Chapter 2

Question 1

Operational costs

Answer 1

Various monetary requirements associated with the day-to-day of running a business

Question 2

High intensity interval training

Answer 2

An exercise training method defined by intervals of near-maximal intensity broken up by relatively short rest periods

Question 3

Adherence

Answer 3

Level of commitment to a behavior or plan of action

Question 4

Prospect

Answer 4

Individual who has been identified as a potential client

Question 5

Sales process

Answer 5

System for learning about the needs of a potential client to be able to identify and present a number of solutions for those needs

Question 6

Open-ended questions

Answer 6

Nondirective questions that can’t be answered with a simple yes or no, they require critical thinking to formulate a response

Question 7

Working the floor

Answer 7

Rapport building technique where fitness professionals walk around the gym fooor talking to members without overly presenting a sale

Question 8

Rapport

Answer 8

Relationship in which two people understand each other’s ideas, have respect for one another, and communicate well

Question 9

Forecasting

Answer 9

Business management technique that helps predict how much work is needed to meet a revenue goal

Question 10

Unique selling proposition

Answer 10

Highlighting unique skills or traits during a sales presentation that allow an individual to stand out from the competition

Question 11

Brand

Answer 11

Product or service identified by specific, unique characteristics

Question 12

SWOT analysis

Answer 12

Professional development technique that helps individuals identify their personal strengths and weaknesses, opportunities for growth, and potential threats to success

Question 13

Primary purpose of a professional certification

Answer 13

To ensure individuals can perform the tasks required by a specific job category

Question 14

Training under the table

Answer 14

Joining a gym to offer personal training directly to other members

Question 15

Prospect

Answer 15

An individual who has been identified as a potential client

Question 16

What is the most successful CPT adhering and flexible to?

Answer 16

Able to adapt to each client’s communication preferences and coaching needs

Question 17

How are buying decisions primarily driven?

Answer 17

Emotionally

Question 18

SWOT analysis:

Answer 18

Strength, Weaknesses, Opportunities for growth, Threat

Question 19

The four P’s of marketing

Answer 19

Product, price, promotion, and place