Sales Training for Army Recruiter Success: Interviews with Excellent Recruiters
Final rept. Nov 1985-Apr 1986
ARMY RESEARCH INST FOR THE BEHAVIORAL AND SOCIAL SCIENCES ALEXANDRIA VA
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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.
- Personnel Management and Labor Relations