Analysis of Recruiter Refresher Training for the U.S. Navy
Knapp, Kathleen L.
Eitelberg, Mark J.
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This thesis analyzes the training continuum for Navy recruiters coming from the fleet. Specifically, the study examines the current training pipeline and the theories of how people learn, why they learn, and how they retain information. The study focuses on the uniqueness of recruiting assignments, recruiter training requirements, the 2011 recruiting environment, the Navy Recruiting Command organization, and the influence of incentives on recruiting performance. The training cycle for the main selling tool, Professional Selling Skills, is analyzed based on elements of learning, forgetting, and motivation. The purpose is to strengthen the training continuum and help mitigate potential recruiting difficulties in the years ahead. The primary sources of information are Navy Recruiting Command Instructions and basic learning and motivational theories. This study suggests ways to support the training continuum by ensuring that recruiters are provided with standardized and comprehensive training throughout their recruiting tour. Periodic refresher training would ultimately boost individual recruiter productivity as well as strengthen on-the-job training. In addition to reinforced training, new motivational factors and incentives can augment the training continuum. Recommendations are provided to improve the current training continuum with recruiting simulators and enhanced incentives.
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