MODULE 20 NASM

What is a characteristic of independent fitness professionals? a. They have a schedule set by a gym. b. They may be able to control their own schedule. c. They are exempt from purchasing liability insurance. d. They receive employment benefits.

B. They may be able to control their own schedule.

What type of certification does IHRSA recommend a personal trainer have? a. An internet-based certification b. A certification from a school c. A degree d. An accredited certification

D. An accredited certification

The first topic that should be addressed is the ____ ___'s of marketing-- also known as the marketing mix. The ____ ___'s of marketing include product, ____, place, and _____.

Four P's, four P's, price, promotion

Step number two-- how much must be earned each _____ to achieve that annual goal? So, simply divide how much you want to make by how many working ____ you plan to engage in over the course of the year. Do not forget to factor in ____.

Week, weeks, vacation

Now, the third P-- the ____. This refers to where, and how, you deliver your sessions. You have a variety of items to consider, such as online and phone coaching, boot camps, corporate _____ _____, sport training centers, youth sport groups, and general fitness centers.

Place, wellness programs

Step number 10-- follow-up with those ____ _____ that you have interact with in order to maintain relationships. ________ and structured ____ ______ are the key foundations for every successful trainer. So make sure you not only master them but also know them for the test day.

Potential clients, communication, selling techniques

Going in order of these four P's, and beginning with ____, it will be important for you to clearly identify the _____ which you are selling or delivering. Some trainers might consider the product either the time they spend with the client or the information being provided. But, at the end of the day, it's important for you to know that the product you're really selling is what?

Product, product, the results that you get your client.

The final P of marketing discusses ____. And this includes communicating important information to possible clients that will spark their interest and get them to respond the way that you want them to. Some types of these strategies could include referral incentives, promotional sales, _____, social media interaction, and other web-based marketing strategies. So, in essence, you either want to pull your potential client toward you-- by making them aware of your services-- or push an existing client to purchase more sessions through added incentives and volumes of sessions purchased.

Promotion, incentives, sponsorships,

What step does this describe?-- get the contact information from each potential client that you interact with.

Step number nine

What step does this describe?- how many potential clients do you need to interact with each day?

Step number seven

What step does this describe?-- to earn your weekly goal, how many sessions need to be performed? So, take your weekly income and divide it by how many training sessions you should complete.

Step number three

What does uncompromising customer service mean?

Uncompromising customer service means being adamant about providing an experience and level of assistance that is rarely, if ever, experienced anywhere else.

In your professional development, there are ____ steps to success that will help reinforce your sales techniques. This is an important skill to address-- and make sure that you know these for your final exam, as well, when it comes time to take it. You want to implement them once you are working as a fitness professional. And these steps will serve as the cornerstone of your success and allow you to follow a structured format. Now, first one-- what is your desired ____ ____? How much money do you want to make over the course of the next ___ months?

10, annual income, 12

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

A. An independent contractor is one who works as, and when, required

All buying decisions are based on which of the following? a. Emotion b. Price c. Pressure d. Knowledge

A. Emotion

Which of the following is a process created to produce internalized experiences to support exercise participation? a. Exercise imagery b. Psyching up c. Positive self-talk d. Self-monitoring

A. Exercise imagery

How can a personal trainer provide uncompromising customer service? a. Express ideas well through verbal communication. b. Give the impression that a question is inconvenient. c. Avoid opportunities to create moments that strengthen professional relationships. d. Take complaints and pass them onto the front desk.

A. Express ideas well through verbal communication

Which of the following is a potential advantage to working in a commercial fitness facility? a. In-house employee training b. No employer supervision c. Can work from home d. Works only when required

A. In-house employee training

What are "profit centers" in a commercial fitness facility? a. Personal training services b. One large centeral location c. Group fitness classes d. Memberships

A. Personal training services

After becoming certified, a personal trainer obtains liability insurance. What is this an example of? a. Professionalism and adherence to ethical business practices b. A sales technique used in commercial fitness facilities c. A way to create value for potential clients d. Obtaining training for marketing services

A. Professionalism and adherence to ethical business practices

What is the product a personal trainer must ultimately deliver to a client? a. The result that is trying to be achieved b. The time spent with the personal trainer c. The education the personal trainer provides d. The motivation that the personal trainer provides

A. The result that is trying to be achieved.

According to a recommendation by the International Health, Racquet and Sportsclub Association (IHRSA), certifying agencies should receive accreditation from which of the following organizations? a. National Center for Competency Testing (NCCT) b. National Commission for Certifying Agencies (NCCA) c. National Association for Sports Medicine (NASM) d. National Accreditation Board for Certification Bodies (NABCB)

B. National Commission for Certifying Agencies (NCCA)

Louis drives interest in his club through social media channels. Which of the following four Ps of the marketing mix is Louis using? a. Planning b. Promotion c. Place d. Planning

B. Promotion

Which of the following is a technique that expresses the purported meaning of what was just heard? a. Active listening b. Reflecting c. Remodeling d. Asking questions

B. Reflecting

Which of the following is a technique that expresses the purported meaning of what was just heard? a. Remodeling b. Reflecting c. Asking questions d. Active listening

B. Reflecting

What are profit centers? a. Memberships b. Services that add to the base revenue generator c. High revenue clubs d. Areas that have a high demand for fitness services

B. Services that add to the base revenue generator

What is the purpose of asking an open-ended question during a client's initial session? a. Get an idea of a client's muscular imbalances. b. Identify a client's resting heart rate and VO2 max. c. Build a collaborative relationship with a client. d. Get a clear "yes" or "no" answer.

C. Build a collaborative relationship with a client

Amanda is a fitness professional assisting the athletic trainer of a soccer team. Which of the following is Amanda prevented from doing because of her role in the team as a fitness professional? a. Providing cues that athletes need to follow during training b. Referring an athlete to the appropriate licensed professional in case of an emergency c. Diagnosing pain and injuries d. Ensuring that athletes correctly perform the exercises prescribed by the trainer

C. Diagnosing pain and injuries

The fitness professional asks the client, "Why do you want to lose weight?" This is an example of which of the following types of questions? a. Dichotomous b. Contingency c. Open-ended d. Directive

C. Open-ended

Which of the following should be considered when training clients in their own homes? a. Overhead costs b. Outdoor event planning c. Packing equipment into the trainer's car d. Availability of restrooms

C. Packing equipment into the trainer's car

What are "profit centers" in a commercial fitness facility? a. Group fitness classes b. Memberships c. Personal training services d. One large central location

C. Personal training services

Which of the following should a fitness professional working as a personal trainer do if his or her client suffers from shortness of breath after a low-intensity work out? a. Diagnose the client's condition. b. Prescribe a treatment for the client's condition. c. Refer the client to a physician. d. Ask the client to perform another low-intensity exercise.

C. Refer the client to a physician

Amy is a newly certified fitness professional. May realizes that she lacks the expertise to work with the special considerations for a client. Which of the following should Amy do for this client? a. Offer and sell weight loss suplements for all of her clients. b. Implement Phase 4 exercise programs from the OPT model for her clients. c. Refer the client to a professional who has the necessary skills and abilities. d. Design weight loss meal plans that are effective for the entire group.

C. Refer the client to a professional who has the necessary skills and abilities.

Moving onto the second P-- price. Developing a price will be impacted by a variety of things, such as _____, volumes of ____ purchased, location of training sessions held, is it group training or is it one-on-one training, and so on and so forth.

Clientele, sessions, location

Step number six-- how many people do you need to interact with, based on your ____ ____, in order to achieve your client time frame?

Closing percentage

Step number four-- determine your ____ _____. So, keep track of how many people purchase training with you out of the total number of individuals you see. That answer is your ____ ____.

Closing percentage, closing percentage

What kind of business relies on members as its base revenue generator? a. Outdoor trainers b. In-home personal trainers c. Independent contractors d. Commercial facilities

Commercial facilities

Which of the following is about having an attitude of genuine interest in seeking a clients perspective? a. Summarizing b. Reflecting c. Asking questions d. Active listening

D. Active listening

Cody works as a certified personal trainer with a basketball team. One of the players injures himself during pracitce. In this scenario, what should be Cody's course of action? a. Cody should refer the player to another personal trainer. b. Cody should treat the player's injury as he is certified to do so. c. Cody should wrap the player's ankle in ice. d. Cody should refer the player to a licensed professional.

D. Cody should refer the player to a licensed professional

What is the main purpose of creating and running a successful personal training business? a. Gain notoriety in the community. b. Minimize overhead and fixed costs. c. Generate a minimum 30% return on investment. d. Create and keep a loyal customer base.

D. Create and keep a loyal customer base.

Once a personal trainer has identified their income goal and what they need to make each week, what is the next immediate step? a. Figuring out how many potential clients they need b. Figuring out how many potential clients need to be contacted each day c. Figuring out the closing percentage d. Figuring out how many sessions need to be performed each week

D. Figuring out how many sessions need to be performed each week

Casey is opening up his own personal training facility. What is one of the advantages he has?a. Management of staff is not one of his necessary responsibilities. b. He does not have to worry about local ordinances. c. He is not responsible for the overhead costs. d. He has the opportunity to appeal to a personalized clientele

D. He has the opportunity to appeal to a personalized clientele

A personal trainer can prevent hazards at the workplace by performing which of the following? a. Complete an online CPR and first aid certification. b. Maintain client liability insurance at all times. c. Complete and save all records about a client in case a hazard occurs. d. Maintain fitness equipment on a regular basis.

D. Maintain fitness equipment on a regular basis.

Which of the following is the best example of a trainer adhering to ethical business practices? a. Slowly easing a client into training after several attempts to obtain medical clearance from his physician b. Counseling a client with diabetes about his nutrition c. Letting a new client know that training will be discounted 10% until liability insurance is obtained d. Meeting a client 5 min before a training session to complete any necessary paperwork

D. Meeting a client 5min before a training session to complete any necessary paperwork

The first goal of a new fitness professional should be what? a. Conduct detailed financial assessments b. Implement marketing plans c. Develop strategic business plans d. Obtain a certification from a recognized and accredited organization

D. Obtain a certification from a recognized and accredited organization

Julie is considering hiring a personal trainer to help her lose weight. Which of the following will have the greatest influence on her decision? a. Experience and education of trainer Incorrect b. Cost of individual sessions c. Discounts on package deals d. Perceived value of services

D. Perceived value of services

Gloria is going to an interview to be a personal trainer. What should she do prior to the interview? a. Make copies of her personal dietary plan. b. Improve her performance on the bench press test. c. Get into the best shape she can before the interview. d. Practice her interviewing skills.

D. Practice her interviewing skills.

Which of the following Ps of the marketing mix focuses on what is being sold? a. Price b. Promotion c. Placement d. Product

D. Product

What is one of the advantages of a commercial fitness facility? a. There is an opportunity to appeal to personalized clientele. b. There are no benefits. c. The professional controls their schedule. d. Salesmanship provides business learning opportunities.

D. Salesmanship provides business learning opportunities

What is something an in-home personal trainer should take into consideration on a day-to-day basis when compared to other types of personal training employment? a. Meeting sales quotas for a health club b. Writing meal plans for clients c. Adhering to a gym's dress code d. Travel times between client locations

D. Travel times between client locations

Which of the following is an advantage of working at a commercial fitness facility for a fitness professional who is looking to be financially successful? a. Robust group fitness schedules b. Provided uniforms c. Schedule flexibility d. Updated equipment is provided

D. Updated equipment is provided

Step number eight-- break the daily amount of client contact interactions into ____ in the day to determine how many people you need to have exchanges with every single ____.

Hours, hour

What step does this describe?-- in what time frame will new clients be acquired?

Step number five