Sales Training for Army Recruiter Success: Sales Strategies and Skills Used by Excellent U. S. Army Recruiters
Final rept. Nov 1985-Apr 1986
ARMY RESEARCH INST FOR THE BEHAVIORAL AND SOCIAL SCIENCES ALEXANDRIA VA
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This report describes a program of research on the communication strategies and skills used by excellent Army recruiters. Information to be used to generate more effective sales training programs for recruiters was obtained. A linguistic modeling procedure was developed and used to identify these communications strategies and skills. Transcripts of interviews of recruiters in the field, as well as observations, were analyzed for communication patterns and the belief and rule components of communication strategies. Keywords Expert knowledge, Knowledge engineering, Linguistic analysis, Linguistic patterns, Neurolinguistics, Recruiting, Sales, Sales cycle, Sales skills, Sales strategies.
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