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Chapter 18: Business Fundamentals > Chapter 18 > Flashcards

Chapter 18 Flashcards

1
Q

dissociation - from unpleasant sensations related to exercise

enhanced self efficacy

stimulus control - reminders to attend scheduled sessions

A

group classes enhance adherence

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2
Q

initial session:

give the client an opportunity to experience _ so he/she can understand how working with a trainer will help _

A

a specific brand of training

client safely achieve fitness goals

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3
Q 
Reduced delivery costs
Convenience to users
Timeliness
Reduction in stigma
Reduction of time based isolation barriers
A

Reasons for using connect health tools

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4
Q

3 types of businesses

A

sole proprietorship

partnerships

coorporations

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5
Q

SWOT

Threats: 3

A

general economic climate
adverse weather conditions
competitors

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6
Q

goals for income and number of session must be realistic

must include time for personal development

A

S.M.A.R.T.

Attainable

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7
Q

Education programs that covers specific aspects of exercise programming creatsy_ with prospective clients

A

“Touches”

The more prospective clients a trainer can “touch” the more clients he/she will gain

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8
Q

it takes approximately _months to develop a full client schedule

A

3-6 months

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9
Q

_ component of a business plan

overview of how the business fills a need in the marketplace

business concept - how my skills are different than what’s in the marketplace

financial info - expected ROI

highlight trainer’s experience

major achievements - awards

program design that’s different from competitors

A

executive summary

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10
Q

_ facility

visitors - before work, during the day, afternoon and the evening before heading home

A

suburban facility

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11
Q

closing ratio

ex: speak to 5 clients and 1 sale is made - closing ration is

A

measure of:

number of sales made divided by number of presentations given

1 / 5 = .20 = 20%

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12
Q

_ facility

will experience highest number of visits before work, during lunch time and after work

extremely slow periods in btwn

A

urban facility

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13
Q

when the prospective client is inquiring about buying personal training he or she is making the transition from _

A

preparation to action stage of change

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14
Q

other players in the market that are competing for the same customers

A

competitive risk

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15
Q

a _ is defined as one who changes people’s attitudes and behaviors

A

a leader

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16
Q

_ releases the rights of the client to sue for inherent risks of exercise

A

waivers

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17
Q

SWOT

Strengths: 3

A

location
brand name
education of trainer

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18
Q

6 ways to earn someone’s immediate respect and trust

A

become genuinely interested in other people

smile

person’s name is sweetest, most important sound in any language

be a good listener

talk in terms of the other person’s interest

make the other person feel important - sincerely

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19
Q

goal of first phase of training is to move client from the _stage to the action stage by making exercise a regular habit

A

contemplation to action

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20
Q

_ gives trainer PERMISSION to perform assessment on client while preparing client for exercise

A

informed consent

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21
Q

initial session;

collect information to _

design a program for client’s

A

screen for health risks

needs and abilities

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22
Q

number of sessions rendered per month, week, day

income earned per week

A

S.M.A.R.T.

Measurable

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23
Q

ability to understand thoughts and emotions of another person

A

empathy

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24
Q

for personal trainers, communocation begins with

A

professional appearance

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25
Q

simple tool for identifying competitors and categorizing the risks of competing in a specific marketplace

A

S - strenghts
W- weaknesses
O-opportunities
T- threats

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26
Q

the access to the capital required to start or expand a business

A

financial risk

27
Q

process of educating the prospective customer about HOW a product or service meets his or her needs

A

marketing

28
Q

_ component of a business plan

specify how clients become paying clients

promoting services by communicating features, advantages, benefits

tell a story about how service can enhance client’s life

demographic details

identify a target audience

A

marketing plan

29
Q

break down number of sessions required to meet income goals

A

S.M.A.R.T.

Time bound

30
Q

_ component of a business plan

includes detailed cost-benefit analysis
specifics in why the business will be successful

A

decision making criteria

31
Q

SWOT

Weaknesses: 3

A

limited visibility of location
inability to work with special populations
lack of industry experience

32
Q

_ component of a business plan

mission statement
how the business fills the need in the market
management team
present financial situation
# of clients structure of business
A

business description

33
Q

calculating number of sessions required to meet monthly expenses:

5 steps

Ex: expenses = $2800
$25/ session

A

list cost per session
$25

divide monthly expenses by cost per session
$2800 / 25 = 112 sessions

calculate sessions needed per week
112 / 4 = 28 weekly sessions

calculate sessions per day
28 / 5 workdays = 5.6

multiply sessions needed per month by 12 months multiplied by cost per session
112 x 12 x $25 = $33,600

34
Q

new member fitness assessments _

includes_

A

are an opportunity to demonstrate the benefits of working with a personal trainer

better results in a shorter period of time

35
Q

_ component of a business plan

structure for how the business will operate
key decision makers

*this plan is short if trainer is working for an employer

A

operational plan

36
Q

aim to sell _ rather than session packages

A

defined outcome training program

37
Q

when starting out, trainer should set prices _% lower than the competition

A

5%

38
Q

if a client cannot adjust their schedule to fit the trainer’s schedule the client should_

A

be referred to another trainer who has availability in that time slot

39
Q

a _ should be simple and clearly communicate what the intended customer can expect to receive from the service

A

vision statement or brand

40
Q

most popular morning training times

A

5am - 9am

41
Q

connect with current and potential clients
get discovered
create an active community around the practice

A

reasons to maintain an online presence

42
Q

cancellation window

A

24 hrs

43
Q

4 questions to ask client after the 1st session

A

did you enjoy the workout

would you like to continue the experience the benefits of working with the trainer

do you have the ability to invest in yourself by purchasing a package of training sessions

when would you like to schedule the next appointment

44
Q

Sessions per week needed to make a specific income

Determine how many clients need to communicate with

A

S.M.A.R.T.

Specific

45
Q

dissociation - from unpleasant sensations related to exercise

enhanced self efficacy

stimulus control - reminders to attend scheduled sessions

A

group classes enhance adherence

46
Q

creating a brand defines _

establishes and immediate _ with the client

A

the quality of personal training the client can expect

emotional connection

47
Q

most popular evening training times

A

4pm - 8pm

48
Q

the costs associated with starting a business - rental fees, equipment, employees and marketing

A

barriers to entry

49
Q

closing ratio

A

measure of:

number of sales made divided by number of presentations given

50
Q

SWOT

Opportunities: 3

A

continuing education
new marketing campaign
opportunities to attract new clients

51
Q

for personal trainers, communication begins with

A

professional appearance

52
Q

set goals relevant to work environment

set goals that reflect the amount of time trainer can commit

A

S.M.A.R.T.

Relevant

53
Q

a _ establishes an instantly recognizable value for the product or service being sold

A

brand

54
Q

_ is based on a model of helping clients

A

selling personal training

55
Q

calculate how many sessions needed to meet annual income:

ex: $50,000

cost per session $40

A

50,000 / 50 weeks = $1,000

$1,000 / $40 = 25 sessions per week

56
Q

creating a sense that certain places or services are more scarce makes people perceive those things as even more attractive or valuable

A

velvet rope principle

57
Q

2 components o being a successful sales professional

A

marketing the personal training service to clients

asking for the sale

58
Q

issues associated with managing employees and budgeting for a consistent payroll

A

staffing risk

59
Q

calculating number of sessions required to meet monthly expenses:

5 steps

Ex: expenses = $2800
$25/ session

A

list cost per session
$25

divide monthly expenses by cost per session
$2800 / 25 = 112 sessions

60
Q

most popular noon training times

A

12pm - 2pm

61
Q

7 rules for selling

A

say it - presentation
gather personal info and learn how to use it
build a relationship shield that no competitor can pierce
establish common ground
gain confidence
have fun and be funny

62
Q

effectively communicating how personal trainers can meet or exceed needs of client

A

marketing fitness

63
Q

helping the customer make the decision that a product or service meets their needs - and then make the purchase

A

selling

64
Q

a trainer needs to identify the _ behind the decision to start an exercise program

A

emotional needs

Chapter 18: Business Fundamentals (1 decks)

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