TEST 2

Question 1

Blueprint occurs in what section of “overlay”

Answer 1

Notes

Question 2

Examples of “next steps”

Answer 2

Meet influencer, get docs, OAR (testing)

Question 3

Purpose of overlay?

Answer 3

Reference, record, document, hit all steps, ensure commitment.

Question 4

4 Types of objection?

Answer 4

Confusion, doubt, apathy, obstacle

Question 5

Purpose of apathy statement?

Answer 5

Get commitment to move forward.

Question 6

Steps to handle objections?

Answer 6

recognize, relate, realize, respond

Question 7

Sales trends?

Answer 7

relationships and value

Question 8

3 words for each sale

Answer 8

what when how

Question 9

Sale starter

Answer 9

Genuine, not scripted

Question 10

3Ws in sales

Answer 10

Why, what, WIFM

Question 11

4 types of q’s

Answer 11

open,closed,thought,value

Question 12

Circumstance to consider navy?

Answer 12

pressure

Question 13

Value answers why navy?

Answer 13

unique value

Question 14

after discovering plans and pressures?

Answer 14

validate

Question 15

before confirming commitment do what?

Answer 15

recap

Question 16

goal of engage

Answer 16

build report, discover interest

Question 17

Blueprinting determines

Answer 17

mental, moral, physical

Question 18

Goal of assess?

Answer 18

build credibility, uncover pressures/plans

Question 19

Acronym to validate?

Answer 19

SWIBITY

Question 20

time for first impressions

Answer 20

7 sec

Question 21

SWIBITY in what phase?

Answer 21

assess

Question 22

Sympothy

Answer 22

fix probs

Question 23

Stages of VALOR

Answer 23

engage, assess, reveal, win

Question 24

7 Affinity groups?

Answer 24

B rand/rep
B enefits
E xperience
T raining
R esources
R elationships

Question 25

Source code COI

Answer 25

RI

Question 26

RAD (recruiter assistance device) direct mail?

Answer 26

Fullfilment

Question 27

RAD interest and response?

Answer 27

Leads generating

Question 28

RAD to close?

Answer 28

Sales closing

Question 29

RAD to promote awareness?

Answer 29

Awareness item

Question 30

Referral code?

Answer 30

RD

Question 31

FB Join?

Answer 31

SN (social network)

Question 32

Local lead?

Answer 32

RL

Question 33

National lead?

Answer 33

RN

Question 34

Not on a program authorization?

Answer 34

Religion

Question 35

The Step that escribes the Navy's opportunities exceeds others?

Answer 35

Reveal

Question 36

Travel/MWR/Overseas duty?

Answer 36

Experience

Question 37

Sales starter organized by 3 Ws

Answer 37

Why talking/what about/WIFM

Question 38

Interested in going to college?

Answer 38

Close ended

Question 39

Reason to consider navy

Answer 39

pressure

Question 40

Part of VALOR answers the why NAVY?

Answer 40

Win

Question 41

Plans discovred then what/

Answer 41

Validate

Question 42

Goal of engage phase?

Answer 42

build repore and learn about Navy opportunities

Question 43

Purpose of blueprint

Answer 43

mentaly and morally qualified

Question 44

Sales started guidline?

Answer 44

non-verbal qs

Question 45

1st step in valor?

Answer 45

ENGAGE

Question 46

Use what to validate?

Answer 46

SWIBITY

Question 47

Types of road blocks

Answer 47

Apathy, doubt, confusion, obstical

Question 48

Desired outcome to handle apathy?

Answer 48

Next step committment

Question 49

Doubt occurs in?

Answer 49

Reveal

Question 50

Obstacles come in what phase?

Answer 50

WIN

Question 51

What section of overlay is blueprint?

Answer 51

notes

Question 52

program authorizations cover which components

Answer 52

active/reserve

Question 53

Blueprint electronically?

Answer 53

Web R tools or sales force

Question 54

1 navy report?

Answer 54

Annual goal by region and command (NRD/NTAG

Question 55

Annual marketing plans

Answer 55

ORAMPS

Question 56

Every program residence published through AOR

Answer 56

True

Question 57

CO ORAMPS

Answer 57

quarterly

Question 58

OPR officer production review frequency?

Answer 58

weekly min

Question 59

Goaling review w/fy mission

Answer 59

CO quarterly