Mod 4

Question 1

What are the contract requirement to be awarded a gold reef?

Answer 1

4 contracts in 3 months or 3 upper mental group contracts in 3 months.

Question 2

What Qualification must be completed to be able to wear a gold Reef?

Answer 2

Advanced Recruiter qualification.

Question 3

Is there a time on board requirement for Rcap?

Answer 3

No.

Question 4

How many times can you be capped while on recruiting duty?

Answer 4

1

Question 5

What is the Goal of DEP?

Answer 5

To reduce attrition and provide quality referrals.

Question 6

How man times must you call a future sailor in Dep?

Answer 6

3 times a month.

Question 7

How many times must you have a face to face meeting with a future sailor?

Answer 7

2 times face to face. 1 DEP meeting and 1 mentoring.

Question 8

What is the purpose of the 72 hour indoc?

Answer 8

To eliminate buyers remorse.

Question 9

How long do you have to conduct a turnover with a transferring recruiter?

Answer 9

With in 30 Day of transfer.

Question 10

Define Mentoring contact?

Answer 10

To continue the mentor relationship that started at the 72 hour indoc.

Question 11

What are the components of the training jacket?

Answer 11

1. Formal and informal training
2. Remedial training
3. OJT
4. PQS
5. Monthly graded sales board

Question 12

What is Points used for?

Answer 12

Level of readyness before conducting a home visit.

Question 13

What are the 6 parts of points?

Answer 13

1. Purpose
2. outcomes
3. intelligence
4. needs
5. teams
6. strategy

Question 14

What is the “Purpose” in Points?

Answer 14

Why are we meeting with this individual?

Question 15

What is the “Outcomes” in Points?

Answer 15

What do we hope to accomplish in this?

Question 16

What is the “Intelligence” in Points?

Answer 16

How much do we know about this individual?

Question 17

What is the “Needs” in Points?

Answer 17

What does the individual need ( you want ) from the navy?

Question 18

What is the “Teams” in Points?

Answer 18

Who is participating in this meeting (Navy team and Individual’s team)?

Question 19

What is the “Strategy” in Points?

Answer 19

What is the strategy to ensure a successful meeting?

Question 20

0-6 points

Answer 20

not ready for meeting.

Question 21

7-10 points

Answer 21

partially ready for meeting.

Question 22

11-12 points

Answer 22

ready/prepared for meeting.

Question 23

What are the 4 parts for Valor Coaching?

Answer 23

1. Engage and Focus
2. Clarify and Validate
3. Assess and Connect
4. Action and Fallow-up

Question 24

Describe Engage and Focus.

Answer 24

Creating a coaching environment where the individual will engage effectively and focus on sales priorities.

Question 25

Describe Clarify and validate.

Answer 25

Moving the individual from the vague to the specific by using discovering questions to clarify and validate assumptions and conclusions.

Question 26

Describe Assess and connect

Answer 26

Evaluation the situations with the Individuals by assessing ideas, priorities, options and resources then connecting them into strategies.

Question 27

Describe Action and Fallow-Up

Answer 27

Gaining concurrences on specific next steps, resulting in action plans and fallow-up with the individuals to review and measure execution.

Question 28

The “What” of Valor.

Answer 28

Roadmap.

Question 29

The “How” of Valor.

Answer 29

Pes.

Question 30

The “Who” of Valor.

Answer 30

Whiteboard.

Question 31

The “When” of Valor.

Answer 31

Points.

Question 32

The “Why” of Valor.

Answer 32

PSVP.

Question 33

What is the required % of future sailors for a DEP meeting?

Answer 33

80 %