Chapter 20

Question 1

An aspiring fitness trainer’s first goal is to:
A. obtain a certification from a recognized and accredited organization.
B. conduct detailed financial assessments.
C. develop strategic business plans.
D. implement marketing plans.

Answer 1

A

Question 2

Which of the following is true of personal trainers?
A. In the contemporary world, health clubs are hesitant to hire personal trainers without accreditation.
B. Certified personal trainers ideally diagnose areas of pain or disease.
C. They do not refer clients to other health care professionals or practitioners.
D. Certified personal trainers usually hold a current emergency cardiac care certification.

Answer 2

D

Question 3

Which of the following statements is true about commercial fitness facilities?
A. Most commercial fitness facilities are independent of budget management.
B. Information received at commercial facilities is the same as that received at any other facility.
C. They are also known as value-added centers.
D. Most commercial fitness facilities usually rely on the areas of expertise of the faculty.

Answer 3

D

Question 4

Which of the following is true of an independent contractor?
A. An independent contractor can be either a business or a corporation that provides goods or services without any terms and conditions.
B. An independent contractor works regularly for an employer.
C. An independent contractor receives benefits such as health insurance, bank loans, and other retirement packages.
D. An independent contractor is one who works as and when required.

Answer 4

D

Question 5

Which of the following is a disadvantage of fitness professionals as independent contractors?
A. They do not dictate marketing and business practices.
B. They do not have control over the schedule.
C. They are responsible for overhead costs for building or ordinances.
D. They are not employed by the club and therefore receive no benefits.

Answer 5

D

Question 6

Which of the following statements is true of in-home personal training?
A. This method increases the overhead costs for fitness professionals in terms of space and utilities.
B. Trainers have the autonomy to develop their own business models.
C. This method saves time and prevents sessions from spilling into subsequent hours of training.
D. Travelling costs for trainers are drastically reduced.

Answer 6

B

Question 7

Which of the following is an advantage of owning a fitness facility?
A. These facilities are free from community networking or client retention.
B. These facilities are highly appealing to personalized clientele.
C. These facilities are exempted from local ordinances.
D. These facilities are usually tax-free units.

Answer 7

B

Question 8

Which of the following is a disadvantage of owning a facility for fitness professionals?
A. They possess no autonomy to develop their own business models.
B. The demand for service is less appealing to fitness professionals.
C. They have no right to fire the facility staff.
D. The responsibility of community networking lies with fitness professionals.

Answer 8

D

Question 9

Which of the following is true of commercial fitness clubs?
A. They usually rely on revenue growth and member retention for survival.
B. There is no business learning opportunity.
C. There is a lack of in-house training for young fitness professionals.
D. They depend on fitness professionals for marketing and business practices.

Answer 9

A

Question 10

Identify a disadvantage of commercial fitness clubs.
A. They do not dictate marketing and business activities.
B. They do not provide in-house training in areas such as nutrition.
C. They do not have updated equipment and exercise protocols.
D. They do not have pay-rates structured on a fitness professional’s level of education.

Answer 10

C

Question 11

Which of the following four Ps of the marketing mix deals specifically with the distribution channel that a product or a service will go through to reach the customer?
A. Promotion
B. Planning
C. Personnel
D. Place

Answer 11

D

Question 12

Which of the following Ps of the marketing mix is employed when personal trainers use online and phone coaching and corporate wellness programs to offer their services? 
A. Place
B. Promotion
C. Policy
D. Price

Answer 12

A

Question 13

Fabrice’s new fitness training center attracts many clients from the city. Fabrice divides his clients into different rate slabs and provides them with a unique training schedule that would enable his clients to benefit in the same way other clients would. His clients find the pay rates affordable and the length of the programs time-efficient. He uses social media effectively to communicate with his clients regularly. Which of the following Ps of the marketing mix has primarily enabled Fabrice to attract more consumers to his fitness club?
A. Place
B. Product
C. Price
D. Promotion

Answer 13

C

Question 14

new fitness center provides personal training to its clients according to their discretion. The pay rates differ depending on the type of training the clients demand. The clients state that the in-house personal training provided is the best and the most comfortable training experience they have ever had. Which of the following Ps of the marketing mix does this success indicate?
A. Price
B. Place
C. Policy
D. Promotion

Answer 14

B

Question 15

Communication strategies such as advertising, sales, and social media are characteristic of the \_\_\_\_\_ P of the marketing mix.
A. planning
B. promotion
C. price
D. place

Answer 15

B

Question 16

Louis starts a new fitness club in his neighborhood. The neighborhood is affluent, and he uses social media to advertise his fitness club. He gives a general overview of the various workout programs offered on the webpage of the club, which include new, innovative exercise programs for different age groups. Which of the following four Ps of the marketing mix is Louis using?
A. Planning
B. Promotion
C. Price
D. Place

Answer 16

B

Question 17

The promotion strategy in which marketers make the consumer aware of their services is known as the \_\_\_\_\_.
A. push strategy
B. cross-selling strategy
C. pull strategy
D. guerrilla strategy

Answer 17

C

Question 18

The promotion strategy in which marketers use incentives such as bulk discounts thus enforcing a personal trainer’s services by encouraging potential clients to purchase in volume is known as the \_\_\_\_\_.
A. push strategy
B. cross-selling strategy
C. pull strategy
D. guerrilla strategy
ANSWER: A

Answer 18

A

Question 19

Which of the following guidelines should be followed by a trainer in order to provide uncompromising customer service to his clients?
A. Avoid knowing all potential clientele as it is time consuming.
B. Obsess over developing artistic methods to help clients.
C. Express ideas specifically through written communication.
D. Avoid developing professional rapport with a client.

Answer 19

B

Question 20

Which of the following is a recommendation for approaching potential clients to sell services?
A. Asking members for their names should be avoided.
B. It is preferable for a fitness professional to be behind the fitness desk.
C. Making eye contact should be avoided as it is considered offensive by many new clients.
D. The best approach is to open with the line “May I make a suggestion?”

Answer 20

B

Question 21

Which of the following refers to the price of services as well as the time, effort, and commitment involved in training?
A. Cost
B. Arrears
C. Debt
D. Liability

Answer 21

A

Question 22

Which of the following is the first step in designing a plan for preparing a list of potential clients?
A. Determining the desired annual income
B. Calculating the closing percentage
C. Deciding the time frame for acquiring new clients
D. Asking each client for his or her contact information

Answer 22

A

Question 23

Which of the following is the last step in designing a plan for preparing a list of potential clients?
A. Determining the desired annual income
B. Calculating the closing percentage
C. Deciding the time frame for acquiring new clients
D. Following up and scheduling an informal appointment during a member’s next visit

Answer 23

D

Question 24

In the context of successfully determining a list of potential clients, how are the earnings per week calculated?
A. They are usually a product of the earnings per session and the number of days in a month.
B. They are usually derived by dividing the desired annual income by 50.
C. They are calculated by multiplying the weekly goal by the earnings per session.
D. They are derived by distributing the session earnings over a period of six months.

Answer 24

B

Question 25

In the context of successfully determining a list of potential clients, how is the closing percentage calculated?
A. It is usually a product of the earnings per session and the number of days in a month.
B. It is usually arrived at by dividing the desired annual income by 50.
C. It is usually determined by the total number of people helped on the floor compared with how many of them purchased training packages.
D. It is usually determined by computing the average turnout of the potential clients on a quarterly basis.

Answer 25

C

Question 26

Isabel is planning to start a new fitness club in her neighborhood. She learns that she has spoken to 80 potential clients in the last 28 days. Of the 80 members, she manages to sign up 24. Calculate Isabel’s closing percentage.
A. 30 percent
B. 16 percent
C. 20 percent
D. 19 percent

Answer 26

A

Question 27

Taking the desired number of clients and dividing that number by the closing percentage gives the:
A. weekly income.
B. list of potential clients that need to be contacted.
C. desired annual income.
D. weekly goal for the number of sessions that are to be performed.

Answer 27

B

Question 28

In the context of determining a successful list of potential clients, which of the following should be done immediately after calculating the closing percentage?
A. Computing the weekly income per number of sessions
B. Determining the number of potential clients to be contacted every week
C. Determining the time frame for acquiring new clients
D. Following up and scheduling an informal appointment during a member’s next visit

Answer 28

C

Question 29

Vincent is planning to start a new fitness club in the city. His desired number of clients is 7. From the records, he learns that he has spoken to 55 people in last 30 months. He is able to sign up 11 of them as potential clients. Calculate the number of potential clients that need to be contacted to achieve his goal.
A. 35
B. 14
C. 22
D. 10

Answer 29

a

Question 30

Which of the following should be ensured when developing a successful plan for acquiring a list of potential clients based on annual desired income?
A. Potential clients should be contacted on a weekly basis rather than on an hourly or daily basis.
B. The practice of asking each member who has been spoken to for their contact information should be avoided as it is time consuming.
C. Following up and scheduling an informal appointment during a member’s next visit should be done immediately after computing the closing percentage.
D. Setting an appropriate time frame aids in creating a sense of urgency that is necessary to maximize performance.

Answer 30

D

Question 31

During the following-up phase of developing a successful plan for acquiring a list of potential clients, the fitness trainer should:
A. disclose the closing percentage to the clients.
B. ensure that members get the thank-you card.
C. contact clients within 24 hours.
D. make more client calls.

Answer 31

B

Question 32

Which of the following is the first step when a potential client accepts the training package offered to them?
A. The trainer should finish the sales transaction.
B. The trainer should send the client a thank-you card after 48 hours.
C. The trainer should not call to confirm before the first appointment.
D. The trainer should go over the client’s goals again and briefly reiterate how he or she can achieve those goals.

Answer 32

A

Question 33

Which of the following should ideally be done when a potential client declines the training package offered to them?
A. The trainer should schedule a follow-up call within two days.
B. The trainer should go over the client’s goals again and briefly reiterate how he or she can achieve those goals.
C. The trainer should keep a record of all points of contact.
D. The trainer should never contact that client again.

Answer 33

C