Sales Training for Army Recruiter Success: Sales Strategies and Skills Used by Excellent U. S. Army 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. Keywords: Expert knowledge, Knowledge engineering, Linguistic analysis, Linguistic patterns, Neurolinguistics, Recruiting, Sales, Sales cycle, Sales skills, Sales strategies.

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Document Details

Document Type
Technical Report
Publication Date
Nov 01, 1987
Accession Number
ADA193712

Entities

People

  • Steven R. Frieman

Organizations

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

Tags

Communities of Interest

  • Biomedical
  • Cyber
  • Human Systems

DTIC Thesaurus Topics

  • Basic Training
  • Computer Programming
  • Corporations
  • Enlisted Personnel
  • Job Analysis
  • Judgment
  • Language
  • Linguistics
  • Materials
  • Military Research
  • Personnel Management
  • Psychology
  • Recruiting
  • Schools
  • Social Sciences
  • Students
  • Training

Fields of Study

  • Education

Readers

  • Computational Linguistics
  • Government Contracting/Procurement.
  • Psychometric Testing or Psychological Assessment.