1 and assignment handling,
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Hospitality Sales and Marketing Final
Questions and Answers (100% Correct
Answers) Already Graded A+
The key to successful selling is to: Ans: put yourself in the client's place
Items that restaurants give away free as cost to guests are called: Ans:
premiums
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The percentage of hotel guests who eat meals at the hotel is known as
the: Ans: capture rate
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Local- and foreign-company managers often make travel decisions for
international travelers with very different approaches. Which of the
following is TRUE of their decision-making approaches? Ans: foreign-
company managers often look for chain properties that operate in their
home country
Which of the following kinds of small corporate meetings usually have
high per-person expenditures? Ans: management meetings
. __________ travelers often need more assistance in planning their travel
than _________ travelers. Ans: Leisure, business
The most important difference between motor coach charters and
motor coach tours is that: Ans: travel agents and special packages are
not usually involved in motor coach charters
, 2 and assignment handling,
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A form of publicity that involves using celebrities and ordinary "real
people" to try new products and spread the word about them by talking
to friends, posting comments on the Internet, and so on is called: Ans:
buzz marketing
The advertising strategy that emphasizes how your property or restaurant
is different from competitors is called: Ans: differentiation
When developing an incentive program, trips and merchandise are
often used as a reward, but for many employees, ___________ is just as
© 2026 Assignment Expert
important as any reward. Ans: recognition
Which of the following statements best describes employee
Guru01 - Stuvia
empowerment? Ans: employee empowerment gives employees the
authority to make on-the-spot decisions to respond to guest needs-
decisions that used to be made only by managers
As a salesperson, why might you rank your accounts according to
profitability? Ans: ranking accounts enables you to allocate time to your
most promising accounts
Which of the following is a fundamental rule of a presentation sales call?
Ans: asking the client questions always precedes the "presenting your
property" step of a presentation sales call
What is "referral prospecting"? Ans: asking current clients to identify
others who might be interested in the hotel's products and services
Most properties pay a new salesperson __________ for the first six to
twelve months on the job. Ans: straight salary
For Expert help
Hospitality Sales and Marketing Final
Questions and Answers (100% Correct
Answers) Already Graded A+
The key to successful selling is to: Ans: put yourself in the client's place
Items that restaurants give away free as cost to guests are called: Ans:
premiums
© 2026 Assignment Expert
The percentage of hotel guests who eat meals at the hotel is known as
the: Ans: capture rate
Guru01 - Stuvia
Local- and foreign-company managers often make travel decisions for
international travelers with very different approaches. Which of the
following is TRUE of their decision-making approaches? Ans: foreign-
company managers often look for chain properties that operate in their
home country
Which of the following kinds of small corporate meetings usually have
high per-person expenditures? Ans: management meetings
. __________ travelers often need more assistance in planning their travel
than _________ travelers. Ans: Leisure, business
The most important difference between motor coach charters and
motor coach tours is that: Ans: travel agents and special packages are
not usually involved in motor coach charters
, 2 and assignment handling,
For Expert help
A form of publicity that involves using celebrities and ordinary "real
people" to try new products and spread the word about them by talking
to friends, posting comments on the Internet, and so on is called: Ans:
buzz marketing
The advertising strategy that emphasizes how your property or restaurant
is different from competitors is called: Ans: differentiation
When developing an incentive program, trips and merchandise are
often used as a reward, but for many employees, ___________ is just as
© 2026 Assignment Expert
important as any reward. Ans: recognition
Which of the following statements best describes employee
Guru01 - Stuvia
empowerment? Ans: employee empowerment gives employees the
authority to make on-the-spot decisions to respond to guest needs-
decisions that used to be made only by managers
As a salesperson, why might you rank your accounts according to
profitability? Ans: ranking accounts enables you to allocate time to your
most promising accounts
Which of the following is a fundamental rule of a presentation sales call?
Ans: asking the client questions always precedes the "presenting your
property" step of a presentation sales call
What is "referral prospecting"? Ans: asking current clients to identify
others who might be interested in the hotel's products and services
Most properties pay a new salesperson __________ for the first six to
twelve months on the job. Ans: straight salary
