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

Abstract

This 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 the communications strategies and skills. Recruiters were observed and interviewed in their field environment. Transcripts of the interviews were analyzed for communication patterns, as well as 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. Communication; Communication skills; Communication strategies; Expert knowledge; Knowledge engineering; Linguistic analysis; Linguistic patterns; Modeling; Neuro-linguistics; 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
ADA195005

Entities

People

  • Sid Jacobson

Organizations

  • Battelle Memorial Institute

Tags

Communities of Interest

  • Biomedical
  • Human Systems

DTIC Thesaurus Topics

  • Air Force
  • Basic Training
  • Computers
  • Doctrine
  • Education
  • Employment
  • Engineering
  • Enlisted Personnel
  • Instructors
  • Language
  • Linguistics
  • Management Personnel
  • Personnel Management
  • Psychology
  • Social Sciences
  • Students
  • United States

Readers

  • Agent-Based Social Robotics and Mobile-Assisted Learning in Virtual Environments.
  • Industrial Economics
  • Military Leadership and Professional Education.