental group?
Definition
TSC III-B     31-49
Term
_______________. Research shows that applicants in Category A (HSDG and TSC I-IIIA) show greater performance potential and reduce the risk of attrition.
Definition
Quality vs. Quantity
Term
Name the 5 New Contract Objectives (NCO's).
Definition

1. Mental Groups (UMG 50% or higher AFQT)

 

2. Quality vs. Quantity

 

3. Nuclear and Priority Rating Recruiting

 

4. Gender Market (Female)

 

5. Diversity Markets

Term
Name the only 2 items that are NOT kept "current plus 2"
Definition
-Weekly Planner
-Applicant Log
Term
The primary purpose of telephone prospecting is to make contact with the prospect and _______________.
Definition
obtain the appointment
Term
An interview to sell the Navy occurs once the recruiter gets __________ with the prospect.
Definition
face to face
Term
What are the 3 factors affecting telephone prospecting success?
Definition

- Preparation

 

- Planning

 

- Technique

Term
In telephone prospecting, a positive mental __________ is of equal importance.
Definition
attitude
Term
Name 4 supporting tools you should have readily available when telephone prospecting.
Definition

1. PSS Telephone Script

 

2. Contact Lists

 

3. Computers

 

4. Blueprinting Forms

Term

There are 5 principles of phone prospecting.

What are they?

Definition

- Chain yourself to the desk

 

- Set a time limit and adhere to it

 

- Don't let anything or anyone disturb you

 

- Use the telephone because you believe the prospect will benefit from your call

 

- Stop on Success!

Term
When should you schedule phone prospecting?
Definition
During hours when it can be done with the most impact on your target market.
Term

Identify the 10 steps of the PSS Phone Script.

 

Definition

1. Confirmation

2. Courtesy Statement

3. Identification

4. Create Interest

5. Ask for the Appointment

6. Ensure Appointment

7. Privacy Act/Blueprinting

8. Ask for Referrals

9. Confirm Commitment

10. Closing

Term

Define the following PSS Phone Script step:

 

CONFIRMATION

Definition
To verify you're speaking with the right person.
Term

Define the following PSS Phone Script step:

 

COURTESY STATEMENT

Definition

Establish rapport & to convey your understanding that a phone call is an interruption.

 

("This is Petty Officer X - Do you have a minute?")

Term

Define the following PSS Phone Script step:

 

IDENTIFICATION

Definition

Identifies recruiter to the person.

(Avoid "recruiter" - better to use Petty Officer or US Navy Representative).

Term

Define the following PSS Phone Script step:

 

CREATE INTEREST

Definition
Show the prospect why he/she should be interested in meeting you face-to-face.
Term

Define the following PSS Phone Script step:

 

ASK FOR THE APPOINTMENT

Definition

This is the objective of the sales message.

Always use the alternate choice method.

 

("I just received your ASVAB scores and I think we should set a time to sit down and talk about your options. Is Wednesday or Thursday good for you?")

Term

Define the following PSS Phone Script step:

 

ENSURE APPOINTMENT

Definition
Decreases the "no-show" rate. Set appointment at a convenient location (ideally your NRS).
Term

Define the following PSS Phone Script step:

 

PRIVACY ACT/BLUEPRINTING

Definition

Privacy Act protects personal information of prospect.

 

Mental / Moral / Physical questions are asked to pre-qualify a prospect.

Term

Define the following PSS Phone Script step:

 

ASK FOR REFERRALS

Definition
Ask prospect to bring friends who might also be interested.
Term

Define the following PSS Phone Script step:

 

CONFIRM COMMITMENT

Definition
Ask them to repeat your phone number.
Term

Define the following PSS Phone Script step:

 

CLOSING

Definition

- Review/recap

 

- Suggest next steps

 

- Check for acceptance

Term
What does NERP stand for?
Definition
Navy Enlisted Recruiting Program
Term
Name the 4 types of barriers to prospecting.
Definition

- Psychological

 

- Environmental

 

- Internal

 

- External

Term
What 2 categories do most Barriers to Prospecting come from?
Definition

- Psychological

 

- External

Term
This involves the intentional targeting and development of relationships and networks that help you achieve your recruiting goals.
Definition

ACTIVE PROSPECTING

(Intentional)

Term
This involves letting others come to you or doing "broadbrush" marketing and prospecting efforts that may not result in achieving recruiting targets.
Definition
PASSIVE PROSPECTING
Term
Effective perparation for prospecting includes these 3 things.
Definition

- Identifying qualified prospects

 

-Targeting prospect issues

 

- Working with COI's (Centers of Influence)

Term

Sources for identifying prospects include:

 

(was also referred to as 5 modes of prospecting)

Definition

- Phone lists & databases

 

- PDC's

 

- Referrals from Deppers/Drillers

 

- Leads: RTools & CIRIMS

 

- COI's

Term
There are several types of Lists & Databases including:
Definition

- CARIT leads

- High School student lists

- College Dropout lists

- Employment office lists

- ASVAB lists

- Lists created for school events & activities (ie., Jewelers & Photographers)

Term

Be in a good mood, move around to maintain energy, maintain positive frame of mind, keep composure, stay positive & professional, use time efficiently, end on a good note. 

 

All of these are examples of what?

Definition
Tips for Maximizing the Success of Telephone Prospecting Efforts
Term
PDC activities can be categorized into 2 major groups. What are they?
Definition

- School Canvassing

 

-Other PDC Opportunities

Term
PDC
Definition
Personally Developed Contact
Term
MATTRESS
Definition

Money

Adventure

Travel

Training

Recreation

Education

Security

Success

 

Term
Name 4 types of school canvassing activities you can plan.
Definition

- Classroom Presentations

- Lunchroom Tables

- Attendance at School Sporting Events

- Maintaining Visibility

Term
When should you use your MATTRESS Classroom Presentation?
Definition
Impromptu or last minute  opportunities to talk about the Navy.
Term
There are numerous places to meet potential candidates. These places are referred to as what?
Definition
Target Market Centers
Term
NOSC
Definition

Naval Operational Support Center

(Reserve Center)

Term
A DEPPER's ability and motivation to refer candidates will determine what?
Definition
Your success in garnering leads from Deppers.
Term
What do Deppers stand to gain by referring candidates?
Definition

- Faster Advancement

 

- Sweatshirts, PT Gear, & other merchandise

 

- Opportunity to win awards that further improve chances for advancement

Term

Source Code:

 

RN

Definition
National Lead
Term

Source Code:

 

RL

Definition
Local Lead
Term

Source Code:

 

PH

Definition
Phone
Term

Source Code:

 

PD

Definition
PDC's
Term

Source Code:

 

RD

Definition
DEP Referral
Term

Source Code:

 

RA

Definition
Applicant Referral
Term

Source Code:

 

PN

Definition
Pro-Navy
Term

Source Code:

 

RC

Definition
Counselor Referral
Term

Source Code:

 

RS

Definition
Another Service Referral
Term

Source Code:

 

RI

Definition
COI's
Term

Source Code:

 

WI

Definition
Walk In
Term
STEAM
Definition
Standardized Territory Evaluation and Analysis for Management
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