Question 1

Forecasts are used to project the number of labor hours needed in a given time period?

Accepted Answer

Forecasts help in predicting future demand, allowing businesses to estimate the labor hours required to meet that demand efficiently.

Question 2

Simply speaking, marketing is getting and keeping a customer?

Accepted Answer

Marketing involves activities aimed at attracting and retaining customers by understanding their needs and providing value.

Question 3

Successful selling can be classified as understanding the real needs of the buyer, communicating effectively how the product and service will fulfill the buyer's needs, and then successfully deliver the product and service.

Accepted Answer

Successful selling involves understanding buyer needs, effective communication of how a product meets those needs, and delivering the product as promised.

Question 4

Training and an individual's motivation are not useful determinants of successful selling?

Accepted Answer

Training and motivation are crucial for successful selling as they equip individuals with the necessary skills and drive to effectively engage with customers and close sales.

Question 5

History is not a good indicator of what may occur in the future for hotels?

Accepted Answer

History can provide valuable insights and trends that help predict future occurrences in the hotel industry, though it is not always definitive.

Question 6

Sales and marketing are completely distinct concepts?

Accepted Answer

Sales and marketing are related concepts; marketing involves promoting and creating demand for a product, while sales focus on converting that demand into purchases.

Question 7

Which of the following revenue channels is used by travel agents to make reservations at Paul Chappelle's hotels?

Accepted Answer

Travel agents typically use the Global Distribution System (GDS) to make reservations at hotels, including those of Paul Chappelle.

Question 8

Sales organization only refers to departmental organizational issues?

Accepted Answer

Sales organization encompasses more than just departmental issues; it includes the structure, processes, and strategies used to manage and optimize sales activities.

Question 9

According to the article, after forecasts have been completed, they are a useful tool to:

Accepted Answer

Forecasts can be used to project labor costs and set goals for sales and catering managers.

Question 10

According to Paul Chappelle, forecasting and tracking takes up ______% of his time.

Accepted Answer

The answer of According to Paul Chappelle, forecasting and tracking...

Question 11

The most critical revenue channel of a hotel is the GDS. GDS is the acronym for which of the following?

Accepted Answer

GDS stands for Global Distribution System, which is a network that enables travel agencies and other travel service providers to access hotel room availability and rates, making it a critical revenue channel for hotels.

Question 12

The easiest approach to serving as a liaison between the operations and sales departments is by facilitating frequent, open, and honest communication between the parties?

Accepted Answer

Facilitating frequent, open, and honest communication helps ensure that both departments understand each other's needs and challenges, leading to better collaboration and problem-solving.

Question 13

In terms of corporate hierarchy, pricing is formulated and executed on which of the following levels?

Accepted Answer

Pricing is formulated at the strategic level, executed at the tactical level, and measured for effectiveness, making choices A, C, and D relevant.

Question 14

Factors that should be taken into consideration when creating a forecast include:

Accepted Answer

All the factors listed (history, competition, weather, and seasonality) are important considerations when creating a forecast as they can all influence future outcomes.

Question 15

Forecasting is one of the most important responsibilities of a revenue manager?

Accepted Answer

Forecasting is crucial for revenue managers as it helps predict future demand, optimize pricing strategies, and maximize revenue.

Question 16

Organizing a sales department means determining who is going to do what?

Accepted Answer

Organizing a sales department involves assigning specific roles and responsibilities to team members to ensure efficient operation and goal achievement.

Question 17

Sales management addresses the logistics of sales solicitation?

Accepted Answer

Sales management involves planning, directing, and controlling personal selling activities, which includes logistics related to sales solicitation.

Question 18

All client-contact personnel of a hospitality organization perform personal selling consciously or unconsciously?

Accepted Answer

All client-contact personnel in a hospitality organization engage in personal selling, whether they are aware of it or not, as they interact with clients and influence their perceptions and decisions.

Question 19

When forecasting for the upcoming year, a revenue manager should take into consideration the pickup and departure patterns of conventions?

Accepted Answer

Conventions can significantly impact hotel bookings, so understanding their patterns helps in accurate forecasting.

Question 20

The retail rate is also known as a bucket of premium or BAR charged on the open market. BAR is an acronym for which of the following?

Accepted Answer

BAR stands for "Best Available Rates," which refers to the lowest rate available to the general public for a particular room or service at a given time.

Quiz 7: Marketing and Associated Activities