Ch. 2: Professional Development

Question 1

A one- or -two-page outline that describes personal and professional attributes in a brief, concise manner is called a ____.

Answer 1

resumé

Question 2

What color of paper is recommended for a resumé?

Answer 2

white, ivory, pale blue, or pale gray

Question 3

Professional resumé writers recommend using a font that is what size?

Answer 3

10 to 11 point

Question 4

A necessary companion piece to the resumé that introduces you to the prospective employer is a ___ ___.

Answer 4

cover letter

Question 5

Which hairstyle would present a professional image at a job interview?

Answer 5

simply styled hair

Question 6

What is considered to be the least important factor in deciding whether to accept a position?

Answer 6

the size of the skin care center

Question 7

A common practice with new employees is completing a general ___ ___.

Answer 7

orientation program

Question 8

Developing relationships with individuals who can make contact with potential customers or employers is called ____.

Answer 8

networking

Question 9

Personal attention to the needs of the client is described as ___ ___.

Answer 9

customer service

Question 10

The most effective form of advertising is…

Answer 10

word-of-mouth

Question 11

An effective technique for building clientele is asking clients to ___ before they leave the skin care center.

Answer 11

rebook

Question 12

Recommending and providing the best products for client purchase is called ____.

Answer 12

retailing

Question 13

Successful estheticians effectively prescribe their services along with…

Answer 13

the appropriate skin care products for home care.

Question 14

The size of a product’s container, the aroma, or a specific ingredient of the product are its ___.

Answer 14

features

Question 15

What a product will do to enhance the appearance or improve the condition of the client’s skin are the product’s ____.

Answer 15

benefits

Question 16

Building on a sale by recommending a product that complements another product the client has already purchased is called _____.

Answer 16

cross-selling

Question 17

To determine the effectiveness of recommended products and home care, the esthetician should…

Answer 17

examine the client’s skin condition regularly.

Question 18

Which buyer motivation is often the easiest to recognize?

Answer 18

need

Question 19

Displaying a minimum of 2 products on the front edge of a display shelf creating easy access and high visibility of the products is called…

Answer 19

facing the product

Question 20

The practice of visiting competitors to compare their business practices to your own is called ___ ___.

Answer 20

comparison shopping

Question 21

involves filling out forms for employment before the interview process begins

Answer 21

application process

Question 22

arriving on time for an interview

Answer 22

punctuality

Question 23

the amount of money earned, insurance, paid sick or vacation time, and educational reimbursements

Answer 23

job benefits

Question 24

someone who commits to higher standards of performance and continually seeks to improve

Answer 24

professional

Question 25

type of buyer who puts up a struggle and enjoys debating with the salesperson

Answer 25

stubborn buyer

Question 26

an open-minded buyer that tends to take chances on new products without hesitation

Answer 26

ready buyer

Question 27

the "personality piece" that introduces you to your prospective employer

Answer 27

cover letter

Question 28

this buyer bases purchases more on personal reasons than facts

Answer 28

emotional buyer

Question 29

identifies where you want your career to be in five years

Answer 29

long-range goal

Question 30

the physical surroundings and emotional "vibe" from employees currently employed

Answer 30

work environment

Question 31

sincerity and honesty, enthusiasm and charisma, dependability and loyalty, good work ethics and punctuality, flexibility and team spirit, organization and efficiency

Answer 31

personal qualities

Question 32

the buyer wants to save money and concentrates more on price than quality

Answer 32

bargain buyer

Question 33

an opportunity to discuss your job performance with your manager at regular intervals

Answer 33

performance review

Question 34

____ help you focus and define what path your career will take.

Answer 34

Goals

Question 35

____ means creating an awareness of a product or service, usually striking an emotional chord.

Answer 35

Marketing

Question 36

Perhaps the most demanding challenge associated with the rapid growth of the skin care industry is the need to ___ ___.

Answer 36

stay informed

Question 37

Short-range goals identify where you would like your career to be in the next...

Answer 37

year

Question 38

Establishing a ___ goal involves making a commitment to yourself, discussing the obstacles you might encounter, and writing down your ___ goal.

Answer 38

long-range

Question 39

What type of hairstyle would present a professional image at an interview?

Answer 39

simply styled

Question 40

Good ___ ___ is essential for evaluating a client's reaction to a product and progression through a treatment?

Answer 40

record keeping

Question 41

What percentage of all purchases stem from impulse buying?

Answer 41

45-65%

Question 42

What type of sales promotion offers clients a free gift or service when they purchase a treatment or product at full price?

Answer 42

gift-with-purchase

Question 43

What sales promotion offers your existing clientele a discount if they refer a friend who actually comes in for a treatment?

Answer 43

referral programs

Question 44

An individual should maintain a current, thorough, error-free ___.

Answer 44

resumé

Question 45

What is the basis upon which you create a first impression?

Answer 45

personal appearance

Question 46

What is the foundation of good salesmanship?

Answer 46

self-confidence

Question 47

Combining a skin care center’s sales with a non-competitive business into a single campaign describes which type of sales promotion?

Answer 47

co-op

Question 48

Salaries, sales commission, and paid holidays are all examples of ___ ___.

Answer 48

job benefits

Question 49

A program to familiarize the new employee with the work habits and standards of the skin care center is called ___ ___.

Answer 49

general orientation

Question 50

What is probably the most effective way to build clientele?

Answer 50

word-of-mouth

Question 51

Characteristics or specific ingredients of skin care products are called ____.

Answer 51

features

Question 52

Which type of buyer wants to know all the facts about a product before buying it?

Answer 52

logical buyer