CHAPTER 31: ON THE JOB

Question 1

It is recommended that you select which of these people as a role model?

a. a friend
b. a stylist in the salon
c. a client
d. a vendor

Answer 1

b. a stylist in the salon

Question 2

The first reality when you are in a service business is that your career revolves around _________.

a. serving your clients
b. making a profit
c. making yourself happy
d. helping your coworkers

Answer 2

a. serving your clients

Question 3

Which of the following methods of compensation is not likely to be encountered in the salon industry?

a. salary
b. commission
c. salary plus commission
d. salary minus tips

Answer 3

d. salary minus tips

Question 4

Being a good team player includes ____________.

a. focusing on your own work
b. withholding your knowledge
c. refusing to be subordinate
d. striving to help others

Answer 4

d. striving to help others

Question 5

The common range for commissions is ______________.

a. 15-25 percent
b. 20-30 percent
c. 25-60 percent
d. 50-80 percent

Answer 5

c. 25-60 percent

Question 6

When is the best time to think about getting your client back into the salon?

a. before they arrive at the salon
b. while they are still in the salon
c. just after they leave the salon
d. several days after they leave the salon

Answer 6

b. while they are still in the salon

Question 7

Which payment structure is often used to motivate employees to perform more services, thereby increasing their productivity?

a. salary plus commission
b. salary plus tips
c. hourly rate
d. weekly rate

Answer 7

a. salary plus commision

Question 8

The internet is a powerful medium to ______ and attract new clients.

a. share secrets
b. build your reputation
c. reach lost relatives
d. improve your skills

Answer 8

b. build your reputation

Question 9

The practice of recommending and selling additional services to your clients is known as _________.

a. incentivizing
b. retailing
c. hard selling
d. ticket upgrading

Answer 9

d. ticket upgrading

Question 10

The term ______ refers to the percentage of the revenue that the salon takes in from services performed by a particular cosmetologist.

a. salary
b. wage
c. commission
d. tip

Answer 10

c. commission

Question 11

A _______ is a document that outlines all the duties and responsibilities of a particular position in a salon or spa.

a. employment agreement
b. resume
c. job description
d. rental agreement

Answer 11

c. job description

Question 12

The act of recommending and selling products to your clients for at-home use is known as ___________.

a. soft selling
b. ticketing
c. wholesaling
d. retailing

Answer 12

d. retailing

Question 13

Which of these strategies will help you to effectively meet your client’s needs?

a. always put yourself first
b. be punctual
c. say whatever is necessary to make a sale
d. once you have a job, stop learning and focus solely on working

Answer 13

b. be punctual

Question 14

Which of the following information is not typically included in a job description?

a. all of the employee’s duties
b. all of the employee’s responsibilities
c. the attitudes the employee is expected to have
d. the specifics of the individual employee’s salary

Answer 14

d. the specifics of the individual employee’s salary

Question 15

Which of these is usually the best form of compensation for a new salon professional to start out?

a. salary
b. salary plus commission
c. commission
d. tips

Answer 15

a. salary

Question 16

If you default, it means that you _____________.

a. opened a line of credit
b. were asked to leave your job
c. failed to repay a loan
d. paid your bills on time

Answer 16

c. failed to repay a loan

Question 17

If you default, it means that you _____________.

a. opened a line of credit
b. were asked to leave your job
c. failed to repay a loan
d. paid your bills on time

Answer 17

c. failed to repay your loan

Question 18

Which of these is a recommended method of increasing your income?

a. lowering your prices for services
b. spending more money
c. retailing less
d. working more hours

Answer 18

d. working more hours

Question 19

To become a proficient salesperson, you must be able to apply all but which of the following principles of selling salon products?

a. be familiar with the features and benefits of the various services and products you sell
b. always use a hard sell approach, stressing why a client must purchase the product
c. generate interest and desire in the customer by asking questions that determine a need
d. deliver your sales talk in a relaxed, friendly manner

Answer 19

b. always use a hard sell approach, stressing why a client must purchase the product

Question 20

There are serious consequences for not reporting cash tips as income including fines and potentially jail time as well as ____________.

a. raising your social security retirement income
b. decreasing your borrowing power
c. raising the bureau of labors endorsement of cosmetology as a sustainable industry
d. increasing the employer match of your 401(k) savings account

Answer 20

b. decreasing your borrowing power

Question 21

Once you understand the principles behind selling, you can also feel good about providing your clients with _____.

a. a friendly smile
b. more products than needed
c. a valuable service
d. a gift cirtificate

Answer 21

c. a valuable service

Question 22

A good way to get the conversation started on retailing products is to ___________.

a. place the product in the client’s hands
b. have dim, subtle lighting in the retail area
c. rarely offer sales promotions
d. not share the product benefits as clients will not understand them

Answer 22

a. place the product in the client’s hands

Question 23

Make yourself available for public speaking anywhere that will put you in front of people in your community who are _________.

a. ready to listen
b. potential clients
c. potential friends
d. already have a stylist

Answer 23

b. potential clients

Question 24

Keeping track of where your money goes is one step toward making sure that you ____________.

a. always have enough
b. maintain confidence
c. always have more than you need
d. have a good work ethic

Answer 24

a. always have enough

Question 25

Which of the following strategies does not represent a marketing technique that will help you expand your client base?

a. rush through services so that you can see more clients each day
b. send clients birthday cards with special offers inside
c. start a business card referral program
d. be reliable, positive, and respectful of clients

Answer 25

a. rush through services so that you can see more clients each day