NORU EXAM QUESTIONS WITH
CORRECT ANSWERS
What are the 6 categories of Navy opportunity - verified answers; BBETRR (Brand and Reputation,
Benefits, Experiences, Training, Relationships, Resources
Which Navy opportunity is defined as how the Navy provides benefits and services during and after
your service - verified answers; Benefits
What part of the sale describes specific navy Opportunities exceed options that the Prospect is
considering - verified answers; Advantage
What are the 4 phases of the Valor sales process - verified answers; Engage, Asses, Reveal, Win
What are the 3 key words used to understand each sales phase - verified answers; What, Why, How
What are the 4 types of discovery questions - verified answers; Open ended, close ended, value
focused, thought provoking
T or F: Valor sales process takes an applicant from a recruit to a sailor. - verified answers; TRUE
What are current sale trends focused on - verified answers; Creating value and relationships
How do we engage with a prospect - verified answers; FORM
T or F: Blueprinting the prospect helps determine if they are mentally, physically, and morally
qualified. - verified answers; TRUE
,T or F: The goal of the sales starter is to have a conversation and not sound scripted. - verified
answers; TRUE
T or F: Recruiter should not be aware of non-verbal cues at all times - verified answers; FALSE
Discovery questions help uncover what 3 things - verified answers; Wants, needs, decision criteria
What type of discovery questions require a specific or limited response and discussion - verified
answers; Close ended
What type of discovery questions discover what the prospect values most - verified answers; Open
ended and thought provoking
T or F: The best win for a 17yo applicant is to gain commitment to move forward and meet with
parents. - verified answers; TRUE
What are the 4 prospect objections - verified answers; Apathy, confusion, objection and doubt
Which objection is "I don't understand" - verified answers; confusion
Which objection is "I don't care" - verified answers; Apathy
What is the process to handling objections - verified answers; The 4 R's (Recognize, Relate, Realize,
Respond)
During which part of the 4R's do you discover the source of the issue by asking open and closed
discovery questions - verified answers; Realize
During which phase of the valor sales process will doubt typically appear - verified answers; Reveal
phase
,What is the response to an applicant's doubt - verified answers; Show them proof in black and white
What is the definition of obstacles - verified answers; An objection that cannot be fixed
What are the 4 parts of the valor interview overlay - verified answers; Notes, plans and pressures,
Unique Value Plan, and NO's and NA's
What is the Valor interview overlay - verified answers; a tool that recruiters can use to take notes and
help them structure a sales call.
What is the top left portion of the interview overlay - verified answers; Notes
Another term for the Notes section can be - verified answers; Engage
What is the prospect's pressure - verified answers; The pressure is what is preventing the prospect
from achieving their plan/goal
What is the prospect's plans - verified answers; What is important to the prospect
Before moving from pressures and plans, the recruiter must what - verified answers; Validate what
they think they heard the prospect's pressures and plans are.
What is the acronym with use for validate - verified answers; SWIBITY (2,1,3)
Which part of the Valor interview overlay is emotional realization that the prospect wants the Navy -
verified answers; The unique value plan
What is the goal of operational stress control - verified answers; Go to green
What color is ill - verified answers; Red
, What is the purpose of rapport - verified answers; To get the customer listening and liking you
In order to become a good listener, you must develop you - verified answers; Self-discipline
Acronym ACT stands for - verified answers; Ask, Care, Treat
The ability to perceive what other people are feeling and to relate to them in their frame of reference
is - verified answers; Empathy
What color is Reacting in Operational Stress Control - verified answers; Yellow
What color is injured in Operational Stress Control - verified answers; Orange
What is the definition of Navy Opportunities - verified answers; How the Navy enables the prospect to
solve their pressures and achieve their plans.
What is the definition of the navy's Advantages - verified answers; How specific the Navy's
opportunities exceed the options the prospect is considering
What acronym does VALOR stand for - verified answers; Value Oriented Recruiting
How long does it take to make a first impression - verified answers; 7 seconds
What is discovery - verified answers; A natural process recruiters use when they meet people and
want to know more about them.
What method gets a prospect to express a plan or pressure - verified answers; FORM
CORRECT ANSWERS
What are the 6 categories of Navy opportunity - verified answers; BBETRR (Brand and Reputation,
Benefits, Experiences, Training, Relationships, Resources
Which Navy opportunity is defined as how the Navy provides benefits and services during and after
your service - verified answers; Benefits
What part of the sale describes specific navy Opportunities exceed options that the Prospect is
considering - verified answers; Advantage
What are the 4 phases of the Valor sales process - verified answers; Engage, Asses, Reveal, Win
What are the 3 key words used to understand each sales phase - verified answers; What, Why, How
What are the 4 types of discovery questions - verified answers; Open ended, close ended, value
focused, thought provoking
T or F: Valor sales process takes an applicant from a recruit to a sailor. - verified answers; TRUE
What are current sale trends focused on - verified answers; Creating value and relationships
How do we engage with a prospect - verified answers; FORM
T or F: Blueprinting the prospect helps determine if they are mentally, physically, and morally
qualified. - verified answers; TRUE
,T or F: The goal of the sales starter is to have a conversation and not sound scripted. - verified
answers; TRUE
T or F: Recruiter should not be aware of non-verbal cues at all times - verified answers; FALSE
Discovery questions help uncover what 3 things - verified answers; Wants, needs, decision criteria
What type of discovery questions require a specific or limited response and discussion - verified
answers; Close ended
What type of discovery questions discover what the prospect values most - verified answers; Open
ended and thought provoking
T or F: The best win for a 17yo applicant is to gain commitment to move forward and meet with
parents. - verified answers; TRUE
What are the 4 prospect objections - verified answers; Apathy, confusion, objection and doubt
Which objection is "I don't understand" - verified answers; confusion
Which objection is "I don't care" - verified answers; Apathy
What is the process to handling objections - verified answers; The 4 R's (Recognize, Relate, Realize,
Respond)
During which part of the 4R's do you discover the source of the issue by asking open and closed
discovery questions - verified answers; Realize
During which phase of the valor sales process will doubt typically appear - verified answers; Reveal
phase
,What is the response to an applicant's doubt - verified answers; Show them proof in black and white
What is the definition of obstacles - verified answers; An objection that cannot be fixed
What are the 4 parts of the valor interview overlay - verified answers; Notes, plans and pressures,
Unique Value Plan, and NO's and NA's
What is the Valor interview overlay - verified answers; a tool that recruiters can use to take notes and
help them structure a sales call.
What is the top left portion of the interview overlay - verified answers; Notes
Another term for the Notes section can be - verified answers; Engage
What is the prospect's pressure - verified answers; The pressure is what is preventing the prospect
from achieving their plan/goal
What is the prospect's plans - verified answers; What is important to the prospect
Before moving from pressures and plans, the recruiter must what - verified answers; Validate what
they think they heard the prospect's pressures and plans are.
What is the acronym with use for validate - verified answers; SWIBITY (2,1,3)
Which part of the Valor interview overlay is emotional realization that the prospect wants the Navy -
verified answers; The unique value plan
What is the goal of operational stress control - verified answers; Go to green
What color is ill - verified answers; Red
, What is the purpose of rapport - verified answers; To get the customer listening and liking you
In order to become a good listener, you must develop you - verified answers; Self-discipline
Acronym ACT stands for - verified answers; Ask, Care, Treat
The ability to perceive what other people are feeling and to relate to them in their frame of reference
is - verified answers; Empathy
What color is Reacting in Operational Stress Control - verified answers; Yellow
What color is injured in Operational Stress Control - verified answers; Orange
What is the definition of Navy Opportunities - verified answers; How the Navy enables the prospect to
solve their pressures and achieve their plans.
What is the definition of the navy's Advantages - verified answers; How specific the Navy's
opportunities exceed the options the prospect is considering
What acronym does VALOR stand for - verified answers; Value Oriented Recruiting
How long does it take to make a first impression - verified answers; 7 seconds
What is discovery - verified answers; A natural process recruiters use when they meet people and
want to know more about them.
What method gets a prospect to express a plan or pressure - verified answers; FORM
