REVENUE MANAGEMENT EVALUATION TEST
QUESTIONS AND ANSWERS SET A+
✔✔Executive Comittee - ✔✔Members of a hotels' administrative team charged with the
responsibility of achieving world wide goals
✔✔CPOR - ✔✔"Cost per occupied room"
- The total incremental expense associated with the sale of one guest room
✔✔Global distribution system (GDS) - ✔✔Group of companies that electronically
connect travel-related businesses such as airlines and hotels with those individuals and
companies seeking to buy from them
✔✔CTA - ✔✔Closed to Arrival
- A date on which guests are not permitted to begin their hotel stays
✔✔MLOS - ✔✔Minimum length of stay
✔✔Upselling- does rev par increase or decrease - ✔✔Selling the buyer a higher cost
item than that which was originally intended to be purchased or increasing the number
of items purchased by the buyer
- Increases RevPAR
✔✔Controller - ✔✔Responsible for a hotel's on property accounting procedures
✔✔CVB's function - ✔✔- Responsible for promoting travel and toirism in a specifically
designated geographic area
membership non profit
✔✔Collusion - ✔✔A secret agreement between people or firms to do something illegal
, ✔✔Commodization - ✔✔The process by which a product (or service) reaches a point in
its development where one brand has no features that differentiate it from other brands,
and consumers buy based on price alone.
✔✔Improvement on revenue optimization - ✔✔Establish prices, forecast demand ,
manage inventory, manage distribution and evaluate results
✔✔ADR Index Calculated - ✔✔A measure of the property's pricing performance in
relation to comp set
- 79% and below- rates significantly below the comp set
- 80%- 94% = Rates moderately below the comp set
- 95%- 104%= Rates in keeping the comp set
- 105%- 119%= Rates Moderately above the comp set
- 120% and above= Rates significantly above comp set
✔✔Marketing Mix - ✔✔The relative proportion of revenue contributed by each of a
hotel's most important guest types
✔✔Predatory pricing - ✔✔The practice of a firm harming consumers by selling its
products below costs or at a price developed with the intent of driving competitors out of
the market, thus creating a monopoly and the ability to raise its own prices significantly
in the future
✔✔Contribution Margin Pricing - ✔✔Selling price - Product Cost
✔✔Turn (table) - ✔✔# of times a table is used during the same dining period
# of guests served / # of available seats
✔✔Trailing period - ✔✔A data collection method characterized by the act of discarding
the oldest piece of data in a data set when the newest data are added.
- Calculates rolling average
✔✔Current Data - ✔✔- Occupancy and Availability Reports
- Group rooms Pace report
- Non Revenue Pace reporting
✔✔ADR 4 days out - ✔✔
✔✔4 P's of Marketing - ✔✔Product, Promotion, Place, Price
✔✔how to find room revenue and occupancy> How many rooms in a hotel? - ✔✔
✔✔Barter - ✔✔A trading system in which goods and services are exchanged without
the use of money
QUESTIONS AND ANSWERS SET A+
✔✔Executive Comittee - ✔✔Members of a hotels' administrative team charged with the
responsibility of achieving world wide goals
✔✔CPOR - ✔✔"Cost per occupied room"
- The total incremental expense associated with the sale of one guest room
✔✔Global distribution system (GDS) - ✔✔Group of companies that electronically
connect travel-related businesses such as airlines and hotels with those individuals and
companies seeking to buy from them
✔✔CTA - ✔✔Closed to Arrival
- A date on which guests are not permitted to begin their hotel stays
✔✔MLOS - ✔✔Minimum length of stay
✔✔Upselling- does rev par increase or decrease - ✔✔Selling the buyer a higher cost
item than that which was originally intended to be purchased or increasing the number
of items purchased by the buyer
- Increases RevPAR
✔✔Controller - ✔✔Responsible for a hotel's on property accounting procedures
✔✔CVB's function - ✔✔- Responsible for promoting travel and toirism in a specifically
designated geographic area
membership non profit
✔✔Collusion - ✔✔A secret agreement between people or firms to do something illegal
, ✔✔Commodization - ✔✔The process by which a product (or service) reaches a point in
its development where one brand has no features that differentiate it from other brands,
and consumers buy based on price alone.
✔✔Improvement on revenue optimization - ✔✔Establish prices, forecast demand ,
manage inventory, manage distribution and evaluate results
✔✔ADR Index Calculated - ✔✔A measure of the property's pricing performance in
relation to comp set
- 79% and below- rates significantly below the comp set
- 80%- 94% = Rates moderately below the comp set
- 95%- 104%= Rates in keeping the comp set
- 105%- 119%= Rates Moderately above the comp set
- 120% and above= Rates significantly above comp set
✔✔Marketing Mix - ✔✔The relative proportion of revenue contributed by each of a
hotel's most important guest types
✔✔Predatory pricing - ✔✔The practice of a firm harming consumers by selling its
products below costs or at a price developed with the intent of driving competitors out of
the market, thus creating a monopoly and the ability to raise its own prices significantly
in the future
✔✔Contribution Margin Pricing - ✔✔Selling price - Product Cost
✔✔Turn (table) - ✔✔# of times a table is used during the same dining period
# of guests served / # of available seats
✔✔Trailing period - ✔✔A data collection method characterized by the act of discarding
the oldest piece of data in a data set when the newest data are added.
- Calculates rolling average
✔✔Current Data - ✔✔- Occupancy and Availability Reports
- Group rooms Pace report
- Non Revenue Pace reporting
✔✔ADR 4 days out - ✔✔
✔✔4 P's of Marketing - ✔✔Product, Promotion, Place, Price
✔✔how to find room revenue and occupancy> How many rooms in a hotel? - ✔✔
✔✔Barter - ✔✔A trading system in which goods and services are exchanged without
the use of money
