Authors
Lawrence B Chonko
Publication date
1991
Publisher
US Army Research Institute for the Behavioral and Social Sciences
Description
During 1990 the US Army Research Institute for the Behavioral and Social Sciences (ARI) conducted research on Army recruiter on-the-job training (OJT) programs. This report is one of a series of three reports that document the research efforts. An analysis of US Army recruiter sales techniques and practices was conducted. The report presents information about recruiter selling techniques, effectiveness, and alternatives, and makes recommendations for improving selling effectiveness.
Total citations
Scholar articles