NASM CPT - Chapter 2

Question 1

Operational Costs

Answer 1

The various monetary requirements associated with the day-to-day running with the business.

Question 2

High Intensity Interval Training (HIIT)

Answer 2

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

Question 3

Adherence

Answer 3

The level of commitment to a behavior or plan of action

Question 4

What is the primary purpose of a professional certification?

Answer 4

To ensure individuals can perform the tasks required by a specific job category.

Question 5

What does the phrase, “training under the table” refer to?

Answer 5

Joining a gym to offer personal training directly to other members.

Question 6

Prospect

Answer 6

An individual who has been identified as a potential client

Question 7

The most successful personal trainers are those who can

Answer 7

Adapt to each client’s communication preferences + coaching needs

Question 8

Sales process

Answer 8

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.

Question 9

Open-ended questions

Answer 9

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

Question 10

Working the floor

Answer 10

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

Question 11

Rapport

Answer 11

Relationship in which two people understand each other’s ideas, have respect for one another, and communicates well.

Question 12

Forecasting

Answer 12

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

Question 13

Open-ended question

Answer 13

A non-directive question that can’t be answered with a simple yes or no.

Question 14

How are buying decisions primarily driven?

Answer 14

Emotionally

Question 15

Unique Selling Proposition (USP)

Answer 15

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

Question 16

Brand

Answer 16

A product or service is identified by specific, unique characteristics. Tells a story or creates an identity for a product or service. Build a brand around a category of equipment (e.g., kettlebells)

Question 17

SWOT Analysis

Answer 17

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

Question 18

What are the four P’s of Marketing?

Answer 18

1) Communicating the benefits of using a product
2) Identifying a competitive price for the service
3) Determining how the service will be promoted
4) Selecting the place or method of distribution (Westwood, 2016)

Question 19

Marketing Plan

Answer 19

Product, price, place, promotion

Question 20

Strength

Answer 20

E.g., Having the NASM-CPT credential

Question 21

Weakness

Answer 21

Feeling uncomfortable asking clients for money

Question 22

Threat

Answer 22

Having limited space in which to train clients

Question 23

Opportunity

Answer 23

Taking a workshop on sales + marketing for fitness professionals

Question 24

How many CEU’s are required for upkeep + how often?

Answer 24

A total of 2.0 CEUs is required to renew the NASM-CPT credential every 2 years: 1.9 CEUs from continuing education efforts and 0.1 CEU from renewing a CPR/AED certification.

Question 25

At what rate does NASM award continuing education units?

Answer 25

0.1 per contact hour

Question 26

For Certified Personal Trainers working for a commercial facility, what is frequently a benefit of completing continuing education?

Answer 26

Earning a higher pay rate

Question 27

What is the most appropriate way to conclude a sales presentation with a potential client?

Answer 27

Ask the customer for the sale and, in the case of personal training, schedules the first workout.

Question 28

What is forecasting?

Answer 28

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

Question 29

Which statement best describes the final stage of the sales process?

Answer 29

Making the sale by asking for a financial commitment to solving the customer’s needs

Question 30

Denise has just earned her NASM Certified Personal Trainer credential and has been hired at a health club. She hopes to attract and retain clientele to grow her business. What qualities would most help Denise be successful in her new career?

Answer 30

Providing accountability, support, feedback and guidance, and results

Question 31

How are open-ended questions best used during the sales process?

Answer 31

The questions identify the customer’s wants, needs, fears, and desires.

Question 32

How many pages are most appropriate for a resume?

Answer 32

One or two pages

Question 33

Which of the following answers indicates a primary difference between working as an independent contractor and working as an employee?

Answer 33

An independent contractor is responsible for paying their own taxes, while an employee has taxes withheld by the employer.