Sales Training for Army Recruiter Success: Interviews with Excellent Recruiters

Abstract

The report describes a program of research on communication strategies and skills used by excellent Army recruiters. Information to be used for the generation of more effective sales training programs for recruiters was obtained. A linguistic modeling procedure was developed and used to identify communications strategies and skills. Recruiters were interviewed and observed in their field environment. Transcripts of the interviews were analyzed for communication patterns, as well as the belief and rule components of communication strategies.

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Document Details

Document Type
Technical Report
Publication Date
Nov 01, 1987
Accession Number
ADA192326

Entities

People

  • Steven R. Frieman

Organizations

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

Tags

Communities of Interest

  • Biomedical
  • Human Systems
  • Weapons Technologies

DTIC Thesaurus Topics

  • Basic Training
  • Business Administration
  • Employment
  • Families (Human)
  • Geography
  • Health Services
  • Human Behavior
  • Instructors
  • Management Personnel
  • Medical Personnel
  • Metal Matrix Composites
  • Military Science
  • Personnel Management
  • Recreation
  • Social Sciences
  • Students
  • Warfare

Readers

  • Computational Linguistics
  • Instructional Design and Training Evaluation.