Chapter 2: Personal training profession

Question 1

Operational costs

Answer 1

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

Question 2

High intensity interval training

Answer 2

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

Question 3

Adherence

Answer 3

Level of commitment to a behavior or plan of action

Question 4

Prospect

Answer 4

Individual who has been identified as a potential client

Question 5

Sales process

Answer 5

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 6

Open-ended questions

Answer 6

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

Question 7

Working on the floor

Answer 7

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

Question 8

Rapport

Answer 8

Relationship on which two people understand each other’s ideas, have respect for one another, and communicate well

Question 9

Forecasting

Answer 9

Business management technique that helps predict how much work is needed to meet a revenue goal

Question 10

Unique selling proposition (USP)

Answer 10

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

Question 11

Brand

Answer 11

Product or service identified by specific, unique characteristics

Question 12

SWOT analysis

Answer 12

Professional development technique that helps individuals identify their personal S-trengths and W-eaknesses, O-pportunities for growth, and potential T-hreats to success