NASM CPT - Chapter 2 Flashcards
Operational Costs
The various monetary requirements associated with the day-to-day running with the business.
High Intensity Interval Training (HIIT)
An exercise training method defined by intervals of near-maximal intensity broken up by relatively short rest periods.
Adherence
The level of commitment to a behavior or plan of action
What is the primary purpose of a professional certification?
To ensure individuals can perform the tasks required by a specific job category.
What does the phrase, “training under the table” refer to?
Joining a gym to offer personal training directly to other members.
Prospect
An individual who has been identified as a potential client
The most successful personal trainers are those who can
Adapt to each client’s communication preferences + coaching needs
Sales process
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.
Open-ended questions
Non-directive questions that can’t be answered with a simple yes or no answer; require critical thinking to formulate a response.
Working the floor
A rapport-building technique where fitness professionals walk around the gym floor talking to members without overtly presenting a sale.
Rapport
Relationship in which two people understand each other’s ideas, have respect for one another, and communicates well.
Forecasting
A business management technique that helps predict how much work is needed to meet a revenue goal.
Open-ended question
A non-directive question that can’t be answered with a simple yes or no.
How are buying decisions primarily driven?
Emotionally
Unique Selling Proposition (USP)
Highlighting unique skills or traits during a sales presentation that allow an individual to stand out from the competition.
Brand
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)
SWOT Analysis
A professional development technique that helps individuals identify their personal strengths and weaknesses, opportunities for growth, and potential threats to success.
What are the four P’s of Marketing?
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)
Marketing Plan
Product, price, place, promotion
Strength
E.g., Having the NASM-CPT credential
Weakness
Feeling uncomfortable asking clients for money
Threat
Having limited space in which to train clients
Opportunity
Taking a workshop on sales + marketing for fitness professionals
How many CEU’s are required for upkeep + how often?
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.
At what rate does NASM award continuing education units?
0.1 per contact hour
For Certified Personal Trainers working for a commercial facility, what is frequently a benefit of completing continuing education?
Earning a higher pay rate
What is the most appropriate way to conclude a sales presentation with a potential client?
Ask the customer for the sale and, in the case of personal training, schedules the first workout.
What is forecasting?
A business management technique that helps predict how much work is needed to meet a revenue goal
Which statement best describes the final stage of the sales process?
Making the sale by asking for a financial commitment to solving the customer’s needs
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?
Providing accountability, support, feedback and guidance, and results
How are open-ended questions best used during the sales process?
The questions identify the customer’s wants, needs, fears, and desires.
How many pages are most appropriate for a resume?
One or two pages
Which of the following answers indicates a primary difference between working as an independent contractor and working as an employee?
An independent contractor is responsible for paying their own taxes, while an employee has taxes withheld by the employer.
