Ch. 2 - The Personal Training Profession

Question 1

born after the year 1997

Answer 1

Generation Z (post-Millennials)

Question 2

born between the years 1981 and 1996

Answer 2

Millennials

Question 3

born between the years 1965 and 1980

Answer 3

Generation X

Question 4

born between the years 1946 and 1964

Answer 4

Baby Boomers

Question 5

born between the years 1925 and 1945

Answer 5

Silent Generation

Question 6

Operational costs

Answer 6

The various monetary requirements associated with the day-to-day running of a business.

Question 7

High-intensity interval training (HIIT)

Answer 7

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

Question 8

Adherence

Answer 8

The level of commitment to a behavior or plan of action.

Question 9

What is the primary purpose of a professional certification?

Answer 9

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

Question 10

What does the phrase “training under the table” refer to?

Answer 10

Joining a gym to offer personal training directly to other members

Question 11

Master Instructor

Answer 11

Works directly with equipment companies or fitness education organizations to teach workshops that provide attendees with continuing education. This often requires formal education like a degree in an exercise-related field, as well as the participation in a formal selection process to become a trusted representative of a company.

Question 12

Where to find everything about job application, resumes, questions to ask, preparation, what to look for etc.

Answer 12

Chapter 2, lesson 2

Question 13

Prospect

Answer 13

An individual who has been identified as a potential client.`

Question 14

there are only two primary reasons why members and clients continue to return:

Answer 14

1. They have learned how to enjoy exercise and are experiencing the results they want.
2. The service they receive is highly enjoyable, and the facility provides a sense of community.

Question 15

the most successful Certified Personal Trainers are…

Answer 15

…the ones who can adapt accordingly to each individual’s communication preferences and coaching needs.

Question 16

the services that clients are actually paying for and expect include the following:

Answer 16

• Accountability. Many clients want to be held accountable for their exercise goals and prefer to be contacted, especially after missing a session. Fitness professionals should allow no more than 24 hours to pass before contacting a client after a missed session. This demonstrates a level of service that can help ensure the client adheres to the program.
• Support. Wearing exercise clothes or exercising in a public area can be intimidating for many people and hiring a Certified Personal Trainer can help certain individuals build confidence to exercise. Fitness professionals should always seek to create a positive environment where clients feel proper support and encouragement for pursuing their exercise goals.
• Feedback and guidance. One of the most important benefits of working with a fitness professional is receiving the proper instruction for the exercises required to reach specific goals as well as the guidance for how to follow and make progress in a long-term exercise program.
• Results. Clients want to know that their exercise program is producing the desired outcome. The most effective way to evaluate progress is by conducting various fitness assessments. Fitness assessments allow a fitness professional to have a specific, methodical, and consistent way to gather data about a client’s progress every few weeks.

Question 17

It is highly recommended that independent fitness professionals seek additional first aid certification on top of the

Answer 17

CPR and AED certification required of all Certified Personal Trainers.

Question 18

What must be purchased and maintained before working with clients individually?

Answer 18

Personal liability insurance

Question 19

Sales process

Answer 19

A 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 20

Open-ended questions

Answer 20

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

Question 21

Stages of the sales process:

Answer 21

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 (Gitomer, 2015)

Question 22

Working the floor

Answer 22

A rapport-building technique where fitness professionals walk around the gym floor talking to members without overtly presenting a sale.

Question 23

Rapport

Answer 23

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

Question 24

When working the floor, it is important to…

Answer 24

When working the floor, it is important to… get to know as many health club members as possible; however, it is equally important to not be too pushy or aggressive. This can be accomplished by keeping the atmosphere light and pleasant. The goal is simple: make a quick introduction, learn the name of the prospect, start building rapport, and then step away without mentioning anything related to sales. Then, as you have repeated interactions with the prospective client, fitness needs can be naturally uncovered, and solutions can be presented without ever having to “sell.”

Question 25

Forecasting

Answer 25

A business management technique that helps predict how much work is needed to meet a revenue goal.

Question 26

How are buying decisions primarily driven?

Answer 26

Emotionally

Question 27

Unique selling proposition (USP)

Answer 27

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

Question 28

Brand

Answer 28

A product or service identified by specific, unique characteristics.

Question 29

SWOT analysis

Answer 29

A professional development technique that helps individuals identify their personal Strengths and Weaknesses, Opportunities for growth, and potential Threats to success.

Question 30

The 4 Ps of Marketing

Answer 30

Communicating the benefits of using a PRODUCT

Identifying a competitive PRICE of the service

Determining how the service will be PROMOTED

Selecting the PLACE or method of distribution (Westwood, 2016)

Question 31

unique selling proposition (USP)

Answer 31

A set of specific skills or traits that are highlighted during a sales presentation

Question 32

At what rate does NASM award continuing education units?

Answer 32

0.1 per contact hour

Question 33

For Certified Personal Trainers working for a commercial facility, what is frequently a benefit of completing continuing education?

Answer 33

Earning a higher pay rate

Question 34

What is an important step after conducting an interview with a potential employer?

Answer 34

Sending a handwritten thank-you letter or an email

Question 35

What is the most effective way to learn more about a large health club company before an interview with a hiring manager?

Answer 35

Reviewing the company website and social media channels to learn about all the programs and services offered

Question 36

What percentage of adults experience low-back pain at least once in their lifetime?

Answer 36

80%

Question 37

Which component of evidence-based practice refers to a fitness professional’s accumulated education, experience, and practical skills?

Answer 37

Individual professional expertise

Question 38

Mac, an NASM-CPT, has been working as a personal trainer at a health club for almost 3 years. He has consistently received positive job evaluations, making him eligible for a promotion. What opportunity would be the most appropriate to pursue, given his experience?

Answer 38

General manager

Question 39

Jessica is looking to grow in her career as a personal trainer. Which employment option would offer her the best chance to provide mentorship to fitness professionals, use managerial skills, and respond directly to member needs when necessary?

Answer 39

Master instructor