What does PATE stand for?
Production Analysis Training & Evaluation
What does F.O.R.M stand for?
- Mutual Acquaintance
What is F.O.R.M. used for?
Sales conversation starter
I can appreciate....(). Since I already have you here, do you mind if I ask you a couple of questions, that way if I can't help you now, maybe I can help you in the future?
Sales assistance card statement
These cards represent the top 10 reasons why people like you choose to join the Navy, and people like me choose to stay in the Navy. What I would like you to do is look at these cards and pick one that best describes what you're looking for.
What is a Pressure?
A stress that caused someone to do something.
What circumstance is causing the prospect to consider the Navy?
What is a Plan?
Something he/she is trying to do to change his/her situation or circumstance
What is selling about?
Creating values and relationships
What are the 7 steps of the PSVP?
- Unique value
What are the 4 types of discovery questions?
- Thought provoking
- Value focus
What are Wants?
Something you would like to have
What are Needs?
Something you need to have. A desire to improve or accomplish something
What is Decision Criteria?
Something important to you that drives your choices
What are the 4 types of objections and examples?
- Apathy - I don't care
- Doubt - I don't believe
- Confusion - I don't understand
- Obstacle - I don't like
What are the 4 parts of PATE?
- Prospecting Generated
- Prospecting Summary
- Prospecting Plan Guidance
- Other Activity
What are reasons to go to a High School?
- Generate referrals
- Produce quality contracts
- Increase Navy awareness
How far back is your PATE kept?
Current + 24 months
What are the Navy Opportunities?
- Brand and reputation
What does DPR stand for?
Daily Production Review
How often should DPR be conducted?
Mimimum once per day
What does L.E.A.D.S. stand for?
Local Effective Accession Delivery System
What does CIRIMS stand for?
Command Integrated Recruiting Information Management Support System
System is retired and incorporated into the PRIDE Mod
When is a Production Inspection held?
After 2 months of missed goals. R-Ops may grant a one-time waiver
Who conducts a Production Inspection?
R-Ops and ACR
What are the volumes of the CRUITMAN?
- 1. Recruiting operations
- 2. Eligibility requirements
- 3. Forms and documents
- 4. Programs and classification
- 5. DEP
What are the modes of training?
What goes in the Training Jacket?
- Formal/informal training
- Remedial training
- Graded sales lab (one with LPO every month)
How often is a QNE contacted?
At least once per month for 6 months, then record is returned from working tickler to correct market segment
When is a Recruiter Evaluation Board conducted and with whom?
After 2 failed recruiter boards
With the XO
Basic Recruiter PQS requirement?
If failed, 45 days extra
Advanced Recruiter PQS requirement?
If failed, 90 days extra
When is a Recruiter Development Board held and with whom?
on 3rd month of production.
XO, CMC, CR, ACR, Trainer, R-ops
What are the 4 R's when addressing prospect objections?
- Recognize - determine type of issue by actively listening
- Relate - empathize and restate what you heard
- Realize - discover source of issue by asking open and closed discovery questions
- Respond - address the issue by aligning relevant Navy opportunities with the issue
What are the What, How, and Why of VALOR?
- What - recruiting roadmap
- How - prospect engagement skills
- Why - PSVP
What does PSVP stand for?
Prospect-Specific Value Proposition
What is PSVP?
It's a personal, unique, and specific communication focusing on the Prospect's circumstances and then ties the value of the Navy to the Prospect's wants and needs.
Builds a case for "Why Navy?"
What are the 7 steps of PSVP?
- Prospect's Pressures
- Prospect's Plans
- Prospect's Problems
- Navy's Opportunities
- Navy's Advantages
- Navy's References
- Navy's Unique Value
PSVP is the ____ of VALOR
Prospect engagement skills are the ___ of VALOR
Recruiting roadmap is the ___ of VALOR
What are the 6 parts of the Recruiting Roadmap?
Every ACR Wants More
- Engage the prospect
- Access the prospect's potential
- Connect the opportunities for the prospect
- Reveal the value of the Navy
- Win the commitment
- Mentor (DEP)
What does P.O.I.N.T.S. stand for?
How long do you keep the AppLog and Planner history?
Current month + 12 months
What does RPMS stand for?
Recruiter Production Management System
What does RPMS consist of?
What are the DEP status board colors?
- Black - Non NSW/NSO Work Force males
- Blue - Non NSW/NSO 11s males
- Red - Non-NSW/NSO Females
- Green - All NSW/NSO
What is a SOAR binder?
School Of Area Responsibility binder.
Combination of zip codes and high schools comprise a SOAR
What's in the High School Folder?
Current + 2 years market identification started by June 1st
What are the colors of the territorial map stars?
- Red - NRS
- Red with R - Reserve center
- Blue - High school
- Green - 2 year college
- Silver - VoTech school
- Gold - 4 year college
What 6 parts does SMART consist of?
- Territorial map
- DOD ASAD
- Goal recap
- DEP status board
- High school folders
- SOAR binder
What does DOD ASAD stand for?
Department of Defense All Service Accession Data
What does SMART stand for?
Station Market Analysis and Review Technique
What 4 reports does STEAM consist of?
- History - contracts per zip code
- Quality - mental groups
- Population - demographics in area
- Totals - market totals
What does STEAM stand for?
Standardized Territory Evaluation and Analysis for Management
When should Planners be updated?
Last working day of the prior week
What do you first click on in Web STEAM?
When are the 4 reports of STEAM updated?
When should you print the 4 reports from Web STEAM?
Beginning of the month (within the 1st week....print date is at the bottom)
What 2 links show in Web STEAM when you click on Pivot Tables?
- GNC - Gross New Contract (working link)
- ACC - Accession
What is SMART used for?
Used to identify where quality market can be found and where target market centers are located
What is STEAM used for?
Tool used to ensure each NRS has a fair share of the market and goals are fairly assigned based on the market available
How long do you keep an Attrite's DEP record?
Where can you get total # of 11s males?
Totals report (Web STEAM)
What are the 4 parts on top of DEP board?
- School Year To Date Will Grad Target (SYTD WG Target)
- School Year To Date Will Grad Attained (SYTD WG Attained)
- DEP Accessions
- Total in DEP
When is LEADS overdue?
At 30 day mark
Recruiters will be out of the office from time ___ until ___ each day?
1000 until 1400
How many seniors are in an A, B, and C school?
- A - 150 and above
- B - 50-149
- C - 49 and below
When can you penetrate a B or C school?
When the station has made goal
Working ticklers shall have no more than how many records on a single day?
What are the 3 markets the Navy has?
What does a Primary market consist of?
17-21 years old. Applicant is in high school or has finished high school and is attending an accredited post-secondary school
What does the Workforce market consist of?
17-39 years old. Population not attending school
What does Secondary market consist of?
22-39 years old. Population that is not in high school
What 11 tabs are there on an applicant's record in Rtools?
- 1 Screen
- Prior Service
- Feedback (LEADS)
What are the 8 market segments in Rtools?
- In Service
- Prior Service
How soon should a LEAD be contacted within?
Who makes the first contact with a LEAD within 24 hours?
What modes of prospecting should be used to contact a LEAD?
All of them
What can you click on in Rtools to check for new LEADs?
"Incomplete" and "No market status"
How long should a LEAD be maintained in a working tickler?
4 months, until contracted or when disposition renders the LEAD non-workable, whichever comes first (final disposition)
How long after high school graduation are applicant records maintained in Rtools?
Why is Blueprinting done?
To reduce number of unqualified interviews from appointments set
When are evals due?
- E-9 (Apr 15)
- E-7/8 (Sep 15)
- E-6 (Nov 15)
- E-5 (Mar 15)
- E-4 (Jun 15)
- E-1/2/3 (Jul 15)
What does VALOR stand for?
What are the 4 steps in VALOR?
What are the 5 prospect engagement skills?
When does the Feedback tab need to be completed?
Within 30 days
When does a Global Records Change have to be conducted before?
September 1st every year
What 3 things need to be checked every day in Rtools?
- No market status = 0
- Marked for DPR
When should an LPO check the No Market Status in Rtools?
When should the LPO check the Marked For DPR in Rtools?
Will "No Market Status" show in Count Records Totals?
When should records in the School Market Segment be converted to the Work Force Market Segment?
As soon as possible after graduation and no later than September 1, each year
How can a user be added or deleted?
Through a Footprints Trouble Ticket with SYSAD
What 2 parts does ASAD contain?
- Accessions (ACC)
- Gross New Contracts (GNC)
What is the purpose of rapport?
To get the customer to listen and to like you
What is listening?
What is hearing?
What is a person's plan?
What does WIBITY stand for?
Would It Be Important To You?....
What is source code RP?
What is source code RI?
What is source code RC?
School counselor referral
What is source code RS?
Other Service Referral
What is source code PN?
What is source code RL?
What is source code OA?
What is source code MO?
What is source code WI?
What is source code PH?
What is source code PD?
Personally Developed Contact
What is source code SN?
What is source code RD?
What is source code RZ?
What is source code HS?
High School list
What is source code SS?
Selective Service registration list
What is source code RT?
Rtools Name List
What is source code RA?
What is source code AS?
What is source code RN?
What is empathy?
The ability to perceive what other people are feeling, and the ability to relate with them in their own frame of reference
What is drive?
Motivational force that makes goal attainment important
What do you need in order to be a good listener?
What is the purpose of prospecting?
To get face to face with someone who appears to be eligible
There shall never be a day without what?
Prospecting or selling
What does NCO stand for?
New Contract Objective
What does RAF stand for?
Recruiter Assignment Factor
What does RAD stand for?
Recruiter Assistant Devices
What is a Fulfillment RAD for?
Used to mail out and not for leaving at schools and other locations
What is a Lead Generating RAD for?
Left at privately owned businesses to generate leads
What is an Awareness Item RAD for?
Promotes awareness in community
What is a Transition Item RAD for?
Given to Future Sailors in preparation for going to MEPS
What is a Sales Closing RAD for?
Provides useful info in closing a sale to a Future Sailor
What does VEGA stand for?
Voice, Eye Contact, Gestures, Attitude
What are the 3 parts to shaping attitude?
Belief, emphasis, sincerity
What does RQAT stand for?
Recruiter Quality Assurance Team
What series is COMNAVCRUITCOMINST?
How long is a MEPS physical good for?
What are the Core Competencies of Naval leadership?
- Mission accomplishment
- Leading people
- Working with people
- Resource stewardship
- Leading change
How many days can a record be in an Rtools working tickler?
What is an SF91 Form used for?
What types of DARs are there?
- DEP discharge (probable)
- DEP discharge (definite)
- Courtesy ship
- Change in DEP status
If an ASVAB score is still current (under 2 years), but was taken in school in 9th or 10th grade, can it be used to DEP-in?
11th and 12th grade are the only grades that count as an official score
What are the 4 tabs under Global Records Change?
- Delete records
- Change Ed code to
- Change Grad Year to
- Change Market Status to
What does PRIDE Mod II stand for?
Personalized Recruiting for Immediate and Delayed Enlistment Modernization (Second generation)
How many days out is the current working tickler?
What is used to load correct % of 11S/12L/Male/Female in recruiter working ticklers?
Enlisted mission requirements on goaling letter
When is the Global records change for high school lists normally conducted?
June 15 is normally the earliest the change can be started
When the Global records change for high school lists is conducted, what else can be accomplished?
Transferring of college junior records to the Officer recruiter
How often should a LEAD be contacted?
- 3 times per day (first week)
- 1 time per day (second week)
- 1 time per month (until 4 month mark)
What does MAO stand for and what is their responsibility?
Marketing Advertising Officer
-Responsible for driving LEADS
How much money can be spent on a Navy Advertising Event, and with whose approval?
-Up to $1500 requires MAO approval
-$1501-$4999 requires CO approval
When does the Will Grad target reset?
What is the ratio used for the Will Grad Target?
How long after consumption of 1 beer is a person allowed to operate a government vehicle?
What is the most important part of RPMS?
No planner = cardiac arrest in recruiting
What should be brought to DPR?
Every Thing U Touch
When should DEP meetings be conducted by?
The 50% gate
When should the station strive to make goal by?
LPO preference...…..50% or 75% gate
What is a good way to develop a prospecting plan for a new recruiter?
- Advertising (LEADS)
- Mail Outs
- Social Networking
What is the purpose of a DEP audit?
To identify any attrition that may be lingering in the DEP pool
Where can you download a START guide from?
For an I-551 cardholder, what is the DEP kit name built off of?
Built off of how the name appears on the I-551 card, vice on the social
What is the purpose of DPR?
To review production in order to develop an effective prospecting plan
Where can the DEP status board be verified?
What is the NRD Miami exam study policy?
E5/E6 candidates shall be permitted 1 study day per week for 8 consecutive weeks, or equivalent, commencing the first week in January for the March exam and first week in July for the September exam.
E7 candidates shall be authorized 1 study day per week for 8 consecutive weeks, or equivalent, commencing in October for the January exam, so as to not interfere with the holiday leave period
What are the CNRC Commander's Philosophy principles?
- Leadership by example
- Hard work and Initiative
When is a station's market "identified"?
When WebSTEAM totals are +/- 85 of high school seniors
What are the CNRC recruiting basics?
- Customer service
- Sharp skills
- Time management
What are the CNRC Commander's Intent bullets?
- Method (Mission oriented, people focused, ready now and in the future, lead by example)
- End State
What are the 4 phases of leadership?
- Informing phase
- Storming phase
- Conforming phase
- Performing phase
What are the 3 types of sales?
- The "Why" sale
- The "Inspirational" Sale
- The "Personal Interest" Sale
What does F.I.N.I.S.H. stand for?
- F- Find someone to educate on the Navy
- I- Inform about Navy benefits
- N- Next step. Propose next step to someone
- I-Interview someone new every day
- S- Sell. Use VALOR
- H- Help (Mentor)
What tests are administered at MEPS?
- 1. Typing
- 2. OPI - Oral Proficiency Interview
- 3. DLAB - Defense Language Aptitude Battery
- 4. DLPT - Defense Language Proficiency Test
- 5. NAPT - Navy Advanced Placement Test
- 6. ASVAB - Armed Services Vocational Aptitude Battery
What is passing score on the DLAB?
100 or higher
What is passing score on NAPT?
55 or higher
What is minimum WPM for LN rating on typing test?
Where is it annotated on 1966 form that a person has taken the DLAB/DLPT, typing, or NAPT test and their score?
Section 6 Remarks
Is the ASTB test for officer accession administered at MEPS?
What are some types of known activity on a planner?
- Study time
- Family plans
- 72 hour indocs
What 3 things must you have to build a prospecting plan?
- 1. Goaling letter
- 2. PATE
- 3. Planner
What do you do as the LPO if recruiter misses activity?
- 1. Talk about it
- 2. OJT
- 3. Follow up training
What is the preferred Appointments/Interviews percentage on a recruiter's planner for M/T/W?
- M - 40%
- T - 40%
- W - 20%
- T - Carry over missed activity
What is Category 1 ASVAB category?
93 or higher
What is Category 2 ASVAB category?
What is Category 3A ASVAB category?
What is Category 3B ASVAB category?
What is Category 4 ASVAB category?
30 and below
What is the circle of RPMS?
- Planner feeds the Applog
- Applog feeds the PATE
- PATE feeds the Planner
What can you do as the LPO if your station has multiple recruiters and minimal gov vehicles?
- Check nearby station for a loaner
- Check HQ for a loaner
Why is Basic Recruiter qualification so important for a new recruiter?
Special Duty Assignment Pay (SDAP)
What is the purpose of a school folder?
Shows what tier school it is, gives milestones, population, etc. Used to achieve milestones and aid in recruiter turnover
What are some things that could cause WebSteam totals to be off?
- 1. Market status not correct
- 2. High number of opt-outs
- 3. School/zip code may not belong to correct station
- 4. Private schools not required to give lists
How do you check identification of workforce market?
Total number of 12th grade Seniors x 4
How do you prospect for NSW/NSO?
- Category 1 & 2 on ASAD
- AFQT=50 or higher in Rtools
- Shark Attack form for Dep personnel
- Give presentations in weight lifting classes and such
- Check the ASAD for zip codes that Marines are putting in uppers
How do you prospect for NUCs?
- Category 1 & 2 on ASAD
- "NF potential" in Rtools
- AFQT=65 or higher in Rtools
- Solicit referrals from other NUCs in DEP
- Give presentations in STEM classes
- Check with Officer recruiter or NROTC coordinator for applicants that were highly qualified but not accepted
Who is the CNRC Admiral?
Who is the CO?
Who is the XO?
Who is the CMC?
Who is the CR?
Who is the ACR?
Who is the Command SAPR?
Who is the Command Security Manager?
Who is the Command Safety Officer?
Who is the Command DAPA?
Who is the PAO?
Who is the CMEO?
What does RCAP stand for?
Recruiting Command Advancement Program
What is the RCAP instruction?
What is a 5305 Form?
Referral Recognition Program
What is DD Form 368?
Request for Conditional Release
What is DD Form 369?
Police Record Check
What is DD Form 370?
Request for Reference
What is DD Form 372?
Request for Verification of Birth
What is DD Form 1966/1?
Application For Enlistment
What is DD Form 2807-2?
Medical Prescreen Of Medical History Report
What is USMEPCOM Form 680-3A-E?
Request For Examination
What is NAVCRUIT 1130/104 Form?
United States Navy Tattoo Screening Certificate
What is NAVCRUIT 1130/120 Form?
United States Navy Aberrant Behavior Screening Certificate
What is NAVCRUIT 1133/39 Form?
Waiver Briefing Sheet
What is NAVCRUIT 1133/51 Form?
Request for Evaluation of Education Credentials, and Foreign Education
What is NAVCRUIT 1133/78 Form?
Waivers Handwritten Statement
What is NAVCRUIT 1133/85 Form?
DEP Action Request (DAR)/Potential DEP Problem
What is NAVCRUIT 1133/100 Form?
Recruiter Enlistment-Reenlistment Check-off Sheet
What is OPNAV 5350/1 Form?
Drug and Alcohol Abuse Statement of Understanding
What is BUPERSINST 1001.40B?
What are the steps if in a Government Vehicle Accident?
- 1. Ensure nobody is injured
- 2. Call to report the accident to authorities
- 3. Contact the CDO
- 4. Don't admit fault for accident
- 5. Fill out SF91 Accident Report Form
- 6. Contact Chain of Command
What is the DPEP program?
Provides for the enlistment of applicants with civilian acquired training, education, or significant work experience into paygrades E3-E6
What is included in the DEP Tool Kit?
Step by step procedures for 14 different DEP meetings
When does an applicant need to take a confirmation ASVAB?
When the applicant scores at least 20 points higher on a re-ASVAB
What information does the DOD ASAD contain?
Indicates where the new contracts and accessions are being written, all the way down to the zip code and by which branch of service
It can help with determining what zip codes to assign to recruiters ensuring fair market share and determines the propensity to enlist
Who is the Command Career Counselor?
What is the minimum ASVAB score to take the NAPT?
What website can RADs be ordered on?
How many types of RAD orders are there?
Quarterly and Special
What is Brilliant on the Basics?
- Assign a mentor
- Leadership/CDB Boards
When does urinalysis have to be completed by when checking into recruiting?
When should a new recruiter be assigned a mentor?
Within 30 days of check in
When should a new recruiter be scheduled to attend command INDOC?
Within 30 days of check in
When are CDBs performed?
- Reporting to command
- 24 months at command
- CWAY reenlistment purposes
- Failed advancement exam
When is STEAM updated?
Daily, Monthly, Quarerly, and Annually
Only need to update NAVCRUITDIST specific data (territory realignments, goals, personnel changes)
What is the job of the LPO?
Manage, Maintain, and Motivate recruiters and Future Sailors
What is A-cell market share?
High school grad with 50 or above AFQT
What does the November MPG specify to load the working tickler to?
Which 2 months are best months to prospect for NATs?
December and May
What day should attrition be identified by?
How long after DEP in should a 5305 referral form be submitted?
Within 24 hours
How long can an Rtools record be inactive before purging?
How many processing days are there for this month (November)?
When is mission day this month (November)?
When are LPO execs completed for a Future Sailor?
30 day, 7 day, 24 hour
What is the purpose of the DEP program?
- Maintain future Sailors motivation
- Mentally and physically prepare future Sailors for recruit training with the objective of reducing attrition
- Consistently screen future Sailors to ensure they continue to meet enlistment criteria which may affect their ability or eligibility to ship
- Encourage future Sailors to provide quality referrals
Where does the District get the True Goal from?
Where does the Actual Goal come from?
Subgoals - known attrition
What does ATB stand for?
Authority To Buy
For minors, would be their parents/guardians