$61.$ Which of the following is an example of optimizing a client relationship in the five step sales process?

A money$-$back guarantee

A free trial

Referrals

Upselling

Discounting

$62.$ Sales goals should be $\_\_\_\_\_\_\_\_\_\_$ and $\_\_\_\_\_\_\_\_\_\_\_\_.$

Overzealous and big

Achievable and believable

Conservative and value$-$based

Specific and lofty

Repeatable and Unrealistic

$63.$ According to the author, what is one benefit of personal training moving to the 'mainstream' population?

It increases the trainer's income$-$making opportunities.

It increases the number of locations a trainer can work with clients.

It decreases the productivity of a fitness trainer.

It decreases the trainer's income$-$making opportunities.

It has no effect on a fitness trainer.

$64.$ The specific segment of the market a personal trainer plans to serve is known as a what?

Demographic

Clients

Niche

Population

Bread and butter

$65.$ In personal training, conveying the fact that your services aren't for everyone, rather for a specific group of people is an example of what?

Persuasion

Scarcity

Influence

Closing

Likeability

$66.$ Along with a personal training certification, fitness professionals should also be certified in what?

First aid

Corrective exercise

Assessments

Emergency planning

CPR