HFT 2254 - Chapter 7 questions well
answered graded A+
goal of hotel's sales and marketing effort - correct answer ✔✔identify and communicate with
guests whose needs match the services and facilities offered by the hotel
director of sales and marketing (DOSM) - correct answer ✔✔person responsible for leading a
hotels marketing efforts
sales - correct answer ✔✔activities directly related to a client's purchase of hotel rooms or
services
marketing - correct answer ✔✔activities directly related to increasing a potential guest's
awareness of a hotel
booking - correct answer ✔✔a confirmed sale such as a reservation or an event
site tour - correct answer ✔✔a potential customer's physical visit to a hotel that is hosted by a
member of the hotel's staff
hotel sales process - correct answer ✔✔~pre-sales: establish a relationship, invite to a site tour,
compare amenities, ask to submit a bid
~sales phase: turn in bid by deadline, society reviews it and picks final 2, make group contract
and attrition policies, block rooms for group, meet with main contract person to ensure
everything is ok
~post-sales phase: thank you note, add to preferred client list, ensure they will bid next year for
the same meeting, file all written records
, bid - correct answer ✔✔an offer by a hotel to supply sleeping rooms, meeting space, food and
beverages, or other services to a potential client at a stated price
pickup - correct answer ✔✔the actual number of rooms purchased by a client in a specific time
period
group contract - correct answer ✔✔a legal document used to summarize the agreement
between a hotel and its group client
attrition - correct answer ✔✔difference btw the original request of group rooms and the actual
pickup of a group
block - correct answer ✔✔rooms reserved exclusively for members of a specific group
skills of sales and marketing professionals - correct answer ✔✔people, organizational, and
conflict-management
convention and visitor's bureau (CVB) - correct answer ✔✔organization, generally funded by
taxes (and membership dues) levied on overnight hotel guests, which seeks to increase the
number of visitors to the area it represents
-aka tourism boards/bureaus
-can be an independent entity or may be affiliated w a local area chamber of commerce
marketing plan - correct answer ✔✔a calendar of specific activities designed to meet the hotel's
revenue goal
sales and marketing committee - correct answer ✔✔the team of employees responsible for
coordinating the hotels sales and marketing efforts
answered graded A+
goal of hotel's sales and marketing effort - correct answer ✔✔identify and communicate with
guests whose needs match the services and facilities offered by the hotel
director of sales and marketing (DOSM) - correct answer ✔✔person responsible for leading a
hotels marketing efforts
sales - correct answer ✔✔activities directly related to a client's purchase of hotel rooms or
services
marketing - correct answer ✔✔activities directly related to increasing a potential guest's
awareness of a hotel
booking - correct answer ✔✔a confirmed sale such as a reservation or an event
site tour - correct answer ✔✔a potential customer's physical visit to a hotel that is hosted by a
member of the hotel's staff
hotel sales process - correct answer ✔✔~pre-sales: establish a relationship, invite to a site tour,
compare amenities, ask to submit a bid
~sales phase: turn in bid by deadline, society reviews it and picks final 2, make group contract
and attrition policies, block rooms for group, meet with main contract person to ensure
everything is ok
~post-sales phase: thank you note, add to preferred client list, ensure they will bid next year for
the same meeting, file all written records
, bid - correct answer ✔✔an offer by a hotel to supply sleeping rooms, meeting space, food and
beverages, or other services to a potential client at a stated price
pickup - correct answer ✔✔the actual number of rooms purchased by a client in a specific time
period
group contract - correct answer ✔✔a legal document used to summarize the agreement
between a hotel and its group client
attrition - correct answer ✔✔difference btw the original request of group rooms and the actual
pickup of a group
block - correct answer ✔✔rooms reserved exclusively for members of a specific group
skills of sales and marketing professionals - correct answer ✔✔people, organizational, and
conflict-management
convention and visitor's bureau (CVB) - correct answer ✔✔organization, generally funded by
taxes (and membership dues) levied on overnight hotel guests, which seeks to increase the
number of visitors to the area it represents
-aka tourism boards/bureaus
-can be an independent entity or may be affiliated w a local area chamber of commerce
marketing plan - correct answer ✔✔a calendar of specific activities designed to meet the hotel's
revenue goal
sales and marketing committee - correct answer ✔✔the team of employees responsible for
coordinating the hotels sales and marketing efforts
