CONVENTION MANAGEMENT AND SERVICE
9th Edition
Course: 478
Exam Control Number: 478908
Final Examination Instructions
Carefully read the instructions on the final examination answer sheet.
Both sides of the final examination sheet must be completed.
The course name, course number and exam control number listed above must be provided in the proper
places on your final examination answer sheet in order for your examination to be graded.
MULTIPLE-CHOICE QUESTIONS
Please darken the letter on the answer sheet that corresponds to the single best answer.
1. Which of the following types of event is usually held in conjunction with another meeting and is used by
vendors to display goods and services?
A) exhibition
B) conference
C) clinic
D) institute
2. Governmental agencies and labor unions are examples of which of the following major categories of meeting
sponsors?
A) corporations
B) associations
C) technical societies
D) nonprofit organization
3. Many target the small meetings market.
A) extended stay properties
B) condominium resorts
C) all-suite hotels
D) conference centers
4. A corporation has decided to reward top-performing employees with travel packages. Which of the following
types of professional meeting planners specializes in services for guests whose travel packages are company
rewards?
A) incentive travel houses
B) travel agents
C) destination management companies
D) independent meeting planners
5. Convention centers are typically publicly owned and supported by:
A) hotel room taxes.
B) capital gains taxes.
C) income taxes.
D) sales taxes.
6. When meeting attendees do volunteer work in the local community in between meetings rather than lounge
around the hotel pool or take in local attractions, they are taking part in the trend.
A) workshop
B) social responsibility
C) ecotourism
D) “green” meetings
10/19/16 D 9th ed.: Abbey 1 ©2016 AHLEI
, CONVENTION MANAGEMENT AND SERVICE
9th Edition
Course: 478
Exam Control Number: 478908
7. Which of the following statements about the relationship between sales and marketing is TRUE?
A) Marketing is a step after sales and a step beyond customer satisfaction.
B) "Marketing" and "sales" are the same.
C) Sales has a more long-term perspective than marketing.
D) Marketing is the groundwork upon which sales efforts are based.
8. Jeremy, a corporate executive in a hotel chain who is looking for new areas in which to build properties, is
concerned that new properties be easily accessible from airports. His concern relates most directly to which of
the following elements of the marketing mix?
A) presence
B) price
C) place
D) product
9. Which of the following activities can best set sales responsibilities, coordinate sales efforts, and help evaluate
the results of those efforts?
A) evaluating the property's assets
B) developing a marketing plan
C) selecting a sales team
D) surveying the management practices of the competition
10. A property's market "position" is its image in the eyes of:
A) guests.
B) brand executives.
C) ownership.
D) employees.
11. Market segments with the greatest business potential and toward which marketing activities are directed are
called markets.
A) bear
B) positioned
C) target
D) bull
12. To effectively "sell" a property:
A) your property should be located in a "feeder" city.
B) your perception of the property and your customers' perception of it must match.
C) you should focus on what the competition does better.
D) you should target only the groups your property is currently serving.
13. Which of the following sales and marketing positions generally receives a set percentage of the volume of
business they directly book for a hotel?
A) regional sales offices
B) independent sales representatives
C) directors of revenue management
D) corporate sales staffs
14. Rate guidelines for high- and low-demand periods, banquet and room reservation cutoff dates, and
credit/deposit/cancellation policies are all areas that might be included in:
A) a marketplace analysis.
B) a standard operating procedure manual.
C) a marketing plan.
D) a business status and trend summary.
10/19/16 D 9th ed.: Abbey 2 ©2016 AHLEI
9th Edition
Course: 478
Exam Control Number: 478908
Final Examination Instructions
Carefully read the instructions on the final examination answer sheet.
Both sides of the final examination sheet must be completed.
The course name, course number and exam control number listed above must be provided in the proper
places on your final examination answer sheet in order for your examination to be graded.
MULTIPLE-CHOICE QUESTIONS
Please darken the letter on the answer sheet that corresponds to the single best answer.
1. Which of the following types of event is usually held in conjunction with another meeting and is used by
vendors to display goods and services?
A) exhibition
B) conference
C) clinic
D) institute
2. Governmental agencies and labor unions are examples of which of the following major categories of meeting
sponsors?
A) corporations
B) associations
C) technical societies
D) nonprofit organization
3. Many target the small meetings market.
A) extended stay properties
B) condominium resorts
C) all-suite hotels
D) conference centers
4. A corporation has decided to reward top-performing employees with travel packages. Which of the following
types of professional meeting planners specializes in services for guests whose travel packages are company
rewards?
A) incentive travel houses
B) travel agents
C) destination management companies
D) independent meeting planners
5. Convention centers are typically publicly owned and supported by:
A) hotel room taxes.
B) capital gains taxes.
C) income taxes.
D) sales taxes.
6. When meeting attendees do volunteer work in the local community in between meetings rather than lounge
around the hotel pool or take in local attractions, they are taking part in the trend.
A) workshop
B) social responsibility
C) ecotourism
D) “green” meetings
10/19/16 D 9th ed.: Abbey 1 ©2016 AHLEI
, CONVENTION MANAGEMENT AND SERVICE
9th Edition
Course: 478
Exam Control Number: 478908
7. Which of the following statements about the relationship between sales and marketing is TRUE?
A) Marketing is a step after sales and a step beyond customer satisfaction.
B) "Marketing" and "sales" are the same.
C) Sales has a more long-term perspective than marketing.
D) Marketing is the groundwork upon which sales efforts are based.
8. Jeremy, a corporate executive in a hotel chain who is looking for new areas in which to build properties, is
concerned that new properties be easily accessible from airports. His concern relates most directly to which of
the following elements of the marketing mix?
A) presence
B) price
C) place
D) product
9. Which of the following activities can best set sales responsibilities, coordinate sales efforts, and help evaluate
the results of those efforts?
A) evaluating the property's assets
B) developing a marketing plan
C) selecting a sales team
D) surveying the management practices of the competition
10. A property's market "position" is its image in the eyes of:
A) guests.
B) brand executives.
C) ownership.
D) employees.
11. Market segments with the greatest business potential and toward which marketing activities are directed are
called markets.
A) bear
B) positioned
C) target
D) bull
12. To effectively "sell" a property:
A) your property should be located in a "feeder" city.
B) your perception of the property and your customers' perception of it must match.
C) you should focus on what the competition does better.
D) you should target only the groups your property is currently serving.
13. Which of the following sales and marketing positions generally receives a set percentage of the volume of
business they directly book for a hotel?
A) regional sales offices
B) independent sales representatives
C) directors of revenue management
D) corporate sales staffs
14. Rate guidelines for high- and low-demand periods, banquet and room reservation cutoff dates, and
credit/deposit/cancellation policies are all areas that might be included in:
A) a marketplace analysis.
B) a standard operating procedure manual.
C) a marketing plan.
D) a business status and trend summary.
10/19/16 D 9th ed.: Abbey 2 ©2016 AHLEI
