Deck 9: Understanding Organizational Customers

Question 1

What do corporate travel managers do?

A) Plan individual travel schedules for a business
B) Plan conventions for a business
C) Plan large group travel for a business
D) Plan individual meetings for a business

Answer 1

A

Question 2

Which criteria for conference centers is true?

A) They must have a pool
B) They must have an average group size of 75 people or smaller
C) They must have 24 hour food and beverage
D) They must be hotels with a few general purpose meeting rooms

Answer 2

B

Question 3

What is not a factor when an organizational planner chooses a hotel?

A) The conference services manager
B) Recommendations from the hotel staff
C) Word of mouth
D) Site inspection

Answer 3

B

Question 4

What is true about the motorcoach tour market?

A) They usually do not have tour leaders
B) Their main purpose is leisure travel
C) They usually arrive in stages to a hotel - a few arrive on one day, more the next day, etc.
D) Their main purpose is bringing meeting guests to the hotel in a motorcoach

Question 5

The six major segments of the organizational market are:

A) Corporate travel market; leisure traveler market; incentive market; SMERF market; corporate meetings market; group tour market
B) Corporate travel market; leisure traveler market; incentive market; SMERF market; group tour market; convention, association, and trade show market
C) Corporate travel market; business planners market; SMERF market; corporate meetings market; group tour market; convention, association, and trade show market
D) Corporate travel market; leisure traveler market; incentive market; SMERF market; corporate meetings market; group tour market; convention, association, and trade show market

Question 6

Pick the false statement about SMERF markets:

A) The government market is very similar to the SMERF market
B) Hotels usually don't solicit their business
C) It is social- related group business
D) They aren't price sensitive

Question 7

The hotel who adjusts accordingly to a meeting's last minute demands and requests will be more likely to receive future business from the organization purchasing the meeting.

Question 8

If something goes wrong during a meeting at a hotel, the hotel sales staff are usually the ones who are held responsible.

Question 9

MICE stands for meetings, incentives, corporations, and exhibitions.

Question 10

Incentive travel planning is different from planning corporate meetings because:

A) It requires a planner to plan the functions
B) Everything from air and land travel, to the hotel, food and excursions are entirely planned
C) The individuals are responsible for their own travel to the hotel
D) Individuals get to choose which hotel they can stay at

Question 11

What is a conference center's major competition?

A) Neighboring conference centers
B) Convention centers
C) Area restaurants
D) Local hotels

Question 12

Meeting planners and travel managers are end users of the hospitality product.

Question 13

A very large meeting of 1,000 people wants to book rooms at a hotel. About how far in advance will they normally book?

A) 18 months
B) 6 months
C) 1 month
D) 1 week

Question 14

The three types of incentive travel are:

A) Pure incentive incentive plus, and incentive weeks
B) Pure incentive, incentive weekends, and incentive weeks
C) Incentive weekends, incentive weeks, and incentive months
D) Pure incentive, incentive plus, and incentive weekends

Question 15

What is the main purpose of trade shows?

A) To bring business to local attractions
B) To swap ideas and products within a company
C) To hold large- scale corporate meetings
D) To showcase and sell products

Question 16

Which statement is false about convention and visitor's bureaus?

A) They are run by elected officials
B) They are non- profit organizations
C) They help market a destination
D) They include hotels, restaurants, and area attractions

Question 17

Which type of organizational planner is most likely to rely on site inspections when selecting a hotel?

A) Travel planners
B) Group tour leaders
C) Sales managers
D) Corporate meeting planners

Question 18

Knowing buy times of different customer segments helps a hotel manage it's inventory properly.

Question 19

What is not an example of volume discounting?

A) Chainwide hotel rates for corporate travel managers
B) Meeting planners negotiating a cheaper room rate for attendees based on a large number of attendees
C) Large travel agencies providing purchasing power for their customers
D) Hotels quoting a rack rate to large companies

Question 20

Where do people stay when attending conventions in convention centers?

A) In the convention center
B) They usually return home after the convention
C) Local area hotels
D) At a hotel attached to the convention center

Question 21

The name "conference center" means it is a facility that has meeting rooms.

Question 22

The SMERF market is highly targeted by many hotels.

Question 23

Assessing the needs of an organization before their meeting is not crucial to the success of the meeting.

Question 24

Corporate travel managers plan individual travel schedules within a business.

Question 25

Convention and visitors bureaus only represent hotels and area attractions that pay to be a member of them.