HFT4468 Exam 3 Study Guide Questions
Correct Answers (A Pass) 2025 Update
Alice is the revenue manager at the Granger hotel. A large volume customer wants a
price quote from Alice on 50 rooms per week for the next 52 weeks. Each room would
be rented for two days at a time. How many room nights will Alice be quoting on? -
Answer- ✔✔5200
Hotel revenue managers face hard supply constraints. In which industry below are hard
constraints also likely to be encountered? - Answer- ✔✔Hair salons
Lisa is the revenue manager of a 500 room hotel property. Next week-end demand for
her rooms will exceed the number of rooms she has available for sale. Which high
demand pricing strategy will optimize revenue for her property? - Answer-
✔✔Implement a differential pricing strategy and allocate the limited supply to those
market segments who value the rooms most highly
What two factors establish a restaurant's weekly customer capacity? - Answer-
✔✔Number of seats and number of hours open per week
What is the name for the laws and regulations aimed at preventing abusive business
behavior or anti-competitive practices? - Answer- ✔✔Anti-trust legislation
What is the name used to describe a consortium of independent organizations formed
to limit competition by controlling the production, distribution and pricing of a product or
service? - Answer- ✔✔Cartel
What is the name of the US legislation that outlawed all contracts and conspiracies that
unreasonably restrain interstate trade? - Answer- ✔✔Sherman Antitrust Act
What is the name of the US legislation that prohibits competing hospitality managers
from meeting to agree upon the room prices that will be charged for upcoming events or
charged to specific groups of customers? - Answer- ✔✔Sherman Antitrust Act
What is the name of the US legislation that prohibits illegal discrimination in pricing? -
Answer- ✔✔Clayton Act
Which US law would be violated if a hotel charged different room rates based upon a
room buyer's race, religion or ethnic background? - Answer- ✔✔Civil Rights Act
What is the name for the price perceived by consumers to be the normal or standard
price for a product or a service? - Answer- ✔✔Reference Price
, What is true about the way buyers generally view variance in a seller's prices? -
Answer- ✔✔Discounts are viewed more favorably then surcharges
In the revenue management field, what do the letters "STR" refer to? - Answer- ✔✔A
company that specializes in helping hospitality managers evaluate their effectiveness
What is the name of the hospitality management position responsible for the
housekeeping and front office areas of a hotel? - Answer- ✔✔Rooms manager
What is the name of the hospitality management position responsible for the accounting
functions in a hotel? - Answer- ✔✔Controller
To whom would a Revenue Manager likely report if consistency across multiple
properties was of most importance? - Answer- ✔✔A corporate level executive
According to the most recent Hospitality Sales & Marketing Association International
(HSMAI) survey, to whom do the largest percentage of hotel revenue managers report?
- Answer- ✔✔Their hotel's general manager
Which group of employees is most responsible for implementing the revenue
optimization strategies and tactics developed by a revenue management team? -
Answer- ✔✔Line-level employees
What vehicle do effective revenue managers use to best develop and evaluate their
organizations' pricing and revenue management strategies and tactics? - Answer-
✔✔Regular strategy meetings
Who should lead the revenue management efforts of a lodging or foodservice
organization? - Answer- ✔✔A qualified revenue manager
Donna is a hotel revenue manager preparing next year's rooms forecast. Donna knows
that in November of next year a new hotel is opening near her own. As a result, she is
considering reducing her rooms forecast for that month. If she does so, what data type
will she be primarily using to make her decision? - Answer- ✔✔Future data
Donna is a hotel revenue manager. Donna knows that for tonight she has sold 175 of
her 200 available rooms. As a result, is eliminating room discounts on her remaining 25
rooms. In doing so, what data type is she primarily using to make her decision? -
Answer- ✔✔Current data
In a limited-service hotel, what is the incremental expense incurred in selling one guest
room? - Answer- ✔✔CPOR
What is the lodging industry term for the situation that occurs when a hotel is unable to
accommodate a guest's reservation preference due to the unavailability of the room or
Correct Answers (A Pass) 2025 Update
Alice is the revenue manager at the Granger hotel. A large volume customer wants a
price quote from Alice on 50 rooms per week for the next 52 weeks. Each room would
be rented for two days at a time. How many room nights will Alice be quoting on? -
Answer- ✔✔5200
Hotel revenue managers face hard supply constraints. In which industry below are hard
constraints also likely to be encountered? - Answer- ✔✔Hair salons
Lisa is the revenue manager of a 500 room hotel property. Next week-end demand for
her rooms will exceed the number of rooms she has available for sale. Which high
demand pricing strategy will optimize revenue for her property? - Answer-
✔✔Implement a differential pricing strategy and allocate the limited supply to those
market segments who value the rooms most highly
What two factors establish a restaurant's weekly customer capacity? - Answer-
✔✔Number of seats and number of hours open per week
What is the name for the laws and regulations aimed at preventing abusive business
behavior or anti-competitive practices? - Answer- ✔✔Anti-trust legislation
What is the name used to describe a consortium of independent organizations formed
to limit competition by controlling the production, distribution and pricing of a product or
service? - Answer- ✔✔Cartel
What is the name of the US legislation that outlawed all contracts and conspiracies that
unreasonably restrain interstate trade? - Answer- ✔✔Sherman Antitrust Act
What is the name of the US legislation that prohibits competing hospitality managers
from meeting to agree upon the room prices that will be charged for upcoming events or
charged to specific groups of customers? - Answer- ✔✔Sherman Antitrust Act
What is the name of the US legislation that prohibits illegal discrimination in pricing? -
Answer- ✔✔Clayton Act
Which US law would be violated if a hotel charged different room rates based upon a
room buyer's race, religion or ethnic background? - Answer- ✔✔Civil Rights Act
What is the name for the price perceived by consumers to be the normal or standard
price for a product or a service? - Answer- ✔✔Reference Price
, What is true about the way buyers generally view variance in a seller's prices? -
Answer- ✔✔Discounts are viewed more favorably then surcharges
In the revenue management field, what do the letters "STR" refer to? - Answer- ✔✔A
company that specializes in helping hospitality managers evaluate their effectiveness
What is the name of the hospitality management position responsible for the
housekeeping and front office areas of a hotel? - Answer- ✔✔Rooms manager
What is the name of the hospitality management position responsible for the accounting
functions in a hotel? - Answer- ✔✔Controller
To whom would a Revenue Manager likely report if consistency across multiple
properties was of most importance? - Answer- ✔✔A corporate level executive
According to the most recent Hospitality Sales & Marketing Association International
(HSMAI) survey, to whom do the largest percentage of hotel revenue managers report?
- Answer- ✔✔Their hotel's general manager
Which group of employees is most responsible for implementing the revenue
optimization strategies and tactics developed by a revenue management team? -
Answer- ✔✔Line-level employees
What vehicle do effective revenue managers use to best develop and evaluate their
organizations' pricing and revenue management strategies and tactics? - Answer-
✔✔Regular strategy meetings
Who should lead the revenue management efforts of a lodging or foodservice
organization? - Answer- ✔✔A qualified revenue manager
Donna is a hotel revenue manager preparing next year's rooms forecast. Donna knows
that in November of next year a new hotel is opening near her own. As a result, she is
considering reducing her rooms forecast for that month. If she does so, what data type
will she be primarily using to make her decision? - Answer- ✔✔Future data
Donna is a hotel revenue manager. Donna knows that for tonight she has sold 175 of
her 200 available rooms. As a result, is eliminating room discounts on her remaining 25
rooms. In doing so, what data type is she primarily using to make her decision? -
Answer- ✔✔Current data
In a limited-service hotel, what is the incremental expense incurred in selling one guest
room? - Answer- ✔✔CPOR
What is the lodging industry term for the situation that occurs when a hotel is unable to
accommodate a guest's reservation preference due to the unavailability of the room or
