Section 1: Chapter 2

Question 1

What Are The Three Stages of the Sales Process?

Answer 1

1. Identifying a Customer’s Needs
2. Communicating Solutions for Their Needs
3. Making the Sale by Asking for a Financial Commitment to Solving Their Needs.

Question 2

How Can You Identify Prospects?

Answer 2

1. Asking for Referrals From Existing Clients
2. Working the floor to meet as many facility members as possible and building rapport
3. Obtaining warm leads provided by the member and/or sales department
4. Answering inquiries from social media and other marketing streams

Question 3

Rapport

Answer 3

Rapport represents the building of a relationship based on open communication and trust. Building rapport with clients requires the ability to communication with honest and make friendly, personal connections.

Question 4

Unique Selling Proposition

Answer 4

A USP coul be traits or skills that allow one fitness professional to stand out from others by featuring serbics that are unique or different. A set of speicifc skills or traits that are highlighted during a sales presentation.

Question 5

SWOT Analysis

Answer 5

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

Question 6

Four P’s of Marketing

Answer 6

1. Communicating the benefits of using a product
2. Identifying a competitive price of the service
3. Determining how the service will be promoted
4. Selecting the Place or method of distribution

Question 7

What is required to renew the NASM personal training credential?

Answer 7

a total of 2.0 CEUs is required to renew the NASM personal training credential every 2 years: 1.9 CEU’s from continuing education efforts and 0.1 CEU from a renewing a CPR/AED certification. NASM awards continuing education credits at the rate of 0.1 per contact hour of training. The two most popular methods of earning CEUs are by attending live events, such as workshops or conferences or trade shows or by completing online education courses. College coursea nd industry contributions may also be considered. Experience fitness professionals can convert their industry contributions into CEUs such as writing articles, creating content for fitness education programs, speaking at conferences, and presenting webinar.