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21 Cards in this Set
- Front
- Back
STEAM
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Standardized Territory Evaluation for Analysis and For Management
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STEAM REPORTS
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Population, History, Quality Totals
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PATE
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Production Analysis for training and evaluation
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ITRAMP
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Internet, Phones, Referrals, Advertising, Mail-Outs, PDC
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ERPMS
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Enlisted Recruiting Production Management System
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INSTRUCTION FOR NAVY RECRUITING
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1130.8J
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VOL 1
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RECRUITING OPS
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VOL 2
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BEERS
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VOL 3
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FORMS AND DOCS
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VOL 4
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Programs
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VOL 5
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DEP
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PARTS OF SMART
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ASAD, DEP STATUS BOARD, SOAR, MAP, GOAL RECAPS
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ERPMS
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Enlisted Recruiting Production Management System
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Purpose of ERPMS
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Gives us the tools to to find out the required activity to make goal
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Parts of ERPMS
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Pates, Planners, App Log
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Prospect Engagment Skills
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Discovery, Alignment, Positioning, Disctintion, Collaboration
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6 PHASES OF THE ROADMAP
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ENGAGE, ASSESs, CONNECT, REVEAL, WIN, MENTOR
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PSVP
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Prospect Specific Value Propostion
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HANDLING OBJECTION
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Open Ended, Closed ended, thorugh provoking, value focused
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OBJECTIONS
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APATHY - I DONT CARE
DOUBT - I DONT BELIVE CONFUSIOIN - I DONT UNDERSTAND OBSTACLE - I DONT LIKE |
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OVERCOMING OBJECTION
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RECONGINZE, RELATE, REALIZE, RESPOND, REINFORCE
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