Sales Training for Army Recruiter Success: Modeling the Sales Strategies and Skills of Excellent Recruiters

Abstract

This report describes a program of research on the communication strategies and skills used by excellent Army recruiters. Information to be used to generate more effective sales training programs for recruiters was obtained. A linguistic modeling procedure was developed and used to identify these communications strategies and skills. Transcripts of interviews of recruiters in the field, as well as observations, were analyzed for communication patterns and the belief and rule components of communication strategies. This report is one in a series of four reports on 'Sales Training for Army Recruiter Success.' Keywords: Expert knowledge, Knowledge engineering, Linguistic analysis, Linguistic patterns, Modeling, Neurolinguistics, Recruiting, Sales.

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Document Details

Document Type
Technical Report
Publication Date
Nov 01, 1987
Accession Number
ADA191691

Entities

People

  • Steven R. Frieman

Organizations

  • U.S. Army Research Institute for the Behavioral and Social Sciences

Tags

Communities of Interest

  • Biomedical
  • Human Systems

DTIC Thesaurus Topics

  • Basic Training
  • Classification
  • Computer Programming
  • Computers
  • Education
  • Enlisted Personnel
  • Instructors
  • Job Analysis
  • Language
  • Management Personnel
  • Materials
  • Military Research
  • Organizational Structure
  • Personnel Management
  • Social Sciences
  • Students
  • Training

Fields of Study

  • Education

Readers

  • Computational Linguistics
  • Computational Modeling and Simulation
  • Naval Personnel Management