HSA 397A FINAL EXAM QUESTIONS AND ACCURATE ANSWERS LATEST
UPDATE 2024-2025 100% PASS GUARANTEED
Certain types of government agencies are especially good sources of meetings
business. For example, the Department of Agriculture and the International Food
Organization of the United Nations belong to what category? Answer agencies that deal
with business groups
Once the sales team of a property has identified those nonprofit groups it can serve
particularly well, it should do what? Answer begin soliciting local chapters of national
groups
Which of the following meetings targets meeting planners who represent nonprofit
organizations? - Answer HSMAI's Affordable Meetings Exposition and Conference
All of the following are similarities between the nonprofit organization market and the
associations meeting market except: - Answer both are easy to locate through a central
source
Juanita is an experienced hotel sales director and is familiar with the meetings market.
Which of the following do you think she would be most likely to be surprised to hear a)
An educational meeting for which all expenses are paid by a school district
Which of the following, from a public relations perspective, is a good reason to target
the religious meetings market? Answer Many religious groups do community service
projects when they visit a city.
Which market segment is most like the association market in that they simply alternate
the sites of their annual national meetings from one half of the United States to the
other? Answer labor unions
Sometimes the nature of a group plays a big role in what it will need for a meeting; other
, times, groups that would appear to be very different have similar meeting needs. A labor
union and a medical group of the same number of attendees will require - Answer
different amounts of meeting space; the medical group will need more
Which of the following selling techniques provides the salesperson with an opportunity
to present in the most detailed manner, to answer questions immediately, and to see the
full reaction of the prospect so he or she can better respond to the negotiating
situation? -Answer personal sales calls
Personal Selling Calls An individual calls on a corporate meeting planner and the
response is, "We are happy with our present hotel." The above comment by the meeting
planner would best be described as a (an): - Answer lack-of-interest objection
A bridge statement is usually used in the opening of a personal sales call. The purpose
of using a bridge statement is to: - Answer lead into the main body of the presentation.
The Lake Hotel's sales team has just received a tip sheet from a sales lead service. They
should do the following: Teleselling is on the increase as personal sales calls become
increasingly more expensive to make. Which of the following
statements best summarizes the role telephone selling should have in a hospitality
property's overall sales effort? - Answer Telephone selling should be used to screen
prospects and increase customer contact; it should be used only when the department
can manage no more personal sales calls.
Which of the following statements about site inspections and familiarization tours is
true? - Answer Familiarization tours require proper qualification of the prospects
involved.
Conventions and visitors bureaus work to promote a city and to coordinate citywide
events. Which of the following would be an anomaly for a convention and visitor bureau?
Answer a CVB that is solely funded by local income taxes
Convention and visitors bureaus work to promote a city and to coordinate citywide
events. What does a CVB typically do when it knows a group has chosen its city for a
meeting? - Answer It sends lead forms for conventions to their member hotels.
UPDATE 2024-2025 100% PASS GUARANTEED
Certain types of government agencies are especially good sources of meetings
business. For example, the Department of Agriculture and the International Food
Organization of the United Nations belong to what category? Answer agencies that deal
with business groups
Once the sales team of a property has identified those nonprofit groups it can serve
particularly well, it should do what? Answer begin soliciting local chapters of national
groups
Which of the following meetings targets meeting planners who represent nonprofit
organizations? - Answer HSMAI's Affordable Meetings Exposition and Conference
All of the following are similarities between the nonprofit organization market and the
associations meeting market except: - Answer both are easy to locate through a central
source
Juanita is an experienced hotel sales director and is familiar with the meetings market.
Which of the following do you think she would be most likely to be surprised to hear a)
An educational meeting for which all expenses are paid by a school district
Which of the following, from a public relations perspective, is a good reason to target
the religious meetings market? Answer Many religious groups do community service
projects when they visit a city.
Which market segment is most like the association market in that they simply alternate
the sites of their annual national meetings from one half of the United States to the
other? Answer labor unions
Sometimes the nature of a group plays a big role in what it will need for a meeting; other
, times, groups that would appear to be very different have similar meeting needs. A labor
union and a medical group of the same number of attendees will require - Answer
different amounts of meeting space; the medical group will need more
Which of the following selling techniques provides the salesperson with an opportunity
to present in the most detailed manner, to answer questions immediately, and to see the
full reaction of the prospect so he or she can better respond to the negotiating
situation? -Answer personal sales calls
Personal Selling Calls An individual calls on a corporate meeting planner and the
response is, "We are happy with our present hotel." The above comment by the meeting
planner would best be described as a (an): - Answer lack-of-interest objection
A bridge statement is usually used in the opening of a personal sales call. The purpose
of using a bridge statement is to: - Answer lead into the main body of the presentation.
The Lake Hotel's sales team has just received a tip sheet from a sales lead service. They
should do the following: Teleselling is on the increase as personal sales calls become
increasingly more expensive to make. Which of the following
statements best summarizes the role telephone selling should have in a hospitality
property's overall sales effort? - Answer Telephone selling should be used to screen
prospects and increase customer contact; it should be used only when the department
can manage no more personal sales calls.
Which of the following statements about site inspections and familiarization tours is
true? - Answer Familiarization tours require proper qualification of the prospects
involved.
Conventions and visitors bureaus work to promote a city and to coordinate citywide
events. Which of the following would be an anomaly for a convention and visitor bureau?
Answer a CVB that is solely funded by local income taxes
Convention and visitors bureaus work to promote a city and to coordinate citywide
events. What does a CVB typically do when it knows a group has chosen its city for a
meeting? - Answer It sends lead forms for conventions to their member hotels.
