Question 1

Which symbol is utilized by AAA when it issues hotel ratings?&#10;A) Stars&#10;B) Metals&#10;C) Diamonds&#10;D) Pineapples

Accepted Answer

AAA utilizes diamonds to issue hotel ratings.

Question 2

Servicing consumer demand and booking clients are activities directly related to hotel&#10;A) sales.&#10;B) marketing.&#10;C) promotions.&#10;D) advertising.

Accepted Answer

Servicing consumer demand and booking clients are key functions of hotel sales teams. Sales teams work directly with individual consumers and companies to create customized packages and bookings for their specific needs.

Question 3

Lawrence,a sales manager,has been assigned by his DOSM to work the SMERF market.As a result,Lawrence will primarily be working with&#10;A) travel agents.&#10;B) group markets.&#10;C) corporate clients.&#10;D) long-term stay guests.

Accepted Answer

SMERF stands for Social, Military, Educational, Religious, and Fraternal groups which are all part of the group market. Therefore, Lawrence will primarily be working with the group market.

Question 4

The act of reserving a hotel's ballroom for a guest's 50th anniversary party is an example of hotel&#10;A) sales.&#10;B) marketing.&#10;C) advertising.&#10;D) public relations.

Accepted Answer

The act of reserving a hotel's ballroom is a sales activity as it involves a transaction between the hotel and the guest. The hotel is selling its ballroom space to the guest for their event. Marketing, advertising, and public relations activities may also be involved in promoting the hotel's event spaces, but the act of reserving the ballroom is primarily a sales function.

Question 5

Who typically approves a hotel's marketing plan after it has been developed?&#10;A) GM&#10;B) EOC&#10;C) FOM&#10;D) DOSM

Accepted Answer

The General Manager (GM) typically approves a hotel's marketing plan after it has been developed, as they have the overall responsibility for the hotel's operations and strategic direction.

Question 6

How are CVBs funded?&#10;A) State sales taxes&#10;B) Hotel occupancy taxes&#10;C) Hotel membership fees&#10;D) Chamber of Commerce grants

Accepted Answer

CVBs are primarily funded through hotel occupancy taxes, which are collected by the city or county and allocated to local tourism promotion and development efforts. This is why a hotel stay often incurs an additional tax fee called a "bed tax". Other sources of funding for CVBs may include grants, private donations, or sponsorships, but hotel occupancy taxes are the primary funding mechanism.

Question 7

The use of brochures,billboards and exterior signage are examples of a hotel's&#10;A) publicity efforts.&#10;B) promotion efforts.&#10;C) advertising efforts.&#10;D) public relations efforts.

Accepted Answer

The use of brochures, billboards, and exterior signage are all forms of advertising, which is focused on promoting and selling a product or service. Publicity would refer to generating media attention through promotional or newsworthy events, while promotion would refer to various tactics used to encourage consumers to make a purchase. Public relations, on the other hand, refers to the management of a company's reputation and relationships with stakeholders.

Question 8

A subset of customers who have common needs is known as a&#10;A) target market.&#10;B) generic market.&#10;C) market resource.&#10;D) market segment.

Accepted Answer

A subset of customers who have common needs is known as a market segment. This segment can be targeted by businesses to better meet their specific needs and preferences. Option A, target market, is similar but refers to the group a company specifically aims to sell to. Option B, generic market, is not a commonly used term in marketing. Option C, market resource, is also not a commonly used term and does not fit the definition of a subset of customers with common needs.

Question 9

A hotel Rooms Division Manager is typically responsible for managing which two operating departments in a hotel?&#10;A) Front office and Housekeeping&#10;B) Front office and Food and Beverage&#10;C) Front office and Sales and Marketing&#10;D) Food and Beverage and Housekeeping

Accepted Answer

The Rooms Division Manager is typically responsible for managing both the Front office and Housekeeping departments in a hotel. These two operating departments are critical for the guest experience as they directly impact the guest's stay and satisfaction. The Front office handles guest check-in, check-out, reservations, and guest services, while Housekeeping is responsible for maintaining the cleanliness and orderliness of the rooms and public areas.

Question 10

A travel agency that interacts with its customers only,or primarily,via the Internet is known in the lodging industry as&#10;A) an ITA.&#10;B) an OTA.&#10;C) a travel wholesaler.&#10;D) a transparent agency,

Accepted Answer

A travel agency that operates primarily via the Internet is known as an online travel agency (OTA), which interacts with its customers through its website or mobile application. OTAs offer various services such as booking flights, hotels, car rentals, vacation packages, and cruises. OTAs have become popular among travelers due to the convenience and competitive pricing they offer.

Question 11

Which activity would be listed in a hotel's marketing plan?&#10;A) Sell clean rooms&#10;B) Provide friendly service&#10;C) Place advertisement in CVB guide&#10;D) Maintain facilities is excellent condition

Accepted Answer

The answer of Which activity would be listed in a...

Question 12

Which marketing activity can often be used to counter negative publicity?&#10;A) Sales&#10;B) Promotion&#10;C) Advertising&#10;D) Public relations

Accepted Answer

The answer of Which marketing activity can often be used...

Question 13

Who would issue an RFP to a hotel?&#10;A) GM&#10;B) Client&#10;C) Owner&#10;D) Franchisor

Accepted Answer

The answer of Who would issue an RFP to a...

Question 14

Who most often negotiates sales contracts on behalf of a hotel?&#10;A) GM&#10;B) FOM&#10;C) Owner&#10;D) DOSM

Accepted Answer

The answer of Who most often negotiates sales contracts on...

Question 15

Which marketing activity is provided to hotels at no cost?&#10;A) Publicity&#10;B) Promotion&#10;C) Advertising&#10;D) Public relations

Accepted Answer

The answer of Which marketing activity is provided to hotels...

Question 16

Cold calling is the process of visiting potential clients without&#10;A) an appointment.&#10;B) a marketing plan.&#10;C) a purpose for the call.&#10;D) a basic familiarity with the potential client.

Accepted Answer

The answer of Cold calling is the process of visiting...

Question 17

Which market segment is made up of business travelers?&#10;A) Leisure&#10;B) SMERF&#10;C) Corporate&#10;D) Long-term stay

Accepted Answer

The answer of Which market segment is made up of...

Question 18

Organizing a hotel's sales and marketing effort by product sold makes good sense when the&#10;A) variety of products sold by the hotel is limited.&#10;B) variety of products sold by the hotel is extensive.&#10;C) number of customers served by the hotel is large.&#10;D) number of customers served by the hotel is small.

Accepted Answer

The answer of Organizing a hotel's sales and marketing effort...

Question 19

What is the primary goal of a local chamber of commerce?&#10;A) Influence business tax policy.&#10;B) Advance business interests in the community.&#10;C) Supplement hotel marketing efforts in the community.&#10;D) Advance the level of tourism-related marketing efforts in the community.

Accepted Answer

The answer of What is the primary goal of a...

Question 20

A hotel's Sales and Marketing committee is one example of&#10;A) web-based marketing activities.&#10;B) social-media-oriented activities.&#10;C) on-property marketing activities.&#10;D) franchisor-based marketing activities.

Accepted Answer

The answer of A hotel's Sales and Marketing committee is...

Question 21

The two most commonly used tools to evaluate the effectiveness of a hotel's sales effort are the STAR report and the&#10;A) P&L.&#10;B) pace report.&#10;C) manager's daily.&#10;D) occupancy forecast.

Accepted Answer

The answer of The two most commonly used tools to...

Question 22

A hotel achieved an occupancy rate of 90.2 % this May.Last May the hotel achieved an 82.0% occupancy.What was the amount of this hotel's percentage change in occupancy this year when compared to last year?

A) +8.2%
B) -8.2%
C) +10%
D) -10%

Accepted Answer

The answer of A hotel achieved an occupancy rate of...

Question 23

Which is an example of a potential demand generator for an individual hotel?&#10;A) Low prices&#10;B) Clean rooms&#10;C) Local university&#10;D) Popular franchise

Accepted Answer

The answer of Which is an example of a potential...

Question 24

The STAR report for a manager's hotel indicates that last month the hotel achieved an ADR Index of 110.The manager's competitive set achieved an ADR of $180.What was the ADR of the manager's hotel last month?

A) Between $170 and $179
B) Between $180 and $189
C) Between $190 and $199
D) Between $200 and $209

Accepted Answer

The answer of The STAR report for a manager's hotel...

Question 25

What is always true when a hotel has a RevPAR index above 100?&#10;A) The hotel's ADR is lower than its competitive set.&#10;B) The hotel's ADR is higher than its competitive set.&#10;C) The hotel is out performing its competitive set.&#10;D) The hotel is under performing its competitive set.

Accepted Answer

The answer of What is always true when a hotel...

Deck 8: Sales and Marketing