Chapter 2

Question 1

An individual who has been identified as a potential client.

Answer 1

prospect

Question 2

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.

Answer 2

sales process

Question 3

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

Answer 3

open-ended questions

Question 4

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

Answer 4

working the floor

Question 5

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

Answer 5

rapport

Question 6

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

Answer 6

forecasting

Question 7

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

Answer 7

unique selling proposition

Question 8

A product or service identified by specific, unique characteristics.

Answer 8

brand

Question 9

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

Answer 9

SWOT analysis