HFT 2750 UF Fall Final Exam Questions
and Answers
What is the formula for the number of attendees needed to break even? - ANSWER-
Fixed Costs / (Registration Fee - Variable Costs)
What does DMC stand for? - ANSWER-Destination Marketing Company
What does DMO stand for? - ANSWER-Destination Management Organization
When hotels bid for an event, what do they look at? - ANSWER-Total value,
including ancillary spending
What is ancillary spending? - ANSWER-Spending on other amenities of the hotel
such as the spa, gift shop, restaurants, golf, etc.
What is the order of the sales process? - ANSWER-1. RFP
2. Site Visit
3. Contracting
4. Negotiations
What is an RFP in the Sales Process? - ANSWER-Request For Proposal; the first
interaction between client and sales team
What is a Site Visit? - ANSWER-When a planner visits a hotel while the sales
manager/team pitches the venue; an opportunity to build relationships
What is Contracting within the Sales Process? - ANSWER-When a client account is
made and soft hold is placed
What is Negotiations within the Sales Process? - ANSWER-When the sales
manager or director of sales and the planner discuss room rates, block size, F&B,
room rental, deposits, attrition, etc.
What is a pick up report? - ANSWER-A rooming list that shows the individual
reservations
What is a rooming list? - ANSWER-Bookings that have been made since the last
report
What is a group rate? - ANSWER-A negotiated, discounted room rate for attendees
What is a rack rate? - ANSWER-The room price for the general public during the
time of the event
, What is a service charge? - ANSWER-An additional fee hotels add to F&B, rental
space and/or AV
What is a resort fee? - ANSWER-The flat dollar amount added to room rates
What are the type of guest room blocks? - ANSWER-Contracted, complimentary,
and multiple blocks
What is a contracted room block? - ANSWER-A type of room block where you are
financially obligated to pay for all rooms in the block
What is a complimentary room block? - ANSWER-A type of room block where rooms
are set aside for an event, but the host is not financially responsible to pay for all of
the rooms in the block
What is a multiple room block? - ANSWER-A type of room block where blocks are
set for different groups: speakers and attendees
Who is financially responsible for the master account billing? - ANSWER-The event
What are the types of exhibit booths? - ANSWER-Peninsula
Island
Double Booth
End Booth
What are the types of room seating/setups? - ANSWER-Theater
Classroom
Banquet
Chevron
Half Moon
U-Shaped
Hollow Square
Boardroom
Lounge
Mixed Seating
Pods
Semicircle
X and Y Formations
What are some issues to look out for when evaluating a meeting space? - ANSWER-
Low chandeliers, poles in the middle of the room, low ceilings, room capacity not
accounting for the stage
What are the types of function rooms? - ANSWER-General Session
Breakout Rooms
Exhibit Halls
Registration
Meals
and Answers
What is the formula for the number of attendees needed to break even? - ANSWER-
Fixed Costs / (Registration Fee - Variable Costs)
What does DMC stand for? - ANSWER-Destination Marketing Company
What does DMO stand for? - ANSWER-Destination Management Organization
When hotels bid for an event, what do they look at? - ANSWER-Total value,
including ancillary spending
What is ancillary spending? - ANSWER-Spending on other amenities of the hotel
such as the spa, gift shop, restaurants, golf, etc.
What is the order of the sales process? - ANSWER-1. RFP
2. Site Visit
3. Contracting
4. Negotiations
What is an RFP in the Sales Process? - ANSWER-Request For Proposal; the first
interaction between client and sales team
What is a Site Visit? - ANSWER-When a planner visits a hotel while the sales
manager/team pitches the venue; an opportunity to build relationships
What is Contracting within the Sales Process? - ANSWER-When a client account is
made and soft hold is placed
What is Negotiations within the Sales Process? - ANSWER-When the sales
manager or director of sales and the planner discuss room rates, block size, F&B,
room rental, deposits, attrition, etc.
What is a pick up report? - ANSWER-A rooming list that shows the individual
reservations
What is a rooming list? - ANSWER-Bookings that have been made since the last
report
What is a group rate? - ANSWER-A negotiated, discounted room rate for attendees
What is a rack rate? - ANSWER-The room price for the general public during the
time of the event
, What is a service charge? - ANSWER-An additional fee hotels add to F&B, rental
space and/or AV
What is a resort fee? - ANSWER-The flat dollar amount added to room rates
What are the type of guest room blocks? - ANSWER-Contracted, complimentary,
and multiple blocks
What is a contracted room block? - ANSWER-A type of room block where you are
financially obligated to pay for all rooms in the block
What is a complimentary room block? - ANSWER-A type of room block where rooms
are set aside for an event, but the host is not financially responsible to pay for all of
the rooms in the block
What is a multiple room block? - ANSWER-A type of room block where blocks are
set for different groups: speakers and attendees
Who is financially responsible for the master account billing? - ANSWER-The event
What are the types of exhibit booths? - ANSWER-Peninsula
Island
Double Booth
End Booth
What are the types of room seating/setups? - ANSWER-Theater
Classroom
Banquet
Chevron
Half Moon
U-Shaped
Hollow Square
Boardroom
Lounge
Mixed Seating
Pods
Semicircle
X and Y Formations
What are some issues to look out for when evaluating a meeting space? - ANSWER-
Low chandeliers, poles in the middle of the room, low ceilings, room capacity not
accounting for the stage
What are the types of function rooms? - ANSWER-General Session
Breakout Rooms
Exhibit Halls
Registration
Meals
