Accession Number : ADA192326


Title :   Sales Training for Army Recruiter Success: Interviews with Excellent Recruiters


Descriptive Note : Final rept. Nov 1985-Apr 1986


Corporate Author : ARMY RESEARCH INST FOR THE BEHAVIORAL AND SOCIAL SCIENCES ALEXANDRIA VA


Personal Author(s) : Frieman, Steven R


Full Text : https://apps.dtic.mil/dtic/tr/fulltext/u2/a192326.pdf


Report Date : Nov 1987


Pagination or Media Count : 596


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.


Descriptors :   *ARMY TRAINING , *RECRUITERS , COMMUNICATION AND RADIO SYSTEMS , INTERVIEWING , LINGUISTICS , MODELS , PATTERNS , RECORDS , SKILLS , STRATEGY


Subject Categories : Personnel Management and Labor Relations


Distribution Statement : APPROVED FOR PUBLIC RELEASE