ABMP: Career Development

Interpersonal Skills

Terminology

Active communication - The ability to communicate a message effectively through active listening to another, congruence between verbal and nonverbal behaviors, and a willingness to share information honestly and compassionately.

Active listening - A listening skill where the listener encourages another to share information, interprets that information effectively, reflects certain information back to the speaker, remembers what was said, and can adjust their understanding of the speaker's words based on additional information.

Aggressive relating style - A style of relating to others in which individuals express their feelings, opinions, or advocate for their needs in a way that violates the rights of others. Behaviors include the use of humiliation to control others, criticism, blame, rudeness, the use of loud and demanding vocal tones, and the use of an overbearing posture.

Assertive communication - A style of communication marked by the qualities of self-assurance, self-awareness, and respect where opinions, thoughts, and needs are expressed proactively without violating the rights or feelings of others.

Assertive relating style - A style of relating to others in which individuals express their feelings, opinions, or advocate for their needs in a way that does not violate the rights of others. Behaviors include the honest and respectful expression of needs, wants, and feelings; listening to other's viewpoints without interrupting; the use of I-statements; the use of calm and clear vocal tones; and the use of an open and relaxed body posture.

Body language - The nonverbal gestures, facial expressions, postures, movements, and mannerisms by which a person communicates with others.

Communication blockers - The attitudes, statements, body language cues, or other relating behaviors that prevent the effective exchange of information and feelings between people.

Conflict resolution - Achieving an equitable answer or solution to a problem, dispute, or struggle between people.

Conflict resolution process - The methods or processes involved in facilitating an equitable solution to disagreements, disputes, or struggles between people.

Congruence (in communication) - A communication pattern in which a person sends the same message on both a verbal and nonverbal level.

Emotional intelligence - The level to which individuals monitor their feelings and emotions and recognize the feelings and emotions of others or of groups, and the ability to use this knowledge to guide thinking and actions.

Empathy - The ability to identify with and understand another person's feelings and difficulties.

Equitable solution - Resolution to a conflict, dispute, problem, or struggle that is agreeable and fair to all parties involved.

Filters - The needs, values, beliefs, opinions, and experiences that color how a person sees the world, communicates, and reacts to situations.

I-statements - Statements that begin with an "I" that share how a person feels without blaming or judging another.

Incongruence (in communication) - A communication pattern in which a person sends a different message on a verbal and nonverbal level.

Judgment (communication blocker) - When the need to approve or disapprove, or agree or disagree becomes a barrier to the exchange of ideas.

Labeling (communication blocker) - A stereotyping word or phrase that describes or identifies something or someone in overly simplified terms.

Passive listening - A state where a person is present, but they are not fully engaged with what a speaker is communicating.

Passive relating style - A style of relating to others in which individuals have difficulty expressing their feelings, opinions, or advocating for their needs. Behaviors include the inability to assert for themselves, allowing others to infringe on their rights, the use of soft or apologetic vocal tones, and the use of poor eye contact or a slumped body posture.

Passive-aggressive relating style - A style of relating to others in which individuals appear passive on the surface but are acting out of anger in a subtle or indirect way. Behaviors include difficulty with acknowledging anger, the regular use of sarcasm, a tendency to appear cooperative while purposely doing things that annoy others or disrupt processes, and incongruence between verbal communication, facial expressions, and body language.

Personal space - The physical, emotional, mental, and spiritual space one holds around oneself and possessions.

Presence (in communication) - The ability to tune out everything around oneself and focus exclusively on another person during communication.

Pseudo-psychoanalysis (communication blocker) - When someone attempts to use psychological analysis without proper training to inappropriately diagnose another's psychological shortcomings and thereby blocks open and honest communication.

Reflecting - The communication skill where a listener gathers information presented by a speaker, then summarizes it back to the speaker in a manner that supports empathy and better understanding for both parties.

Relating styles - The way in which a person behaves in relationship to another person, including verbal and nonverbal methods of communication. There are four defined relating styles: passive, assertive, aggressive, and passive-aggressive.

Self-awareness - Conscious knowledge of one's own feelings, thoughts, opinions, and behaviors, and how to modify behaviors based on internal and external information, such as the effect of one's behaviors on others or on situations.

Verbal encouragement - The questions a listener asks, the sounds he or she makes while listening, and attentive silence the listener uses while another person is communicating information.

Vocal quality (in communication) - The message a person's voice tone (loud, soft, clear, etc.), pace of words (fast, slow, moderate, etc.), and emphasis on words and enunciation of words (mumbling, clearly articulated, etc.) tells a listener about what the person thinks and feels.

You-statements - Statements that begin with a "you" that attempt to blame or criticize another in an attempt to win an argument.

Practice Quiz

1. If you express your feelings, or advocate for your needs, in a way that violates the rights of others, you have a(n):

A:Angry relating style

B:Aggressive relating style

C:Tensive relating style

D:Cynical relating style

2. The way in which one behaves toward another person, including verbal and nonverbal communication, is a person's:

A:Self-awareness

B:Interpersonal factors

C:Emotional intelligence

D:Relating style

3. The fair answer or solution to a problem, dispute, or struggle between people is referred to as:

A:Problem decree

B:Dispute relating

C:Conflict resolution

D:Solution ruling

4. What do you call a person's nonverbal gestures, facial expressions, postures, movements, and mannerisms?

A:Body interpretation

B:Body language

C:Body posture

D:Body communication

5. If you have difficulty expressing your feelings and opinions to others, or advocating for your needs, you have a(n):

A:Aggressive relating style

B:Passive relating style

C:Passive-aggressive relating style

D:Assertive relating style

6. Having an understanding of your own feelings and emotions, and recognizing the same in others, is called:

A:Emotional thinking

B:Feeling index

C:Emotional intelligence

D:Intelligence quotient

7. A client shows up late for a massage appointment; the practitioner says, "Oh no, I'm afraid you are late! I'm really sorry but I have to end the appointment at 2:00 because I will get in trouble if I don't. I hope that is OK with you." This demonstrates a(n):

A:Emotional intelligence

B:Aggressive relating style

C:Assertive relating style

D:Passive relating style

8. Listening to others, interpreting that information, and reflecting it back to the speaker is called:

A:Encouraged listening

B:Passive listening

C:Higher-order listening

D:Active listening

9. If you express your feelings, opinions, or advocate for your needs in a calm, clear way that does not violate the rights of others, you have a(n):

A:Self-witnessed relating style

B:Relaxed relating style

C:Assertive relating style

D:Passive relating style

10. If a person's attitudes, body language cues, or verbal statements prevent the effective exchange of information, these are called:

A:Communication enhancers

B:Communication blockers

C:Communication filters

D:Communication goals

11. What is the physical, emotional, mental, and spiritual space we hold around ourselves and our possessions?

A:Personal space

B:Psycho-physical space

C:Emotional space

D:Lateral space

12. Statements that share how a person feels without blaming or judging others are called:

A:I-explanations

B:I-statements

C:I-narratives

D:I-presentments

13. Poor eye contact, slumped body posture, and the inability to advocate for yourself is a(n):

A:Passive relating style

B:Aggressive relating style

C:Assertive relating style

D:Passive-aggressive relating style

14. Identifying something or someone in overly simplified terms is a communication blocker called:

A:Labeling

B:Judgment

C:Inappropriate reassurance

D:Psychoanalyzing

15. When a person's verbal and nonverbal communications aren't in agreement, it is called:

A:Integrity

B:Emotional intelligence

C:Incongruence

D:Congruence

16. An incongruence between verbal communication, facial expression, and body language, as well as an appearance of cooperation while purposely doing things that disrupt processes is called a(n):

A:Passive-assertive relating style

B:Passive-aggressive relating style

C:Assertive relating style

D:Aggressive relating style

17.

18.

19.

20.

21.

Practice Quiz Answer Key

1. B

2. D

3. C

4. B

5. C

6. C

7. D

8. D

9. C

10. B

11. A

12. B

13. A

14. A

15. C

16. B

17.

18.

19.

20.

21.

Professionalism

Terminology

Accountability - An individual's willingness to be liable or responsible for their personal actions and the situations that result.

Client feedback - Written or verbal input the client gives to affirm or improve the massage business or massage session based on their experience of these things.

Client greeting - The manner in which a practitioner makes an initial contact with the client in order to establish a cordial and positive therapeutic relationship.

Client interview - The initial interview in which the therapist gathers information about the client's state of health and the client states his/her wants and needs in order to develop an effective session plan.

Communication skills - The ability to convey and receive information with another person effectively and efficiently through the use of strong verbal, nonverbal, and written skills.

Competency - The proficiency and skill in performing one's professional duties.

Continuing education - Education a person pursues after completing a foundational course of study and obtaining credentials in the particular profession.

Courtesy - Polite behavior that shows respect and consideration for other people.

Curiosity - The innate desire to learn or know more about something or someone.

Dependability - An individual's trustworthiness or ability to reliably do or provide what is needed.

Ethics - The degree to which the individual practitioner conforms to the accepted standards of conduct determined by the profession.

Honesty - The quality of being fair, truthful, and accurate during communication or interactions with others.

Initiative - An individual's readiness and ability to take action through personal leadership of self or others.

Integrity - The quality of being complete, whole, authentic, honest, and fair during communication or interactions with others.

Motivation - An individual's innate eagerness to act or work.

Personal growth - An individual's innate desire and action toward progressive self-development.

Positive attitude - A person's tendency to respond constructively and optimistically toward ideas, objects, other people, or situations. A positive attitude influences a person's choice of action and their ability to respond proactively to challenges and opportunity.

Professional image - The tangible or visible representation of values and behaviors in alignment with the agreed standards of a profession, such as clean and modest dress, personal hygiene, the use of good manners, and the perceptions resulting from marketing and advertising materials.

Professionalism - The competence, skill, good judgment, appropriate dress, and polite behavior that is expected from a person who is trained to do a job well.

Responsibility - An individual's willingness to perform specific duties or tasks because they are expected, necessary, morally right, or legally required.

Self-regulation - Control of oneself in response to stresses or pressures exerted by an outside force. For example, a practitioner with good self-regulation can remain calm, composed, and rational even while dealing with a complaint from a client or dealing with an angry colleague.

Specialized knowledge - The information, skills, values, behaviors, and abilities to perform a job or participate in a profession successfully.

Time management - The analysis and adjustment of how working and nonworking hours are spent and how tasks are prioritized in order to maximize workplace and personal efficiency.

Work ethic - The belief in the moral benefit and importance of work, its inherent ability to strengthen character, and a willingness and desire to do one's best in the workplace.

Practice Quiz

1. Polite behavior that shows respect and consideration for other people is known as:

A:Dependability

B:Empathy

C:Ethics

D:Courtesy

2. The desire to learn or know more about something or someone is the quality of:

A:Curiosity

B:Empathy

C:Dependability

D:Motivation

3. A desire to seek out self-development is an example of:

A:Intelligence quotient

B:Personal growth

C:Emotional intelligence

D:Self-regulation

4. A willingness and desire to do one's best in the workplace is known as:

A:Work ethic

B:Emotional intelligence

C:Intelligence quotient

D:Self-regulation

5. Taking action through personal leadership of self or others is known as:

A:Integrity

B:Empathy

C:Congruence

D:Initiative

6. A willingness to perform duties or tasks that are expected, necessary, morally right, or legally required is defined as:

A:Responsibility

B:Ethics

C:Positive attunement

D:Incongruence

7. Appropriate dress, competency, good judgment, and polite behavior are all aspects of:

A:Professionalism

B:Ethics

C:Congruence

D:Integrity

8. Jon always shows up at the clinic on time, reliably folds laundry between clients, and consistently covers shifts for practitioners who are sick. He demonstrates the professional quality of:

A:Dependability

B:Competency

C:Courtesy

D:Ethics

9. Your client asks you to perform manual lymphatic drainage because she has previously received it from another practitioner with great results. You have not been formally trained in this technique but you have watched some online videos and received the work as well. Providing this technique without formal training would be:

A:Unacceptable unless you obtain permission from her physician

B:Unacceptable and outside the scope of practice

C:Acceptable as long as you inform your client that you are not trained

D:Acceptable since you have some informal video training

10. Proficiency and skill in performing one's professional duties is known as:

A:Empathy

B:Communication skills

C:Ethics

D:Competency

11. Being fair, truthful, and accurate during communication with others is called:

A:Honesty

B:Empathy

C:Courtesy

D:Sympathy

12. Accepted standards of professional conduct are called:

A:Honesty

B:Empathy

C:Ethics

D:Congruence

13. Clean and modest dress, good personal hygiene, and the use of good manners all contribute positively to a practitioner's:

A:Positive attunement

B:Competence posture

C:Professional image

D:Ethical posture

14. Keeping calm and in control, despite the stress and pressure from an outside force, is called:

A:Intelligence quotient

B:Incongruence

C:Self-regulation

D:Positive attunement

15. Susan misreads the clinic schedule and fails to arrive on time for the client's session. She apologizes to the waiting client and offers an extra 30 minutes of massage at no charge to make amends for the inconvenience. Susan demonstrated:

A:Accountability

B:Empathy

C:Poor ethics

D:Passive-aggressive behavior

16. The desire to learn or know more about something or someone is the quality of:

A:Curiosity

B:Empathy

C:Dependability

D:Motivation

17.

18.

19.

20.

21.

Practice Quiz Answer Key

1. D

2. A

3. B

4. A

5. D

6. A

7. A

8. A

9. B

10. D

11. A

12. C

13. C

14. C

15. A

16. A

17.

18.

19.

20.

21.

Employment

Terminology

Blended career - When a practitioner blends more than one profession or means of income. For example, working at a spa as a therapist, and also as a yoga instructor.

Career plan - A detailed, written plan spanning a specified number of years, which may include the path for continuing education, personal self-growth opportunities, the operation of a desired future business, or the attainment of a desired employment position.

Career vision - The big-picture view of what a professional hopes to accomplish in the life-span of his or her career.

Contact information (resume) - A section of a resume that lists a job applicant's full name, address, phone numbers, and email addresses.

Continuing education - Education a person pursues after completing a foundational course of study and obtaining credentials in the particular profession.

Cover letter - A letter of introduction accompanying a resume that includes personal contact information, as well as a statement of career objectives.

Customization of the massage - Planning a massage session based on a client's needs and wants, while also adapting for cautions and contraindications.

Education (resume) - A section of a resume that lists educational experiences, the name and location of the educational institutions, the title of the programs completed, and the date that degrees, diplomas, or certificates that were awarded.

Employee - A person who is hired by a business owner to perform particular duties for a set fee; by law, income tax is required to be withheld from an employee's earnings.

Employer expectations - Written or verbal statements an employer makes to an employee concerning the operation of the business, which outlines the expectations for professional performance.

Employment - An arrangement in which one party agrees to work for the business or personal service of another under specific policies for compensation.

Employment package - A general term for the ways in which an employee is compensated for work including wages, discounts on business products or services, health-care benefits, retirement plans, or other benefits.

General liability insurance - Liability coverage for damage or injury caused by an insured's negligence or acts of omission while doing normal duties or business (e.g., slip and fall, table collapses, etc.).

Independent contractor - A person who contracts with a business owner to provide specific professional services, while controlling the work and maintaining independent tax responsibility.

Job interview - A conversation between an employer and a prospective employee to evaluate the prospective employee's potential in meeting a job's expectations.

Job objective (resume) - A statement on a resume that tells potential employers what sort of work an applicant is hoping to do.

Job shadowing - Following and observing a professional in his or her daily work routine for educational purposes.

Mentor - A more experienced person who provides guidance to another professional who is establishing a career or transitioning into a new career.

Other information (resume) - An optional section of a resume where a job applicant might list volunteer experience, special certifications or accreditations, membership in professional organizations, special accomplishments, or fluency in foreign languages.

Payment for services - The way in which a business obtains monetary compensation from the client in payment for the session.

Professional references - A contact list of people who are willing to provide a character reference for a job applicant.

Rebooking - Scheduling another session with the client for a later date.

Resume - A document that presents a person's professional, educational, and personal background for review by a prospective employer.

Specialization - The process of pursuing a particular line of study in order to offer a specific modality or technique, work in a particular environment (e.g., spas, hospitals, sports medicine clinics, etc.), or work with particular client groups (e.g., pregnant women, professional athletes, people with disabilities, etc.).

Work experience (resume) - A section of a resume that lists a job applicant's previous jobs including their former position, name of the organization, town and state of the business, dates of employment, and a brief description of work responsibilities.

Practice Quiz

1. A section of a resume that lists a job applicant's former positions, dates of employment, and responsibilities is called:

A:Job objective

B:Education history

C:Reference list

D:Work experience

2. Planning a massage session based on a client's needs and wants while adapting for cautions and contraindications is called:

A:Modality-specific massage

B:Customization of the massage

C:Trigger-point protocol

D:Formulaic massage

3. What do you call the big-picture view of what a professional hopes to accomplish throughout his or her working life?

A:Career vision

B:Business plan

C:Personality assessment

D:Competitive analysis

4. When a practitioner blends more than one profession or source of employment, it is a(n):

A:Practice duality

B:Lease agreement

C:Blended career

D:Independent contract

5. The entry, "Spa Certificate, June 2005, Massage Therapy Institute, Any Town, Any State, 200 hours, Combined GPA 3.66," belongs in this section of a resume:

A:Job objective

B:Work experience

C:References

D:Education history

6. The phrase, "To obtain a position as a massage therapist at a leading spa where I can use my massage skills to improve client wellness," belongs in this section of a resume:

A:References

B:Job objective

C:Education history

D:Work experience

7. An agreement in which one party agrees to work for the business of another under specific policies is called:

A:Self-employment

B:Employment

C:Proprietary contract

D:Corporate contract

8. When an employer meets with a prospective employee to evaluate his or her potential in fulfilling the job description, it is a(n):

A:Employment package discussion

B:Job interview

C:Resume discussion

D:Cover interview

9. Requiring practitioners to have a good understanding of common pathologies and chronic pain conditions is an example of employer:

A:Expectations

B:Ethics

C:Rationale

D:Regulations

10. A statement on a resume that summarizes what sort of work an applicant is hoping to do is called a(n):

A:Work experience entry

B:Job objective

C:Education history entry

D:References entry

11. One item often negotiated as part of the employment package is the practitioner's:

A:Integrity

B:Congruence

C:Schedule

D:Ethics

12. Avoid this during an interview with a prospective employer:

A:Answering questions fluidly

B:Crossing your arms in front of your body

C:Asking questions about the job

D:Smiling at the interviewers

13. Working with athletes, geriatric clients, or pregnant women are all examples of:

A:Competency improvements

B:Specialization

C:Continuing education

D:Business missions

14. You would request an interview and thank a reader for his or her time and consideration in this section of a cover letter:

A:Conclusion

B:Opening

C:References

D:Body

15. Scheduling another session with the client for a later date is known as:

A:Client referral

B:Pressuring the client

C:Progressive treatment

D:Rebooking

16. A document that summarizes a person's professional, educational, and personal background for review by a prospective employer is a:

A:Synopsis report

B:Reference list

C:Thank-you letter

D:Resume

17. Following and observing a professional in his or her daily work routine for educational purposes is referred to as:

A:Employment

B:Certification

C:Independent contracting

D:Job shadowing

18. What is the letter of introduction accompanying a resume?

A:Cover letter

B:References

C:Resume

D:Transcripts

19. Insurance that protects a professional from claims due to client injury is:

A:Disability

B:Preventative liability

C:Product liability

D:Professional liability

20.

21.

Practice Quiz Answer Key

1. D

2. B

3. A

4. C

5. D

6. B

7. B

8. B

9. A

10. B

11. C

12. B

13. B

14. A

15. D

16. D

17. D

18. A

19. D

20.

21.

Private Practice

Terminology

Balance sheet - A document that lists business assets, liabilities, and equity.

Blended career - When a practitioner blends more than one profession or means of income. For example, working at a spa, or as a yoga practitioner, but also working in private massage practice.

Business cards - A small document that is given to potential clients that lists business contact information.

Business license - A legal document that grants a business the right to operate within a certain city and/or county jurisdiction.

Business mission - A statement that describes what a business aims to accomplish, the people it helps, and the problems it solves; often written in combination with a business vision.

Business personal property insurance - Insurance that covers business property losses that result from flood, fire, or theft.

Business plan - A detailed, written plan for creating and operating a specific business including a description of the business, marketing strategies, an overview of finances, and an overview of operational processes.

Business policies - Published statements that set boundaries or give guidance around aspects of the massage session or business operations including session cancellation policies, methods for filing complaints against practitioners, and policies for what happens when a client arrives late for a session, etc.

Business vision - A written statement with a vivid, idealized description of a desired outcome (e.g., how the world will be a better place when a business achieves its mission, or what success looks like to an individual business owner, etc.). These are often written in combination with a business mission.

Career plan - A detailed, written plan spanning a specified number of years, which may include the path for continuing education, personal self-growth opportunities, the operation of a desired future business, or the attainment of a desired employment position.

Career vision - The big-picture view of what a professional hopes to accomplish in the lifespan of his or her career.

Cash flow statement - A financial document that shows changes in money available over a fixed period of time.

Client education - Written or verbal information that educates the client about the benefits of massage or general wellness.

Client rights - A client's legal right to ethical service, confidentiality, and control of what happens to his or her body.

Clinic management - Maintaining smooth business operations including scheduling, cleaning, hiring, and security.

Clinic procedures - A description of the operation of the clinic; including the duration of a massage session, what happens before and after the session (e.g., how linens are managed, how treatment rooms are sanitized, etc.).

Competition - Other nearby practitioners and businesses that are vying for the same clients as your business.

Competitive analysis - A written comparison of the strengths and weaknesses of similar businesses in order to make improvements to one's own business to increase the chances of financial success.

Contingency planning - The planning a business or individual does to prepare for unforeseen emergencies (e.g., when a practitioner puts money in a savings account to plan for an unexpected drop in client sessions, etc.).

Corporation - A legal entity that is separate and distinct from its owners, which typically consist of a person or group of people who become shareholders.

Demographics - The study of a population (e.g., the people who make up the community where a business is located) based on factors such as age, sex, economic status, level of education, and employment, to better match business services and/or marketing messages to that group.

Disability insurance - Insurance that covers an individual's expenses (e.g., mortgage, food, utilities, etc.) in the event of illness or injury that leaves a person unable to work.

Ease of access (business location) - An item to consider when deciding where a business will be located, including the availability of safe and free parking for customers, the distance people will have to walk to enter the business, steep stairways that might prohibit some people from approaching the business, and other items that might limit customer access.

Employer identification number - A Federal Tax Identification Number required by businesses that are structured as corporations or that hire employees.

Employment tax - The federal income tax, social security tax, and Medicare tax an employer is required by law to withhold from employees' wages and pay to the IRS on the employees' behalf.

Expenses - All of the monies that go out of a business related to start-up or operational costs.

Fees - The amount of money a business asks consumers to pay for its products or services.

Finances - A general term that refers to the financial statements needed for a business plan, record keeping to track start-up and operating costs, bookkeeping systems that help a business predict income, expenses, and taxes, as well as considerations for personal financial management.

General liability insurance - Insurance that protects a business from liability due to client injury on the business premises or damage to client property while it is on the business premises.

Health insurance - Insurance that covers a practitioner for some personal expenses related to medical care for illness or injuries.

Home operating permit - A legal document that allows a person to run a business out of their home.

Home-based business - A business that is located in the business owner's home often requiring a city or county permit.

Income goals - A clearly defined objective for how much money is wanted or needed to support a professional's lifestyle.

Income tax - The federal and state taxes a business pays based on business profits.

Independent contractor - One who contracts with a business owner to provide specific professional services, as well as controls the work and maintains independent tax records.

Licenses and permits - Required documents for performance of professional duties or establishment of a business.

Limited liability company (LLC) - A business structure that protects personal assets in the case of a lawsuit while allowing flow-through taxation.

Marketing - Advertising and promotional activities required to present and sell a product or service to the public.

Marketing plan - A strategy for choosing promotional and advertising materials and events to help you reach your target audience.

Mentor - A more experienced person that provides guidance to a professional who is establishing a career or transitioning into a new career path.

Net income - The money from revenue that is left over after expenses have been deducted.

Net loss - The result that occurs when expenses exceed the revenue produced for a given period of time.

Operating costs - All of the expenses related to running a business.

Partnership - An arrangement in which more than one person owns the same business, sharing both the responsibility and the profit.

Payment for services - The way in which a business obtains monetary compensation from the client in payment for the session.

Policies and procedures - Verbal or written statements outlining the expectations for the operation of a business.

Practitioner/business rights - The published rights a practitioner or business asserts for itself in client-informed consent documents, such as the right to refuse service to clients using illegal drugs or alcohol.

Product liability insurance - Insurance that protects a professional or business from liability in the event a client has adverse reactions to products used during the service (e.g., an allergic reaction to the massage lubricant) or at home after purchase of a self-care product from the business.

Professional liability insurance - Insurance that protects a professional from liability due to client injury or injury to client property by the individual practitioner.

Profit and loss statement - A document that shows how a business performed financially for a certain period of time.

Promotion - Activities or offers that increase a professional's visibility to the public and attract attention of potential clients.

Publicity - Any media attention that highlights a professional for his or her business achievements.

Rebooking - Scheduling another session with the client for a later date.

Record keeping - Any method of keeping track of expenses and income for a business.

Referral list - A list of other health-care professionals you compile who could provide different or more specialized services to your clients as necessary.

Retail sales - The process of selling products to consumers. In a private massage business, such products usually pertain to the service of massage and provide benefits to clients in relationship to massage (e.g., warm packs clients can heat up in a microwave and use for self-care of tight muscles at home, etc.).

Revenue - All of the monies that come into a business through clients' payments for services and products.

Sales tax - A state or local tax based on a percentage of the selling price of products or services that a buyer must pay, usually collected and submitted to the state by the seller.

Sales tax permit - A legal document that grants a business the right to sell products to consumers.

Self-employed - Working exclusively for oneself and not under the employment of another.

Self-employment tax - The social security and Medicare taxes an individual withholds from wages and pays to the IRS for him or herself.

Signage restrictions - In some business locations, city or local ordinances restrict the type of sign a business can use to alert potential consumers to the business location or services.

Sole proprietorship - A business structure in which the individual is personally liable; involves the use of a Schedule C on an individual's tax return.

Special offers - Discounts on services when clients meet specific criteria, or for a particular amount of time.

Start-up costs - All of the expenses related to starting a business.

Target market - The specific group of customers that a business wants to attract; usually identified through demographic factors.

Taxes - The amount of money a government entity requires people to pay (according to their income) that is then used to pay for the services the government provides the people.

Zoning permit - A legal document that allows a business to operate in a particular location based on the zoning regulations for that area.

Practice Quiz

1. Monies that go out of a business related to start-up or operational costs are:

A:Revenue

B:Expenses

C:Gross outgo

D:Net outgo

2. What do you call media attention that highlights a professional and/or business?

A:Referral programs

B:Publicity

C:Promotion

D:Special offers

3. A business structure in which the individual is personally liable is a:

A:Sole proprietorship

B:Limited liability company

C:Corporate proprietorship

D:Corporation

4. The group of customers a business wants to attract is its:

A:Business market

B:Demographic needs group

C:Target market

D:Focus group

5. What is the money from revenue that is left over after expenses have been deducted?

A:Expenses

B:Taxes

C:Net loss

D:Net income

6. A detailed, written plan that outlines future professional goals, continuing education, and self-growth opportunities is a:

A:Business plan

B:Resume

C:Cover letter

D:Career plan

7. Keeping track of expenses and income for a business is called:

A:Demographic analysis

B:Retirement planning

C:Record keeping

D:Contingency planning

8. A client's input regarding his or her experience of the practitioner's massage business or massage session is called:

A:Liability claim

B:Client feedback

C:Complaint

D:Incident report

9. A business structure that protects personal assets in the case of a lawsuit while allowing flow-through taxation is a(n):

A:Limited liability company

B:Corporation

C:Independent contractor

D:Sole-proprietorship

10. What you want your business to accomplish, as well as noting the people it helps and the problems it solves, are parts of a:

A:Profit and loss statement

B:Balance sheet

C:Business mission

D:Career plan

11. What is a financial document that shows changes in money available over a fixed period of time?

A:Cash flow statement

B:Profit and loss statement

C:Contingency sheet

D:Balance sheet

12. A legal document that allows a person to run a business out of their home is known as a:

A:Employment Identification Number

B:Zoning permit

C:Business license

D:Home operating permit

13. The federal income tax, social security tax, and Medicare tax an employer withholds from employees' wages and pays to the IRS is called:

A:Property tax

B:Employment tax

C:Sales tax

D:Self-employment tax

14. If you are self-employed and maintain your own tax records, but you agree to provide specific services to a business, you are a(n):

A:Independent contractor

B:Employer

C:Corporation

D:Employee

15. This business tool lists business contact information and is given to potential clients:

A:Business card

B:Resume

C:Cover letter

D:Gift certificate

16. Information that teaches clients about the benefits of massage or general wellness is referred to as:

A:Professional image enhancement

B:Informed consent

C:Publicity

D:Client education

17. The federal and state taxes a business pays based on business profits is referred to as:

A:Operations tax

B:Zoning tax

C:Income tax

D:Sales tax

18. Personal expenses related to medical care for illness or injuries can be reimbursed by:

A:Disability insurance

B:Professional liability insurance

C:Health insurance

D:General liability insurance

19. If a client has an adverse reaction to a lotion used during a service, this type of insurance protects the business from liability:

A:Slip-and-fall coverage

B:Practitioner liability insurance

C:Product liability insurance

D:Business personal property insurance

20. In business, when more than one person shares ownership, responsibilities, and profit, it is a(n):

A:Independent contract

B:Partnership

C:Corporation

D:Sole-proprietorship

21. A strategy for choosing promotional and advertising materials to help you reach your target audience is a:

A:Contingency plan

B:Business plan

C:Career plan

D:Marketing plan

22. Selling products to consumers is called:

A:Retail sales

B:Contingency sales

C:Unethical marketing

D:Demographic incentives

23. If you work exclusively for yourself, you are:

A:Self-employed

B:The employer

C:An independent operator

D:The employee

24. Client payments for services are known as:

A:Taxes

B:Net expenses

C:Retail sales

D:Revenue

25. The document that gives a business permission to operate within a certain city and/or county jurisdiction is called a(n):

A:Sales tax permit

B:Employer identification number

C:Business license

D:Tax permit

26. If you incur business property losses that result from flood, fire, or theft, you would be covered by this kind of insurance:

A:Product liability

B:General liability

C:Business personal property

D:Professional liability

27.

28.

Practice Quiz Answer Key

1. B

2. B

3. A

4. C

5. D

6. D

7. C

8. B

9. A

10. C

11. A

12. D

13. B

14. A

15. A

16. D

17. C

18. C

19. C

20. B

21. D

22. A

23. A

24. D

25. C

26. C

27.

28.